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1. MARKETING AND MARKETING COMMUNICATION (1 HR)

 =  spec  focus on er s ng

½. OVERVIEW OF ADVERTISING CAMPAIGN PLANNING (3 HRS)

 S u on ns s; se ng up of er s ng objec es; buge es  on; ec s ons bou e 
n e ce co ces; es gn ng n prouc on of essge; cu e er; esureen of
resus; ec s on bou fuure course of c on.

‰. SITUATION ANALYSIS (3 HRS)

 £no=ege bou rge u ence(occupn prof e, objec of purcse, objec e of purcse,
occs on of purcse, orgn  on, n oper on of bu ng c  ), e cegor
brn usge
sus of e cusoer (non-cegor user, brn o, oer brn o, or brn s= cer),
nfor on process ng sge of e cusoer (=re, kno=egebe, Copreens on),re ness
o purcse sge( k ng, preference, or purcse nen on), nfor on nee of e rge
u ence (exene probe so ng,   e probe so ng, rou ne be or), noeen
=  purcse (o= or  g),n pe of ec s on k ng( nfor on ersus rnsfor on).

X. POSITIONING PLATFORM AND OBJECTIVES OF ADVERTISING (4 HRS)

 Curren n es re percep on; rke ng objec es (r  purcse, repe purcse, ncrese
usge, purcse or en on), er s ng objec es (cegor nee esb sen, brn
=reness, brn  ue, brn purcse nen on, n brn purcse fc   on), n
pscoog c process ng objec es(en on, =reness, kno=ege, copreens on,
con c on).

. BUDGET SETTING (1 HR)

 ?cors eer n ng buge; seps noe; buge pn n execu on.

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´. MEDIA STRATEGY (4 HRS)

 Se ng up e  objec es (rec, frequenc, con nu ), e  n e ces eu on;
eeopen n execu on of e  pn (e  seec on, e ce seec on, sceu ng of
er s ng); e  bu ng n oper ons.

â. MESSAGE STRATEGY (1 HR)

 r o s (seec on of r bues, benef s, o es n ppes), o= o s (seec on of
erb n  su eeens, execu on se, source of e er, rrngeen of rguens).

ù. MESSAGE DESIGN AND EXECUTION (1 HR)

 crouc on of essge n ¶re for e  coners on; rns ss on of essge for reese.

O. MEASUREMENT OF RESULT (1 HR)

 `ec s on bou rs ck of success of cp gn; seec on of ppropr e oo for esureen;
cu esureen; ec s on bou con nu on, o f c on, or ropp ng of er seen.

10. ROLE OF ADVERTISING AGENCY IN ADVERTISING BUSINESS (1 HR)

 Srucure n func on ng of er s ng genc; copens on; c en-genc nerfce.

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 oRAN` MANAGEMENT: OVERVIEr (2 HRS)


 CUSTOMER oASE` oRAN` EQUITY (2 HRS)
 oRAN` cOSITIONING & oRAN` ARCHITECTURE (4 HRS)
 oRAN` ELEMENTS AS oUIL`ING oLOC£S ?OR oRAN` EQUITY (2 HRS)
 MAR£ETING cROGRAM TO oUIL` EQUITY (3 HRS)
 SECON`ARY oRAN` ASSOCIATION AN` oRAN` EQUITY (2 HRS)
 `ESIGNING AN` IMcLEMENTING oRAN`ING STRATEGIES (2 HRS)
 oRAN` EXTENSION & MULTIcLE oRAN`S (3 HRS)

IMP: `e s of ec op c cn be oce n e respec e ex books

BASIC TEXTS

 Kevin Lane Keller: Sreg c orn Mngeen (cerson: 2008) cs. 1-7,11, n12.
 Jean ² Noel Kapferer: Sreg c orn Mngeen (£ogn cge: 2000): Cs. 1-10

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1. FOUNDATIONS OF CONSUMER BEHAVIOR (2 HRS)

