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ST.

PHILOMENAS COLLEGE (AUTONOMOUS), MYSORE 570015


A COLLEGE WITH POTENTIAL FOR EXCELLENCE (UGC)
SYLLABUS
SUBJECT: BACHELOR OF BUSINESS MANAGEMENT (BBM)
DURATION OF THE COURSE THREE YEARS SIX SEMESTERS FROM THE
ACADEMIC YEAR 2013 ONWARDS
BBM SEMESTER - I
PAPER I
TITLE: INDIAN BUSINESS ENVIRONMENT
Class Duration: 14 Weeks with 6 Hours a week = 84 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I
16 Hrs
Objectives of business, business as an organ of society, the internal and external
environment of business, business, society and government-interface.
Unit II
11 Hrs
External factors Social, cultural, political, and economic factors influencing business in
India
.
Unit III
11 Hrs
Technological factors influencing business. Impact of technology on business and
society.
Unit IV
21 Hrs
Forms of Business Organisations Sole Proprietorship, Partnership, joint-stock company.
Private and public, government companies, cooperatives, public sector companies,
corporatization of departmental undertakings
Unit V
12 Hrs
Business Ethics and Corporate Social Responsibility. Society and Government interface
Unit VI
13 hrs
Industrial Policy a brief view of industrial policies since Independence, Industrial
Policy of 1991 and recent development.
References :
1. Essential of Business environment Bisht and Sharma
2. Business Environment Francis Cherunilam
3. Business policy Bomel
ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 1

BBM SEMESTER-I
PAPER II
TITLE: PRINCIPLES OF ECONOMICS
Class Duration : 14 Weeks with 5 Hours a week = 84 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I
Introduction Nature and scope of economics definitions Problems of choice Micro &
Macro Economics - its importance.
10 Hrs
Unit II
Theory of Demand & supply.
16 Hrs
Demand: Definition demand schedule demand curve individual and market demand
law of demand extension and contraction increase and decrease in demand factors
influencing demand exception to the law of demand. Elasticity of demand types and
methods.
Supply: Definition supply schedule supply curve law of supply extension and
contraction factors influencing supply elasticity of supply.
Unit III
Utility Maximisation
16 Hrs
Cardinal analysis concept of utility - Law of diminishing marginal utility consumers
equilibrium- law of equi-marginal utility - consumer surplus and its application; Ordinal
analysis indifference curves meaning schedule map - properties, marginal rate of
substitution price line Income and price effects revealed preferences theorem.
Unit IV
20 hrs
Product and Factor Pricing
a. Pure competition and perfect competition features price and output determination
role of time element monopoly features price and output determination
discriminating monopoly monopolistic competition product differentiation
Oligopoly features kinked demand curve collusive and non collusive oligopoly
cartles and price leadership.
b. Marginal productivity theory of distribution modern theory of distribution.

Unit V
14 Hrs
Theory of employment and output
Classical- Keynesian and Neo-Keynesian models- Aggregate demand-consumption and
investment function.
Unit VI
8 Hrs
Business Cycle
Business cycles Phases of business cycle monetary and fiscal policy meaning
objectives instruments limitations.
ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 2

References :
1.

Economics P A Samuelson

2.

Fundamentals of Economics Sankaran

3.

Principals of Economics Ahuja

4.

Micro Economics Robert Pyndick

5.

Managerial Economics Dominic Salvatore

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 3

BBM SEMESTER-I
PAPER - III
TITLE: FINANCIAL ACCOUNTING I
Class Duration : 14 Weeks with 6 Hours a week = 84 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I

12 Hrs

Meaning Need for book keeping and Accounting the Accounting Concepts and
Conventions The accounting process- Subsidiary books and ledgers. Types of Accounting
errors- rectification of errors- preparation of Trial Balance.
Unit II
14 Hrs
Journal entries and ledgers subsidiary books, 3 column cash book, rectification of errors
preparation of trial balances.
Unit III
14 hrs
Depreciation Accounting- Meaning, Causes and methods of depreciation- Straight line,
Reducing Balance and Annuity method only.
Unit IV
Preparation of Final Accounts of Sole Trading Concern

14 Hrs

Unit V
15 Hrs
Consignment- Difference between sale and consignment Proforma Invoice- Account SalesProblems on consignment transactions- cost price and invoice price , Normal and Abnormal
loss.
Unit VI

15 Hrs

Bills of Exchange Meaning characteristics kinds- noting, protest Discounting,


Endorsement, Dishonor- rebate and renewal of bill, problems on trade bills only
References :
1. Advanced Accountancy R L Gupta
2. Advanced Accountancy S. N. Maheshwari
3. Advanced Accountancy M. C. Shukla
4. Advanced Accountancy B. S. Raman
5. Advanced Accountancy Jain and Narang

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 4

BBM SEMESTER II
TITLE: MANAGERIAL ECONOMICS
Class Duration: 14 Weeks with 5 Hours a week = 84 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit- I:
Introduction to Managerial Economics
10hrs
Meaning and definition-Managerial Economics and Economic Theory -Nature and Scope
of Managerial Economics-importance of Managerial Economics.
Unit- II:
Demand Forecasting:
16 hrs
Demand forecasting- Meaning, Objectives methods-Survey method and statistical
methods-Semi-average-moving average-Least squares method.
Unit- III
Linear Programming:
16 hrs
Meaning-Applications of Linear Programming-Basic Concepts- Cost minimization and
profit maximization-Graphic method- procedure used in formulating and solving linear
programming problem.
Unit-IV:
Pricing Policy:
24 hrs
Meaning and methods: Cost plus or mark up pricing-Rate of return pricing-Marginal cost
pricing going rate pricing-Customary prices-pricing over the life cycle of a productpricing a new product-. Skimming and penetration price policy-Multiple product pricingTransfer pricing( illustration with problems).
Unit- V:
Profit Management and capital budgeting:

18hrs

a.

