NIT Graduate School of Management plans_sem_IV.pdf · Personal Selling • Role of Sales Force •...

Shri Sai Shikshan Sanstha’s

NIT Graduate School of Management www.nitgsm.edu.in

------------------------------------------------------------------------------------------------------------ Campus: Survey No. 13/2, Mahurzari, Katol Road, Nagpur – 441501.

LECTURE PLAN SEMESTER – IV

Academic Session 2012 – 2013

Faculty: A/ Prof Ruchi Chaudhary & A/ Prof Farida Dhamani Subject: Rural Marketing Course shall be completed by 10th April 2013. Sessional Exam will start from 15th April 2013.

Session No.

Name of the Topic Teaching Methodology

1 & 2

Unit 1:Introduction to Rural Marketing

• Meaning, scope and importance

• Rural Vs Urban mindsets

• Growth of rural markets

• Difference between rural, semi urban and urban markets

Theory Lecture

Discussion Presentation

3 & 4

Unit 2: Rural Market Research & Profile of Rural Consumer

• Research and location for conducting Research

• Classification of Rural Consumer

• Profile of Rural Consumer

• Rural Consumer Behavior

Theory Lecture


Activity

5 & 6

Unit 3: Rural Market Segmentation

• Basis of Market Segmentation

• Multi- Attribute Segmentation

Theory Case Study Discussion

Presentation Assignment

7 & 8

Unit 4: Classification of Markets • Regulated Markets

• Defects/ problems of Regulated Markets

• Role of Regulated Markets on Marketing of Agricultural produce

• Significance of Regulated Markets

Theory Lecture





9 & 10

Unit 5 : Rural Communications

• Introduction

• Role of media in Rural Markets

• Conventional media

• Problems in Rural Communication

Theory Discussion Case Study Presentation

11

Class Test on Section A

12 & 13

Unit 6: Rural Marketing Strategies

• Product Strategies

• Pricing Strategies

• Distribution Strategies

• Production Strategies

• Methods of Sale

Theory Lecture

Discussion Presentation Assignment

14 &15

Unit 7: Sales Force Management for Rural Marketing & Marketing Agencies

• Introduction

• Prevalance of Beoparis and Arahati

Theory Discussion Handouts

Presentation

16 & 17

Unit 8: Role of Government in the Development of Agricultural Marketing

• Government Intervention in Marketing System

• Types of Cooperative Marketing Societies

Theory Lecture

Discussion Presentation by Students

18 &19

Unit 9: Agricultural Credit & Crop Insurance • Agricultural Credit Policy

• Institutional agreements for Agricultural Credits and Crop Insurance

Theory Lecture


20& 21

Unit 10: Role of IT in Rural Marketing

• Importance and scope

• Modern techniques for Rural distribution

• Case Study of ITC’s e-choupal initiative

Theory Lecture


Game Suggested Readings:

� Rural Marketing- Rajgopal � Rural Marketing in India- K S Habeeb Rahman ( Himalaya

Publication) � Integrated Rural Development- R C Arora ( S Chand & Co) � Rural Marketing- Pradeep Kashyap ( Pearson Publication)




LECTURE PLAN SEMESTER –IV

Academic Session 2012-2013

Faculty: A/Prof Parul Martin Subject: Marketing of Services Course shall be completed by 10thApril 2013. Sessional Exam will start from 15thApril 2013. Session No. Name of the Topic Teaching

Methodology

1 & 2

Unit 1: Concept of Services • What is services

• Difference between Goods & Services

• Future of Service Sector

• Reasons for the growth of service economy

Theory

Lecture – Handout –

Presentation-

3,4,5 &6

Unit 2: Service

• Nature of Service Marketing

• Characteristics’ & Strategies

• Inseparability, Variability, Perishability, Heterogeneity, Ownership and Intangibility.

• Marketing Mix

• 7 Ps’

• Advertising, Branding & Packaging of Services.