Profit : Meaning of Profit-Accounting profit and Economic profit-Break- Even


Analysis- Problems-Break-Even quantity, Break-Even sales Safety margin.

b.

Capital Budgeting : Need for capital budgeting capital budgeting technique


returns of investment pay-back period rate of return measuring project
profitability cost of capital risk adjustment capital rationing.

Reference:
1. Todoaro M.P. (1991) Economic development in the third world, Orient Longman, united
Kingdom.
2. Benjamin Higgins, (1968) Economic Development, W.W. Norton and Company Inc. New
York.

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 5

3. Taneja M.L. and R.M. Myer (1995) Economics of Development and Planning. Shoban Lal
Nagin Chand and Co. Delhi.
4. Mishra S.K. and V.K. Puri (2005) Economic Development and Planning, Himalaya
Publishing House, Mumbai
5. Thirlwall A.P. (2003) Growth and Development- with special reference to developing
economics, Palgrave Macmillan, New York

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 6

BBM SEMESTER-II
PAPER - II
TITLE: BUSINESS MATHEMATICS-II
Class Duration: 14 Weeks with 6 Hours a week = 84 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I
Functions Definition of Constant, Parameter, variable and function Types of functions
Solution of functions Business Applications.
-Logrithms & Laws of Indices
18 Hrs
Unit II
Arithmetic Progression, Geometric progression and Harmonic progression. Permutations
and Combinations.
18 Hrs
Unit III
Basic calculus and applications Limit and Continuity Concept of slope and rate of
change Concept of derivative Rules of differentiation Application of the derivative
Concept of Maxima and Minima with managerial applications.
17 Hrs
Unit IV
Matrix definition and notation special matrices Matrix representation of Data
Operations on Matrices Determination of a square matrix Inverse of a Matrix,
Applications of matrices in managerial problems.
17 Hrs
Unit V
Determinants Value of a determinant Solving simultaneous equations by using
determinants.
14 Hrs
References :
1.
2.
3.
4.

Mathematics for management Raghavachari M


Mathematics with applications to Business and Social Sciences Gulati B. R.
Applied Mathematics for Business Economics and Social Sciences Hughes A J
Mathematical Analysis : Business and Economic Application Weber J E

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 7

BBM SEMESTER-II
PAPER III
TITLE : FINANCIAL ACCOUNTING II
Class Duration : 14 Weeks with 6 Hours a week = 84 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I:
14 Hrs
Hire Purchase and Installment Meaning Differences between Hire Purchase and
Installment, Problems on Hire Purchase and Installment.
Unit II:
12 Hrs
Accounts on Non Trading Concerns- Difference between Receipts & Payments A/C and
Income & Expenditure A/C, Problems on preparation of income & expenditure account &
balance sheet from receipts & payments account.
Unit III:
14 Hrs
Branch accounts- Dependent branches- Debtors system only at cost & invoice price.
Unit IV:
15 Hrs
Partnership accounts- Admission, Retirement & death of a partner- Treatment of
goodwill, Sacrificing ratio, new profit sharing ratio - Accounting treatment on admission,
retirement & death.
Unit V:
15 Hrs
Retirement and death gain ratio treatment of good will. Accounting treatment on
retirement and death.
Unit VI
14 Hrs
Dissolution of Partnership firm- Preparation of accounts- Including Garner Vs Murray
only.
References
1.
2.
3.
4.
5.

Advanced Accountancy R L Gupta


Advanced Accountancy S. N. Maheshwari
Advanced Accountancy M. C. Shukla
Advanced Accountancy B. S. Raman
Advanced Accountancy Jain and Narang

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 8

BBM SEMESTER - III


PAPER - I
TITLE: COST ACCOUNTING
Class Duration : 14 Weeks with 6 Hours a week = 84 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I:

24 Hrs

Cost Accounting: Definition & meaning of cost, costing & cost accounting, Objectives,
Advantages & limitations of cost accounting. Installations of cost accounting- Steps &
difficulties in installation of cost accounting. Difference between Cost accounting &
Financial accounting. Elements of cost- Preparation of cost sheet & estimated cost sheet.
Unit :II

12 Hrs

Materials control: Meaning & techniques- Functions of Purchase & Stores departmentsCentralized & Decentralized systems. Stores record- Bin card & stores ledger. Inventory
control- Periodical & perpetual inventory- Just-in-time inventory, ABC analysis, EOQMeaning & problems on stock level calculation. Pricing of issues. Problems on LIFO & FIFO
methods
Unit III
10 Hrs
Employee related Cost Labour Time Keeping and Time Booking Methods of
Remunerating Labour Time Rate Piece Rate Treatment of idle time and overtime
methods of incentive plans Halsey and Rowan only.
Unit IV
Overheads Meaning Classification Allocation Apportionment and Absorption of
Overheads Problems on Primary and Secondary Distribution problems and Machine Hour
Rate.
14 Hrs
Unit V
Methods of Costing Process Costing (excluding inter process profit and valuation of work
in progress based on equivalent production) (b) Contract Costing and (c) Service Costing
Transport Companies only.
24 Hrs
References :
1.
2.
3.
4.
5.

Cost Accountancy Agarwal


Cost Accountancy S. N. Maheshwari
Cost Accountancy - Nigam and Sharma
Accounting Principles Anthony and Reece
Cost and Management Accounting Duncan Williamson

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 9

BBM SEMESTER - III


PAPER - II
TITLE : PRINCIPLES AND PRACTICES MANAGEMENT
Class Duration : 14 Weeks with 6 Hours a week = 84 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I
18 Hrs
Management : Nature, scope Definition and Evolution of Management thought Taylors
Scientific Management Fayols Theory Elton Mayo and Hawthorne experiments Peter F.
Drucker - Management is profession-Functions of Management.
Unit II
19 Hrs
Planning Concept and Significance Planning Process types of plans Different
approaches to planning strategies, objectives and policies Decision Making, Forecasting.
Unit III
18 Hrs
Organisation : Types of organization structures product, functional, matrix, project and
team. Merits and demerits.
Unit IV
16 Hrs
Authority and Responsibility Delegation and Decentralization, Departmentalization span
of Control Chain of Command line staff relationships, coordination
Unit V
13 Hrs
Managerial Control Need for control-steps in control-features of effective control system
controlling tools and techniques budgeting, MIS, brief idea of Modern Management
Techniques MBO, MBE, TQM & JIT
References
1.
2.
3.
4.
5.

Essentials of Management Koon t & O Donnel


Principles of Management Sherlekar and Sherlekar
Management James A F stoner, R. Edward Freeman & Daniel R. Gilbert Jr.
Management Tasks and Responsibilities Peter F Drucker
Professional Management Theo Haimann

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 10

BBM SEMESTER-III
PAPER - III
TITLE: FINANCIAL ACCOUNTING - III
Class Duration: 14 Weeks with 6 Hours a week = 84 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I:
15 Hrs
Royalty accounts: Meaning, concepts-Minimum rent-Short workings-Sublease-Problems on
Royalty accounts excluding sublease.
Unit II:
12 Hrs
Company: Meaning, essential features-Provisions of Companies Act regarding maintenance
of accounts u/s 209- Preparation of final accounts of Joint stock companies (Trading &
manufacturing) as per Companies Act
Unit III:

14 Hrs

Concepts of distributable profits, P&L appropriation accounts..


Unit IV:

18 Hrs

Issue of Shares and Debentures At Par, Premium and Discount. Forfeiture and re-issue of
forfeited shares. Redemption of Preference Shares and Debentures. Rights issue, bonus
shares, stock options
Unit V:

12 Hrs

Liquidation of companies- Preparation of Liquidators final statement of accounts.


Unit VI

13 Hrs

Joint venture meaning, distinction between joint venture and consignment methods of
maintaining accounts.
a. Separate set of accounts ( joint bank system) and
b. Maintenance of accounts in the books of each venture.
References :
1.
2.
3.
4.
5.

Advanced Accountancy R L Gupta


Advanced Accountancy S. N. Maheshwari
Advanced Accountancy Dr. M. A. Arulanandar & K. S. Raman
Advanced Accountancy B. S. Raman
Advanced Accountancy M C Shukla

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 11

BBM SEMESTER- IV
PAPER - I
TITLE : MANAGEMENT ACCOUNTING
Class Duration : 14 Weeks with 5 Hours a week = 70 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I
16 Hrs
Management Accounting - Nature, Scope, Definition and Objectives of Management
Accounting Differences between Management Accounting and Financial Accounting
Differences between Cost Accounting and Management Accounting Limitations of
Management Accounting.
Unit II

16 Hrs

Marginal costing Basic concepts, definition, assumptions Distinction between Marginal


Costing and Absorption Costing Contribution, P/V Ratio, B.E.P., Margin of safety.
Graphical analysis.
Unit III
14 Hrs
Relevant costs Differential costs Incremental cost and opportunity cost. Simple problems
on relevant costs in decision making.
Unit IV
12 Hrs
Budget and Budgetary Control Definition, objectives, basic concepts, key factors, types of
budgets functional and behavioral, Zero Based Budgeting (Theory only.) Problems on
flexible budget, production and sales budget.
Unit V
12 Hrs
Standard Costing Definition differences between standard costing and budgetary control
advantages Variance Analysis Simple problems on variance analysis.
References :
1. Management Accountancy Sharma and Gupta
2. Management Accountancy S. N. Maheshwari
3. Management Accountancy Khan and Jain
4. Management Accountancy Ravi M Kishore
5. Accounting Principles Anthony and Reece
6. Cost and Management Accounting Duncan Williamson

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 12

BBM SEMESTER-IV
PAPER II
TITLE : MARKETING MANAGEMENT
Class Duration : 14 Weeks with 4 Hours a week = 56 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit 1
14 Hrs
Marketing : meaning, definition, marketing process, marketing management orientations
concepts. Preparing a marketing plan and program. The companys micro environment,
macro environment.
Unit II
10 Hrs
Company Wide strategic planning : Marketing strategy and marketing mix developing
and managing the mix.
Unit III

10 Hrs

Market Segmentation: Meaning & definition of market segmentation, Need for market
segmentation, Levels of market segmentation, Requirements for effective segmentation.
Bases for market segmentation,.
Unit IV

12 Hrs

Pricing Policies & strategies, Channels of Distribution and promotion mix


Unit V

10 Hrs

New Product Development & Product Life Cycle.

References :
1.
2.
3.
4.
5.