Theory Lecture – Handout –

Discussion – Presentation

7, 6 & 8

Unit 3: Service Quality • What is Service Quality

• Approaches to Service Quality

• Ten Commandments/ Dimensions of Service Quality

• SQIS

• How to improve Service Quality

• Benchmarking & Certification

Theory Lecture- Handout-

Discussion – Presentation-

9

Class Test • On Unit I, II & III

Class Test




10,11 & 12

Unit 4: Service Consumer Behavior/ Customer Retention & Relationship Marketing

• What is CB

• Services, Facts & Importance of CB in services

• Evolution of Relationship Marketing

• Internal & External Relationship

• Customer Retention

Theory Lecture-


13,14 &15

Unit 5: International Marketing of Services

• International Marketing

• Elements of Global Transnational

• International Branding & Advertising

• 10-P Models of Global Strategies Management

• Problems connected to Marketing

Theory

Lecture- Discussion –

Presentation- Assignment

16,17,18&19

Unit 8: Marketing of Services

• Marketing of Insurance & Banking Services

• Concepts of Insurance & Banking Services

• Marketing mix of Insurance & banking services

• Marketing of Hotel & Tourism Services

• Concept of Hotel & Tourism Services

• Market mix of Hotel & Tourism services

• Marketing of Transport and Consultancy Marketing

• Marketing Mix elements for marketing of Transport and Consultancy Marketing


Discussion – Presentation- Assignment

20

Class Test • On Unit IV, V

Class Test

21, 22 & 23

Unit 10: Legal Issues

• Presentation by Students’ & Assignments

Presentation- Assignment-

24, 25 & 26

Unit 9: Role of IT in Services

• Extempore by Students’ & Presentations

Extempore-

Presentation-




27 & 28

Unit 6: Elements of customer services and identifying them

• Challenges in Service Business

• Classification of Services

• End User, Profit Orientation

• People based Service

Discussion –

Presentation-

29, 30, 31 & 32

Unit 7: Rural Marketing • Rural India as an untapped market

• Characteristics of rural marketing

• Product mix for rural market

• Marketing of manufactured consumer goods as well agricultural inputs in rural market

• Pricing strategy

• Physical distribution

• Problems faced due to poor infrastructure


33

Class Test

• On Unit VI & VII

Class Test

34 & 35

Problem Solving Session

• On 5 Years’ Question Paper

Discussion

Suggested Readings:

• Service Management & Marketing- D. Balajee- S.Chand & Company

• Service Marketing by S.M.Jha- Publisher Himalaya Publishing House

• Service Marketing by Govind Apte Jha- Publisher: Oxford University Press

• Class Presentations

• Handouts





Academic Session 2012 – 2013

Faculty: Prof Sanjay Barai/A/P Supriya Raut Subject: Sales & Distribution Management Course Work will be completed by 10th April 2013. Sessional Exam will start from 15th April 2013

Session No.


1 & 2

Unit 1: Nature & Scope of Sales Management

• Personal Selling

• Role of Sales Force

• Formulating Personal selling Objectives

• Sales Forecasting Method

Theory Lecture –


3,4 & 5

Unit 6:Sales Control & Cost Analysis

• Sales Audit

• Sales Analysis

• Marketing Cost Analysis

• Purpose & Techniques

Theory Lecture –


6

Unit 7:Sales Organization • Purpose

• Setting up of Sales Organization

• Basic type of Sales Organizations

Theory Lecture-


7 & 8

Continuation of Unit 7: • Sales Department Relations

• Sales & Advertising

• Sales & Marketing information

• Sales & Service

• Sales & Physical Distribution

Theory Lecture –


9,10 & 11

Unit 8:Channel Management & Channel Strategy

• Channel Objectives

• Presentation by Students

• Coverage & Support Requirements

• Distribution Logistics


Discussion – Presentation-assignment




12

Unit 9:Warehousing

• Types of Warehouses

• Factors Affecting Warehousing Choice

Theory Lecture –


13 & 14

Continuation of Unit 9:

• Inventory Decisions

• Transportation Decisions

• Types

• Legal Issues

Theory-Lecture –

Discussion-presentation

15

Unit 10:Distribution Planning Cost & Control

• Functions of Intermediaries

• Selection & Motivation

• Need, Criterion & Establishing Objectives

Theory Lecture –


16 & 17


• Cost Centers

• Standards of Control

• Tools of Control

• Cases & Reports



18 & 19

Unit 2:Designing Sales Force Strategy & Structure

• Recruitment & Selection

• Training Sales Person

Theory Lecture –


20 & 21

Unit 3: Compensation Sales force

• Designing Compensation Plans

• Types & Requirement of Good Compensation Plans

• Motivating Sales Force



22

Unit 4:Supervising & Evaluating Sales People

• Standards of Performance

• Supervision

Theory Lecture –


23


• Sales Meeting

• Sales Contest



24

Unit 5: Designing Territories • Concept

• Procedure for setting up Sales Territories

• Assignment of Sales Personnel






Assignment

25


• Sales Quota

• Objectives & Types

• Administering Quota System



Suggested Readings:

� Principles of Marketing- Kotler, P & Armstron G, Prentice Hall Inc. � Sales Management- Chunawalls, S A, Himalaya Publishing House � Physical Distribution Management- Kulkarni, M V, Everest

Publishing house � Marketing Management – V S Ramaswami & S Namkumari,

Macmillan India Ltd � Sales & Distribution Management by Krishna K Harvadkar -

publisher: McGraw Hill






Faculty: Prof Dr Rajesh Iyer Subject: International Financial Management Course shall be completed by 10thApril 2013. Sessional Exam will start from 15thApril 2013.

Session No.


1 & 2

Unit 1: Financial Management in Global context- Various sub units


Discussion – Presentation Assignment

3&4

Unit 2 Foreign Exchange Market Components – Various sub units



5 & 6

Unit 3 Activities in Foreign Exchange Markets - Various sub units



7 & 8 Unit 4 International Monetary System

Various sub units






9 & 10 Unit 5 Foreign Exchange Risk Exposure and its Management

Various sub units



11 & 12 Unit 6 Management of Long Term International Financing

Various sub units



13 & 14 Unit 7 Management of Short Term International Financing

Various sub units



15 & 16 Unit 8 International Capital Budgeting

Various sub units



17 & 18 Unit 9 Capital Structure of MNCs

Various sub units



19 & 20 Unit 10 Multinational tax Environment

Various sub units



NOTE: SESSIONS WILL BE INTERACTIVE TO HAVE MAXIMUM PARTICIPATION/ INVOLVEMENT OF STUDENTS. ABOVE SCHEDULE IS INDICATIVE OF PATTERN OF COURSE COVERAGE. CLASS TESTS, ASSIGNMENTS ETC WILL BE UNDERTAKEN CONCURRENTLY.




Suggested Readings:

• Financial Management , I.M. Pandey (Vikas)

• Financial Management , Ravi Kishore (Taxman)

• International Business , R.M. Joshi (Oxford)

• International Financial Management , P.G. Apte (TMH) Important – Reading of Business Standard, Economic Times regularly, is essential for better understanding of the subject.






Faculty: Prof Dr Rajesh Iyer Subject: Security Analysis & Investment Management Course shall be completed by 10thApril 2013. Sessional Exam will start from 15thApril 2013.

Session No.


1 & 2

Unit 1: Investment Basics- Various sub units



3&4

Unit 2 Fundamental Analysis – Various sub units



5 & 6

Unit 3 Efficient Capital Markets - Various sub units



7 & 8 Unit 4 Markowitz Portfolio Theory

Various sub units






9 & 10 Unit 5 Capital market Theory

Various sub units



11 & 12 Unit 6 Technical Analysis

Various sub units



13 & 14 Unit 7 Security valuation

Various sub units



15 & 16 Unit 8 Equity portfolio Management

Various sub units



17 & 18 Unit 9 Derivatives -

Various sub units



19 & 20 Unit 10 Evaluation of portfolio performance

Various sub units






NOTE: SESSIONS WILL BE INTERACTIVE TO HAVE MAXIMUM PARTICIPATION/ INVOLVEMENT OF STUDENTS. ABOVE SCHEDULE IS INDICATIVE OF PATTERN OF COURSE COVERAGE. CLASS TESTS, ASSIGNMENTS ETC WILL BE UNDERTAKEN CONCURRENTLY. Suggested Readings:

• Security Analysis & Portfolio Management V.A. Avadhani (Himalaya)

• Investment Analysis & Portfolio Management Prasanna Chandra (TMH)

• Security Analysis Portfolio Management R.P. Rustagi (Sultan Chand) Important: Refer to websites of leading Mutual Funds and Financial Services companies like, UTI, HDFC, Reliance MF and Reliance, Capital, ICICI Securities, Motilal Oswal Securities for practical understanding of concepts.