Fundamentals of Marketing William J Stanton


Principles of Marketing Philip Kotler and Gary Armstrong
Basic Marketing Management Varenker
Marketing Management Ramaswamy and Nama Kumari
Marketing Management Rajan Saxena

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 13

BBM SEMESTER-IV
PAPER - III
TITLE: FINANCIAL MANAGEMENT
Class Duration: 14 Weeks with 5 Hours a week = 70 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I
12 Hrs
Financial Management nature, scope and definition. The goal of the firm; financial
objectives of a firm. Treasury and Controllership functions of a Financial Manager.
Unit II
16 Hrs
Time value of money simple interest, compound interest, continuous compounding, concept
of present value annuity, amortization of loan, calculation of E.M.I.
Unit III
15 Hrs
Tools of financial analysis Financial statements competitive financial statements,
common size Balance Sheets Trend analysis Ratio analysis liquidity, profitability,
activity and capital structure ratios. Interfirm and Intrafirm comparison. Sustainable growth
model with comparative statements
.
Unit IV
14 Hrs
Sources of finance Long term equity, preference, debt, term loan and leases.
Determinants of sources of long term capital. Short term source of finance : trade credit, cash
credit, commercial papers, bills of exchange. RBI guidelines relating to bank finance for
working capital.
Unit V
13 Hrs
Business Risk and Financial Risk. Computation of operating, financial and combined
leverage. EBIT EPS Analysis, cash flow ability to service debt.

References :
1.
2.
3.
4.

Fundamentals of Financial Management James C Van Home and Wachowiz


Financial Management Khan & Jain
Financial Management L. M. Pandey
Financial Management Maheshwari

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 14

BBM SEMESTER-IV
PAPER - IV
TITLE: HUMAN RESOURCE MANAGEMENT
Class Duration: 14 Weeks with 4 Hours a week = 56 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I

10 Hrs

HRM - Meaning and Scope - Comparison of personnel management, HRM and HRD-Role
of HR managers-objectives and policies of HRM.
Unit II
12 Hrs
HRP: -objectives-importance and process of HRP. Job analysis, job description-job
specification
Unit III
12 Hrs
Recruitment and Selection-Sources of Recruitment-methods of selection, types of selection
test -process of interview and types.
Unit IV
Training and Development importance, types, methods. Training evaluation.

10 Hrs

Unit V
12 Hrs
Performance Appraisal - Methods of appraisal-Compensation Management-objectivesIncentives. Introduction to HRA.
.
References :
1.
2.
3.
4.

Human Resource Management K S Ashwathappa


Human Resource Management T. V. Rao
Human Resource Management V. S. P. Rao
Human Resource Management Subba Rao

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 15

BBM SEMESTER V
PAPER- I
TITLE: SMALL BUSINESS MANAGEMENT & ENTREPRENEURSHIP
Class Duration: 14 Weeks with 5 Hours a week = 70 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I
14 Hrs
Small Business Definition Characteristics, small, ancillary, tiny sector, village
industries role of small scale business in Indias economic development
Unit II
14 Hrs
Management problems of Small Scale Industry Production Finance Personnel
Marketing. A study of sickness in small scale sectors.
Unit III
14 Hrs
Role of Central & State Governments in promoting Small Scale Industry Financial and
Fiscal Incentives. Institutional framework for Small Scale Industry SIDBI NISIET
SISI DICs NSIC SSICs and commercial banks. Government policy towards small
scale sector in the context of economic liberalization.
Unit IV
14 Hrs
Entrepreneurship, - Meaning, importance, nature, factors influencing entrepreneurship.
Entrepreneur characteristics, types, functions, difference between entrepreneur and
intrapreneur, manager v/s entrepreneur.
Unit V
14 Hrs
Evolution of entrepreneurship in India, a study of business houses Tatas, Birlas,
Thapars, Singhanias, etc. The new generation entrepreneurs Ambanis, Azim Premji,
Narayan Murthy, Shiv Nadar , Sudha Murthy, Shanaz Hussain and Kiran Mazumdhar.
Women entrepreneurs in India.
References :
1.
2.
3.
4.
5.

Small Business Management & Entrepreneurship : Renu Arora


Small Business Management & Entrepreneurship : Vasant Desai
Small Business Management & Entrepreneurship : C B Gupta & K. L. Srinivasan
Entrepreneurship & Small Business : S. P. Singh
Business Maharajas : Gita Piramal

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 16

BBM ECONOMICS. SEMESTER-V


PAPER II
Class Duration: 14 Weeks with 5 Hours a week = 70 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

INDIAN ECONOMIC DEVELOPMENT


Unit I
20 hrs
Salient features of Indian Economy Sectoral developments agriculture, industry and
service sectors since the New Economic Policy of 1991. Sectoral and regional imbalances.
Unit II
12 hrs
National Income: definition and concepts. Measurement of National Income difficulties
in national income measurement. Trends in GDP growth, inequalities in income and wealth,
alleviation of poverty. Parallel economy magnitude and consequences.
Unit III
Monetary and Fiscal Policies in India :
a. Role of RBI - monetary stabilization monetary policy instruments.

16 hrs

b. Money and Capital Market development in India- role of Commercial Banks in economic
development - foreign institution investors private sector banks.
Unit IV
10hrs
Fiscal Policy : Meaning objectives instruments trends in public revenue and public
expenditure problem of fiscal deficit.
Unit V
12 hrs
Foreign Trade: Composition, trends in Indias Foreign Trade - balance of payment- foreign
exchange- capital account convertibility.
References :
1.
2.
3.
4.

Indian Economy Agarwal A. N.


Indian Economy Alok Gosh
Indian Economy Tandon
Indian Economy Rudder Dutt

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 17

BBM SEMESTER-V
PAPER - III
TITLE: BUSINESS STATISTICS
Class Duration: 14 Weeks with 5 Hours a week = 70 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I
16 Hrs
Measures of central Tendancy. AM-Median, Mode Business application of standard
deviation and CV.
Frequency Distribution (including relative frequency. Cumulative
frequency)
Unit II
16 Hrs
Correlation and Regression (linear and bi-variate correlation only.) Karl Pearsons and
Charles Spearmans method Regression co-efficients and linear equations.
Unit III
11 Hrs
Time series analysis and forecasting techniques, Inatrapolation and Extrpolation Bionomial
method and Newtons method
Unit IV
15 Hrs
Probability and An Event Experiment Sample space Types of probability Probabilities
under conditions of statistical independence and statistical dependence.
Unit V
12 Hrs
Probability Distributions Binomial, Poisson and Normal Distribution. The central limit
theorem.
References :
1.
2.
3.
4.
5.

Business statistics Vishwanathan


Business statistics S. P. Gupta
Statistics for Management Levin & Rubin
Statistics Spiegel
Statistic for Management Shenoy and Shrivatsava

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 18

BBM SEMESTER-V
PAPER - IV
TITLE : COMMERCIAL LAW
Class Duration : 14 Weeks with 5 Hours a week = 70 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I
20 Hrs
Concept of Law General Principles of law of contract essentials of valid contract
classification of contract offer, acceptance and consideration essentials and exceptions
Unit II

15 Hrs

Capacity of parties Minor only, free consent coercion, undue influence,


misrepresentation, fraud, mistake, -legality of the object and consideration
Unit III
12 Hrs
Contingent Contracts Quasi Contracts, Discharge of a Contract Remedies for a breach of
contract.
Unit IV
13 Hrs
Contract of Indemnity and guarantee Bailment and pledge, contract of agency.
Unit V

10 Hrs

Negotiable Instruments Act Cheques, Promissory Notes, Bill of Exchange definition and
meaning, feature, differences dishonor of a cheque reasons and consequences.
References :
1.
2.
3.
4.
5.
6.
7.

Mercantile Law Avtarsingh


Mercantile Law M. C. Kuchal
Commercial Law Sen and Mithra
Commercial Law N. D. Kapoor
Commercial Law S. P. Iyangar
Business Law R. S. N. Pillai & Bagavathi
Business Law P. C. Tulsian

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 19

BBM SEMESTER-V
ELECTIVE - I
FINANCIAL MANAGEMENT- I
Class Duration: 14 Weeks with 5 Hours a week = 70 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

FM I (Advanced Company Accounts)


Unit I
7 Hrs
Mergers & acquisition Meaning Motives for Mergers and Takeovers Categories of
Mergers Steps in Merger Transaction Methods of payment Company Law Provisions as
to Mergers and Reconstructions.
SEBI Regulations regarding takeover.
Unit II
22 Hrs
Acquisition of business of non-corporate entities computation of pre-incorporation and post
incorporation profits.
Unit III

15 Hrs

Accounting for Amalgamation of Companies (AS 14) including Absorption and External
Reconstruction.
Unit IV

16 Hrs

Alteration of Share Capital Share v/s Stock Consolidation v/s Splitting up Forfeiture v/s
Surrender (as per company law provisions) Internal Reconstruction.
Unit V
Holding company accounts preparation of consolidated balance sheet.

10 Hrs

References :
1.
2.
3.
4.

Advanced Accounting S. N. Maheshwari


Advanced Accounting R. L. Gupta
Advanced Accounting Shukla and Grewal
Advanced Accounting Shukla and Gupta

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 20

BBM SEMESTER-V
MARKETING MANAGEMENT- I (MARKETING MIX)
Class Duration: 14 Weeks with 5 Hours a week = 70 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I

15 Hrs

Products Meaning, characteristics, classification, product mix strategy, new product


development & product life cycle strategies. Branding strategy- brand equity, brand
positioning, types of brand, brand development, other product related strategy packages,
label, guarantee.
Unit II

15 Hrs

Pricing Introduction, pricing objectives, estimation of cost, analysis of competitors price,


cost & offers, pricing methods, pricing strategy, factors affecting pricing decisions.
Unit III

15 Hrs

Marketing Channels nature and importance number of channel levels. Channel design
decisions, channel management decisions, retailing and wholesaling, marketing logistics
major logistics, functions.
Unit IV
12 Hrs
Consumer behavior Introduction, Understanding Consumer behavior, Consumer decision
behavior, Consumer buying decision process, Consumer buying behavior theories
Unit V

13 Hrs

Social responsibility of marketing, marketing ethics consumerism environmentalism,


societal marketing.
References
1.
2.
3.
4.
5.