Faculty: A/Prof Komal Kashyap Subject: Principles & Practice of Banking and Insurance Course shall be completed by 10thApril 2013. Sessional Exam will start from 15thApril 2013.

Session No.


1 & 2

Unit 1: Principles of Banking � Definition of Bank, creation of money � Present structure of commercial banking

system in India, brief history, functions � Working during 1947-1990 and

thereafter � Forms of banking – unit banking, branch

banking, group banking, chain banking, satellite and affiliate banking, correspondent banking Managerial functions in banks

Theory Lecture –


3 & 4

Unit 2 : Management of Deposits and Advances � Deposit mobilization � Classification and nature of deposits

accounts, advances � Lending practices, types of advances,

principles of sound bank lending � Presentation of reports , credit plans � Planning customers

Limits of credit, security


Discussion – Assignment

5 & 6

Unit 4: Bank Accounts, Records, Reports, Statement of advances � Evaluation of loan applications � P/L A/c, Balance sheet and statutory

reports regarding cash revenue ALM and NPA management


Assignment




7

Class Test on Unit- I, II, IV

8 & 9

Unit6: Insurance Basics � Insurance Vs. other saving and

investment options � Tax benefits under insurance policies,

life cycle needs including solutions � Matching of customer needs and

requirements to available products � Comparison between different products

offered vis-a-vis chargeable premium and coverage

� Proposal forms and other relevant forms Policy contract



10 & 11

Unit 7: Life Insurance Products � Traditional and unit linked policies � Individual and group policies, with profit

and without profit policies Different type of insurance products – whole life products, interest sensitive products, term assurance annuities, endowment, assurance



12 & 13

Unit 8: Medi- Claim and Health insurance products

� Different types of products available in the market

� Salient features, tax treatment Operation and other procedure involved in claim settlement



14 Class Test on Unit-VI,VII,VIII

15 & 16

Unit 9: General Insurance Products � Different types of products available in

the market � Salient features, tax treatment � Operation and other procedure involved

in claim settlement � Other specialty products






17 & 18

Unit 10 : Regulation in the Industry � Role of IRDA in regulating the industry � Silent features of KYC and AML Act

Performance evaluation of the regulation in the insurance industry in India

Theory Lecture-

Discussion –Assignment

19 & 20

Unit 3 : Investment Management � Nature and bank investment � Liquidity and profitability � Preparation of cheques, bills,

endorsement, government securities � Documents of title off goods railway

receipt, bill of lading, Book debts Securities government and commercial



21& 22

Unit 5 : Fee based and fund based services provided by banks

� Fee based Vs. Fund based services � Types of fee based services offered,

Mechanism of operation of these services Merchant banking services – issue management, underwriting, loan syndication etc

Theory Lecture-

Discussion –Assignment

23 Class Test on Unit- III, V, IX, X

Suggested Readings:

• Banking & Insurance, O. P. Agarwal, Himalaya Publishing House

• Principles of Bank Management by Vasant Desai, Himalaya Publishing House

• Basics of Banking and Finance, Dr. K. M. Bhattacharya, Himalaya Publishing House

• Banking Theory, Law & Practice, Gorden & Natrajan, Himalaya Publishing House

• Banking Theory & Practice, Dr P K Shrivastava, Himalaya Publishing House

• Handouts






Faculty: Prof Prafulla Waghmare Subject: Industrial Relations & Labour Regulations Course shall be completed by 10thApril 2013. Sessional Exam will start from 15thApril 2013.

Session No.