Marketing Management Neelamegashyama


Marketing Management Philip Kotler
Fundamentals of Management William J Stanton
Marketing Management Philip Kotler and Keller.
Marketing Management Pankaj madan, Amit Mittal, Hemaraj Verma

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 21

BBM SEMESTER-V
HUMAN RESOURCE MANAGEMENT -1
(ORGANISATION BEHAVIOUR)
Class Duration: 14 Weeks with 5 Hours a week = 70 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I

12 Hrs

OB Definition and meaning- Foundations of OB importance of OB- OB modelContribution of behavioural science to management Approaches of OB.
Unit II

16 Hrs

Individual Behaviour Individual differences- personal factors Environmental factorspersonality, theories determinants of personality.
Unit III

14 Hrs

Perception-Definition and meaning-perceptual process, factors affecting perception Learning


-principles -process-Theories of learning-Reinforcement of learning-Role of punishment.
Unit IV

14 Hrs

Motivation -Theories -Maslow's theory MC Gregor's-X and Y theory- Herzberg theoryEmployee morale-Leadership-importance-styles-Trait theory - Behavioural theoryManagerial grid.
Unit V

14 Hrs

Conflict-Functional and Dysfunctional conflict-Levels of Conflict-Negotiation and Conflict


resolution-Strategies for resolving conflict.
1.
2.
3.

Organisational Behaviour K.S.Ashwathappa


Organisational Behaviour-Robbins
Organisational Behaviour-Kieth Davis

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 22

BBM SEMESTER- V
ELECTIVE - II
FINANCIAL MANAGEMENT (FINANCIAL DECISIONS)
Class Duration : 14 Weeks with 5 Hours a week = 70 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I
10 Hrs
Cost of Capital Meaning computation of cost of various sources of capital, computation
of weighted average cost of capital.
Unit II
10 Hrs
Capital Structure Definition Risk Return trade off, traditional view Net income
approach net operating income approach Measurement of approach.
Unit III
I5 Hrs
Planning the Capital Structure : ROI and ROE Analysis Capital structure policies and
measurement of practices.
Unit IV
20 Hrs
Capital Budgeting Techniques traditional techniques and modern techniques of cash
flows for pay back period, net present value, internal rate of return and profitability index.
Unit V
15 Hrs
Dividend Policy Traditional position Walters model Gordons model MM position.
Legal aspects of dividend declaration and bonus share.
References :
1.
2.
3.
4.
5.

Financial Management Khan & Jain


Financial Management L. M Pandey
Financial Management Maheshwari
Financial Management James C VAnhorne
Financial Management Prasanna Chandra

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 23

BBM SEMESTER-V
MARKETING MANAGEMENT- II (MARKETING RESEARCH)
Class Duration : 14 Weeks with 5 Hours a week = 70 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I
Marketing research definition, nature, scope, objectives & significance. Steps and Research
process, developing the research plan. Marketing information system.
16 Hrs
Unit II
Research approaches research design sources of data primary and secondary data,
sampling design size and its determinants.
14 Hrs
Unit III
Measurement and scaling in market research. Types of measurement scale, questionnaire,
question schedule, designing questionnaire.
14 Hrs
Unit IV
Data processing and tabulation setting and testing of hypothesis computation of data
report writing.
12 Hrs
Unit V
Market Research Difference between Marketing Research and Market Research. Marketing
Research Agencies. Application of Marketing Research.
14 Hrs
References :
1.
2.
3.
4.

Marketing Research Theory and Practices Green and Tull


Marketing Research G. C Ben
Marketing Research : Luck and Wales.
Basic Marketing Vernker

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 24

BBM SEMESTER-V
HUMAN RESOURCE MANAGEMENT - II
(HUMAN RESOURCE DEVELOPMENT)
Class Duration : 14 Weeks with 5 Hours a week = 70 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I
HRD Features, objectives and benefits of HRD

9 Hrs

Unit II

18 Hrs

Learning Learning process reinforcement of learning, role of punishment behavior


modification, mechanism and its application in organizations management development
programme
Unit III
13 Hrs
Career Planning & Development- Features, importance, stages, difference between career
planning and HR planning process .
Career development- Individual career development, Organizational career development
Effective career planning. Succession planninig. Difference between career planning &
succession planning
Unit IV

17 Hrs

Organization Change & Development- Organizational development interventions- techniques


Unit V

13 Hrs

Team Development- Features of team, team Vs group, team building- effective teams.

References :
1.
2.
3.
4.
5.
6.
7.

Industrial Psychology PK Ghosh and MB Ghorpade


Human Behaviour at work Davis K
Industrial Productivity and Motivation N. C. Gangoli
Industrial Psychology N. R. Chatterji
Human Problems in Indian Industries K. G. Desai
Organizational Theory and Behaviour V. S. P. Rao and P. S. Narayana
Human Resource Management V. S. P Rao

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 25

BBM SEMESTER-VI
PAPER - I
TITLE : FINANCIAL SERVICES
Class Duration : 14 Weeks with 5 Hours a week = 70 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I
14 Hrs
Nature of financial services, types of financial services; stock brokerage, merchant banking,
portfolio management services, credit rating & consumer finance.
Unit II
14 Hrs
Mutual Funds, types of mutual funds open and close ended etc, operations of mutual funds,
asset management companies, SEBI regulations.
Unit III
14 Hrs
Stock Exchanges in India, BSE, NSE & OTCEI, trends in stock exchanges; Electronic
trading, depository services, SEBI regulations.
Unit IV
14 Hrs
Stock brokerage firms in India, SEBI guidelines, investors protection. Merchant Banking
Services offered by commercial banks and private sector firms.
Unit V
14 Hrs
Consumer finance; Hire Purchase and Installment, Credit Cards etc, credit rating in India
CRISIL, CARE, ICRA.
References :
1.
2.
3.
4.

Financial Services M. Y. Khan


Financial Services and System Guruswamy
Financial Markets and Services Gordon and Natarajan
Financial Institution and Markets L. M. Bhole

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 26

BBM SEMESTER - VI
PAPER - II
TITLE : INTERNATIONAL BUSINESS
Class Duration : 14 Weeks with 5 Hours a week = 70 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I
International Business Environment International Business Orientation Ethnocentric,
Polycentric, Region Centric and Geocentric. Globalisation and Liberalisation. Liberalisation
in India the New Economic Policy of 1991.
14 Hrs
Unit II
Regional Trading Blocs- EU, ASEAN, OPEC, OECD, SAARC and NAFTA. Reasons for
forming Regional Trade Blocs impact of regional trading blocs on globalizations. 14 Hrs
Unit III
WTO : Origin, membership, structure and its role. Dispute settlement machinery, TRIPS
and TRIMS, GATTS.
14 Hrs

Unit IV
Multinational Corporations : meaning, mode of operations Foreign Collaborations Joint
Ventures, Franchising and Strategic Alliances. International Channels or Distribution
Overseas Production Free Trade Area.
14 Hrs

Unit V
Foreign Direct Investment in India, trends, government policy towards FDI.

14 Hrs

References :
1.
2.
3.
4.
5.
6.

International Marketing : C. A. Francis


Business Environment : C. A. Francis
International Business : Dr. P Subba Rao
International Business : Francis Cherunilum
International Business: Bhalla
International Trade policies and perspectives in developing economy: M.J.Mathew

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 27

BBM SEMESTER-VI
PAPER- III
TITLE: COMPANY LAW
Class Duration: 14 Weeks with 5 Hours a week = 70 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I

16 Hrs

Company Definition types of companies private and public company government


company foreign company holding and subsidiary companies. Characteristics the
concept of lifting of corporate veil.
Unit II
16 Hrs
Incorporation of a Company Memorandum of Association, Articles of Association
meaning importance form and contents distinctions. Prospectus and state in lieu of
prospectus meaning definition contents statutory requirements in relation to a
prospectus.
Unit III
14 Hrs
Share and Share Capital : kinds of shares public issue of shares allotment of shares
definition of a member member v/s shareholder, rights and liabilities of a member.
Unit IV

14 Hrs

Company management Directors, company secretary qualification appointment rights,


duties and liabilities. Company meetings kinds of meetings. Requisites of a valid meeting
resolutions, minutes Annual Gen. Body Meeting, Extra-ordinary Gen. Body Meeting and
Statutory Meetings.
Unit V
10 Hrs
Auditing and Accounts : Requirements as to preparation of final accounts, filing returns,
appointment of auditors, duties & responsibilities, remuneration, professional ethics of
auditors.
References :
1.
2.
3.

Company Law M. C. Kuchal


Company Law N. D. Kapoor
Company Law Avtar Singh

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 28

BBM SEMESTER-VI
PAPER -IV
TITLE: DECISION MODELS
Class Duration: 14 Weeks with 5 Hours a week = 70 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I
16 Hrs
Linear Programming Models two variables graphical solution business applicationsimplex method.
Unit II
20 Hrs
Network Analysis PERT & CPM (Program Evaluation Review Technique & Critical
Path Method) Gantt Charts.
Unit I1I
4 Hrs
Quality Controls Control charts six sigma concept control limits R. Charts and P
Charts.
Unit IV
10 Hrs
Decision Theory decision under certainty, uncertainty and risk minimax and maxmini
criteria Hurwicz criteria Laplace criteria expected opportunity loss criteria.
Unit V
Decision tree analysis Bayes approach. Case Study

10 Hrs

Reference :
1. Quantitative techniques in management ND Vohra
2. Operation Research V K Kapoor
3. Operation Research S D Sharma

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 29

BBM SEMESTR-VI
ELECTIVE - III
FINANCIAL MANAGEMENT - III (WORKING CAPITAL MANAGEMENT)
Class Duration : 14 Weeks with 5 Hours a week = 70 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I
12 Hrs
Working Capital Concepts, definition, types. Determinants of Working Capital, Working
Capital requirements.
Unit II
16 Hrs
Management of Inventory Objectives, Inventory Control Techniques : ABC Analysis, FSN
Analysis, VED Analysis. Just in time Inventory. EOQ, re-order point, ageing of inventories,
buffer stock, optimum investment in Inventory.
Unit III
14 Hrs
Management of Receivables : features of credit policy, credit variables credit terms, credit
standards, credit collection policy. Factoring of Receivables, ageing schedule, credit
evaluation, optimizing credit policy.
Unit IV
14 Hrs
Management of Cash : functions of cash management cash planning and budgeting,
managing cash flows, deciding optimum level of each, overview of cash management models
Boumal, Miller & Orr model.
Unit V
14 Hrs
Management of Marketable Securities. Preparation of fund flow statement and Cash Flow
Statement (AS 3)
References :
1.
2.
3.
4.
5.

Financial Management Khan & Jain


Financial Management I. M. Pandey
Financial Management Maheshwari
Financial Management James C Vanhorne
Financial Management Prasanna Chandra

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 30

BBM SEMESTER-VI
MARKETING MANAGEMENT III (ADVERTISING)
Class Duration : 14 Weeks with 5 Hours a week = 70 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I:12 Hrs


Meaning, definition, objectives, importance, role of advertising in the marketing mix,
advertising mix factors, marketing communication process, determinants of promotion
mix.
Unit II:Evolution of advertising, classification of advertisements, socio-economic effects of
advertising, criticisms, legal & ethical aspects of advertising in India.
16 Hrs
Unit II:Advertising Agencies :
role of agencies functions, organization structure.
Characteristic of good agency. Compensation to agencies. Advertising budget
determinants.
15 Hrs
Unit II:Advertising Campaign Planning : Advertising copy design and compensations strategy,
copy visualization layout message strategy, message execution. Classification of
advertisement copies, essentials of a good copy.
13 Hrs
Unit II:Advertising Media Types of media, their relative merits & de-merits, determinants of
media selection, media planning, scheduling.
14 Hrs
References :
1.
2.
3.
4.
5.