Name of the Topic

Teaching Methodology

1 & 2

Unit 1: Industrial Relations

• Definition & Concept

• Scope & Ideologies

• Approaches to IR

Presentation- Discussion-

3 & 4

Unit 2: Industrial Democracy

• Collective Bargaining

• Importance & Types

• Workers Participation

• Participative Management


5

Class Test On Unit I & II

Class Test

6 & 7

Unit 3: Grievances & Disputes

• Nature & Causes

• Industrial Disputes

• Settlement Machinery

• Harmony to Industrial & progress

Lecture –


10 & 11

Unit 4: Labour Welfare & Social Security Concept

• Labour Welfare

• Role of Welfare Officer

• Training of Welfare Officer

• Methods of Providing Social Security


Presentation-

12

Class Test On Unit III & IV

Class Test




13 & 14

Unit 5: Labour Legislations & ILO

• Nature & Scope

• Development of Labour Legislation

• ILO

• Impact over Indian Labour Legislation

Theory Lecture-


15,16 &

17

Unit 6: Normative Labour Legislations • Factories Act, 1948

• Bombay shop & Establishment Act 1948

• PULP Act 1971

Theory Lecture-


18 Quiz • On Unit V & VI

Quiz Competition

19, 20 &

21

Unit 7: Wage Legislation

• Minimum wages Act

• Payment Of wages Act 1936

• Payment of Bonus Act 1965

Theory Lecture-


22, 23 & 24

Unit 8: Industrial Relations Legislations

• Trade Union Act 1926

• Industrial Employment standing order Act 1946

• Bombay Industrial Relations Act

• Industrial Dispute Act 1947

Discussion-

Presentation-

25, 26 & 27

Unit 9: Social Security Legislations

• Workmen’s compensation Act

• Employees state Insurance Act 1948

• Provident Fund Act 1952

• Payment of Gratuity Act 1972

Discussion-

Presentation-

28 & 29

Extempore & Presentations by Students’

• On Unit VII, VIII & IX

Extempore- Presentation-

30 & 31

Unit 10: Functions & Working Of Offices Attached To Labour Ministry

• Directorate –General of Employment & Training

• Labour Bureau

• Welfare Commissioners

• Various committee constitute by the Government of India (Ministry Of Labour)

Discussion- Presentation-

32

Class Test On Unit X

Class Test

33 & 34



Discussion




Suggested Readings:

• Dynamics of Industrial Relations by Mamoria & Mamoria – Publisher: Himalaya Publishing House.

• Industrial Jurisprudence & Labour Legislation by A.M. Sarma, 9 th revised edition – Publisher: Himalaya Publishing House Labour Laws --- Taxman’s

• Essentials of Human Resource Management & Industrial Relations by P. Subbha Rao – Publisher: Himalaya Publishing House.

• Industrial Relations by C. S. Venkata Ratnam – Publisher: Oxford University Press.


• Class Extempore

• Handouts





Academic Session 2012-2013 Faculty: A/Prof Shraddha Wilfred /A/Prof Ruchi Chaudhary Subject: Human Resource Development Strategies and Systems Course shall be completed by 10thApril 2013. Sessional Exam will start from 15thApril 2013. Session No.


1 & 2

Unit 1: Introduction

• Field of HRD: A multi dimensional and new concept

• Goals and challenges

• Objectives and determinants

• Approaches to HRD

• Case Study

Theory Lecture –Presentation Assignment

3

Unit 2: Issues in HRD

• Strategy for HRD

• Diversify in work force

• Exit strategy

• Competitive Advantage and relationship management

Theory Lecture- Discussion – Presentation-

4 Continuation Of Unit 2:

• Human Resource Planning for diversification

• Expansions, Merger, acquisitions and takeovers

• Activity

Theory Lecture- Discussion – Presentation- Assignment

5 Class Test :Unit 1 & 2




6 Unit 3: Comparative Study of Various HR Disciplines

• Comparative study of Human Resource Development

• Human Resource Management

• Human Capital Management and Personnel Management,

• Case studies


7 & 8 Unit 4: H.R.D. Culture and Strategies

• HRD culture and practices

• Subculture

• Subsystem, Problem,

• Strategies for adapting changes in external environment, propagation of culture through HRD,

• Case study


9 & 10 Unit 5: HR Information System (HRIS):

• Objectives & concept

• Significance,

• Limitations,

• Steps in HRIS,

• Process and application in HRIS

• Study of HRIS models.


11 Class Test : Unit 3 & 4

12 & 13 Unit 6: HR System Design

• HR System Design: Principles and Practices,

• Machinery and Sub systems of HR system Design,

• HRD intervention

• Game


14 & 15 • Unit 7: HRD in India

• Recent Scenario and Changes

• HRD Barriers in India

• Case study.


16 Class Test : Unit 5 & 6




17 & 18 Unit 8: Skill Enhancement Techniques

• Total Quality Management (TQM),

• Knowledge Management,

• H.R. Restructuring,

• Reengineering,

• Quality Circles


19 & 20 Unit 9 : HRD In Different Sectors

• HRD Organizations,

• Government Agencies and their role in HRD,

• Rural development through HRD,

• Emerging Sectors: I.T. and I.T.E.S.