Advertising Management : Mahendra Mohan


Advertising Management Rathor
Advertisement Management Chunawalia
Advertising Management Write & Zieglar
Advertising and Promotion : Belch

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 31

BBM SEMESTER-VI
HUMAN RESOURCE MANAGEMENT III (LABOUR WELFARE)
Class Duration : 14 Weeks with 5 Hours a week = 70 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I

14 Hrs

Labour welfare work-concept-need-importance-approaches of labour welfare-scope of labour


welfare.
Unit II

14 Hrs

Labour welfare agencies-Trade union, state, central Government and voluntary agenciesDuties and responsibilities of labour welfare officer.
Unit III

14 Hrs

Workers education and Training-objectives of workers education-Three levels of workers


education-special category programmes - workers education in India.
Unit IV

14 Hrs

Statutory and non-statutory provisions of labour welfare-workmen's compensation Act-ESI


Act 1948, Employees Provident Fund Act 1952 and Maternity Benefit Act 1961.
Unit V

14 Hrs

Employees Health and Safety-Employment of women and young person-Safety of young


person-The Factories Act 1948
References :
1.
2.

Human Resource Management-V.S.P. Rao


Labour Economics and Social Welfare- B.P Thyagi

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 32

VI SEMESTER BBM
HUMAN RESOURCE MANAGEMENT-IV
TITLE: INDUSTRIAL RELATIONS
Class Duration: 14 Weeks with 5 Hours a week = 70 Hours
MARKS THEORY 80 + INTERNAL ASSESSMENT 20 = 100
Unit I

12 Hrs

IR-meaning and significance-objectives-factors influencing IR-new IR scenario-Impact of


globalization on IR.
Unit II

16 Hrs

Trade Union Act 1926-Recognition -Structure-T.U. Growth and development in Indiaproblems of Trade Union.
Unit III

14 Hrs

Employee Discipline-meaning-objectives-forms and types of discipline-Indiscipline-causes of


indiscipline and misconduct-procedure for disciplinary Action-penalties and punishmentDischarge of an employee-code of discipline in Indian Industry.
Unit IV

14 Hrs

Industrial Dispute-meaning-causes-forms of ID-Consequences of ID-Strike-forms of strikeIndustrial Dispute Act 1947-Settlement machinery of ID-Arbitration, Conciliation and
Adjudication.
Unit V

14 Hrs

Collective Bargaining-concept - features-objectives - types-process of Collective Bargainingconditions essential for effective bargaining-negotiation. Employee grievance, meaning and
procedure.
References :
1.
2.
3.

Industrial relations-T.V.Rao
Human Resource Management Text and Cases-V.S.P.Rao
Dynamics of IR-Mamoria, Mamoria and Gaonkar

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 33

BBM SEMESTER-VI
ELECTIVE - IV
FINANCIAL MANAGEMENT IV (TAXATION)
Class Duration : 14 Weeks with 5 Hours a week = 70 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit IIndian Income Tax Act 1961 Basic concepts Income, person, Assessee, Previous Year,
Assessment Year. Residential Status of Individuals, Firms and Company. Scope of Total
Income.
14 Hrs
Unit IIOutlines of various heads of income. Computation of Income from House property 14 Hrs
Unit IIIComputation of capital gains

14 Hrs

Unit IVSet off and carry forward of losses. Deemed incomes.

14 Hrs

Unit VDeductions from total income of business.

14 Hrs

References :
1.
2.

Income Tax Act : Taxman Publication


Income Tax : Ravi Kishore

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 34

BBM SEMESTER-VI
MARKETING MANAGEMENT IV (SALES MANAGEMENT )
Class Duration : 14 Weeks with 5 Hours a week = 70 Hrs
MARKS THEORY 80 + INTERNAL ASSESSMENT -20 = 100

Unit I

14 Hrs

Sales Management Definition Meaning- Importance and functions of sales management.


Sales Planning Sales Management Planning Process. Sales Forecasting Importance and
steps in Forecasting.
Unit II

14 Hrs

Personal Selling Important aspects of personal selling Process significance and


limitation.
Unit III

14 Hrs

Sales Budgeting Types of Budget Sales Budget procedure. Types of Salesman. Role and
Responsibility of Sales Manager.
Unit IV

14 Hrs

Customer Relationship Management. Meaning Customer value and satisfaction - Changing


nature of customer relationships. Creating customer loyalty and retention building customer
equity.
Unit V

14 Hrs

Direct Marketing- Meaning, importance, forms of direct marketing telephone, mail, catalogue,
television. Marketing ethical issues in direct marketing.

References :
1.
2.
3.
4.
5.
6.

Management of sales force William J Stanton


Marketing and Sales Management Acharya and Govekar
Sales Management Chunavalia
Principles of Marketing Philip Kotler Gary Armstrong
Professional Sales Management Anderson
Sales Management by Gill and Cundiff.

PAPER - VI
PROJECT WORK for 50 marks

ST PHILOMENAS COLLEGE (AUTONOMOUS) MYSORE, SEMESTER SCHEME SYLLABUS FOR BBM COURSE Page 35