21 Class Test: Unit 7 & 8

22 Unit 10: H.R. Accounting, Research And Audit –

• HR accounting and Audit: Need, significance and techniques,

• HR Valuation,

• H.R. Research process: Importance and difficulties in HR research.


23 Class Test: Unit 9 & 10

Suggested Readings:

• Human Resource and Personnel Management, by K Aswathapha, Publisher: Mc-Graw Hill.

• Strategic Human Resource Management, by Tanuja Agrawal, Publisher: Oxford University Press.

• Personnel and Human Resource Management: Text and Cases, By P. Subba Rao, Publisher: Himalaya Publishing House.

• Knowledge Management and the Role of HR by Chris Harman, Publisher: FT Prentice Hall

• HR Interventions in the Global Competitive Regime: Strategies for Leadership

• by Charles Xavier, C.S. Adhikary and Ramana Murty, Publisher: Excel Books






Faculty: Prof Prafulla Waghmare & A/Prof Parul Martin Subject: Global Human Resource Management Course shall be completed by 10thApril 2013. Sessional Exam will start from 15thApril 2013.

Session No.


1 & 2

Unit 1: Introduction

• What is IHRM

• Objectives & Scope

• Cultural & Reality Shocks


3 & 4 Unit 2: International HRM Models

• Poole’s adaptation of Harvard Model

• Brewster and Bournois Model


5

Class Test On Unit I & II

Class Test

6, 7, 8 &

9

Unit 3: Comparative Employment Policy

• Concept & Importance

• Convergence Theory

• Marxist Theory

• Cultural Approach Power Distance

• Uncertainty Avoidance

• Individuality

• Masculinity

Lecture –Discussion – Presentation

10, 11 & 12

Unit 4: Social Environment and Staffing

• Social Environment & HR Practices

• International Recruitment

• Selection, Training & Hiring Practices

• Staff Retention

• Motivating Techniques

Lecture-


13

Class Test On Unit III & IV

Class Test




14 & 15

Unit 4: Cultural Literacy and HR Information System in Global Business

• Cultural Awareness

• HRIS

• Designing HRIS

• Computerized skill inventories

Theory


Presentation-

16, 17, 18 & 19

Extempore & Presentations by Students’ • On Unit I, II, III & IV

Extempore- Presentation-

20 & 21

Unit 6: Business Management of Global Companies

• Characteristics’ of Global Companies

• Domestic Companies

• Global Companies

• HRM Approaches

Theory


Presentation- Assignment

22 & 23

Unit 7: Developing Global Managers

• Global Literate Leader

• Essential Qualities

• Training

• Succession Planning



24

Class Test On Unit VI & VII

Class Test

25, 26 & 27

Unit 5: Cultural Literacy and HR Information System in Global Business

• Presentation by Students’ & Assignments

Presentation- Assignment-

28 & 29

Unit 8: HRM In Europe & Japan

• Extempore by Students’ & Presentations

Extempore-

Presentation-

30 & 31

Unit 9: The American Approach To HRM

• Scientific Management

• Behavioral & Humanistic Approach

• HRM Practices in American Organizations

• Encouragement of Union Avoidance

Discussion-

Presentation-

32 & 33

Unit 10: International Compensation • Principles of International Compensation

• Methods and practices of International Compensation

• International Compensation and employee satisfaction

Discussion- Presentation-




34

Class Test On Unit IX & X

Class Test

35 & 36



Discussion

Suggested Readings:

• Strategic Human Resource Management by RANDALL S. SCHULER and SUSAN E JACKSON Publisher: Blackwell Publishing,

• Human Resource Champions by Dave Ulrich, Publisher: Harvard Business School Press.

• International Human Resource Management by Randall Schuler & Dennis Briscoe, (Routledge Global Human Resource Management Series.

• International Human Resource Management by Monir Tayeb, Publisher: Oxford University Press.

• Corporate HRD by Biswajeet Pattanayak, Publisher: Excel Books


• Class Extempore

• Handouts

NIT Graduate School of Management plans_sem_IV.pdf · Personal Selling • Role of Sales Force •...

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