 Cusoer or ene Mrke ng


 Consuer ou ng oe or & `ec s on Mk ng Moes
* Infuences on bu ng be or
* Consuer bu ng n consup on process
* Consuer ec s on k ng oes
 Reserc ng e Consuer

½. PERSONAL FACTORS (2 HRS)

 `eogrp cs: Age, gener, occup on, euc on


 Econo c sus n og c
 Nees n o  on
 Lee of noeen n k n of ec s on k ng
 cscogrp cs: cerson ,  fese n sef concep

‰. INTERPERSONAL FACTORS (6 HRS)

 Cuure, subcuure n ue sse


 Soc  Group Infuences
Soc  css

Reference groups n op n on eers

?  n ?LC

Roe n sus

 Inerperson fcors n sbo c consup on

X. ENVIRONMENTAL FACTORS (2 HRS)

 crouc offer ngs n nno ons

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 T e, pce n oer fcors
 cub c po c ssues

. INFORMATION RECEIPT, PROCESSING AND OUTCOMES (4 HRS)

 S uus, Exposure n Aen on


 Enco ng n eco ng of essge process ng: Ab  , opporun  n =  ngness o
process nfor on
 Oucoes of crocess ng: Copreens on
* cercep on
* Lern ng n copreens on
* oe ef
* A ue for on
* Meor n rer e
* Hb  for on
 Aop on n ` ffus on of Inno on

´. PURCHASE, CONSUMPTION AND POST-PURCHASE BEHAVIOR (2 HRS)

 crobe recogn  on, pes of probes n pes of ec s ons


 Infor on serc
 Eu on of ern es
 Co ce k ng n purcse ec s on
 Consup on n pos consup on be or:
- Consup on n pos consup on response

- Consuer cre, s sfc on n o

â. INDIAN CONSUMING CLASSES (2 HRS)

 In n Mrke `eogrp cs


* Econo c group ngs
* Reg on cusers
* Age coors
* Gener   es
* copu on ens  bse segens
 Mrke Segen on

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 Consuer oe our (b) S s £. or & S £  (Exce)

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1. INTRODUCTION (1 HR)

Corpore e ; pes of copn es n ssoc  ons, ncu ng eg ones.

½. COMPANY FORMATION (4 HRS)

 crooers n e r eg pos  on; pre ncorpor on conc; pro s on conrcs.
 `ocuens: Meornu of ssoc  on; r ces of ssoc  on; ocr ne of consruc e
no ce n noor ngeen; prospecs n book bu  ng.

‰. SHARE CAPITAL AND SHARE HOLDERS (2 HRS)

 Sre cp : Issue, oen n forfe ure; e; rns ss on;   en n bonus
sres.
 R gs n u es of ebers n sreoers
 Mee ngs: conen ng n conuc of sreoers ee ngs.

X. MANAGEMENT OF THE COMPANY (1 HRS)

` recors: Qu f c on, ppo nen n  squ f c on: Leg pro s ons; po=ers n u es;
bor ee ngs; reo of  recors; oer nger  personne.

. INVESTIGATIONS (1 HR)

Inqu r es n nes g ons no ers per n ng o for on n func on ng of  copn.

´. WINDING UP (1 HR)

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Mee ng, s u ons, oes n proceure for = n ng up of  copn.

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1. NATURE AND SCOPE OF FINANCIAL MANAGEMENT (3 HRS)

 Men ng, nure n scope; f nnce func ons; job of  f nnce nger; orgn  on of
func on.
 ? nnc  go of  bus ness: prof  
s =e x   on; p c ons; conf c of gos
ong r ous skeoers

1.1 CONCEcT O? TIME VALUE

 Conceps of  scoun ng, copoun ng, presen ue, fuure ue; eos of
es  on.

½. EQUITY VALUATION (6 HRS)

 Conceps of equ  n s u on


 oe es  on n cos of equ 

2.1 COST O? CAcITAL

 `  en gro= 
s CAcM
 rACC

‰. CAPITAL BUDGETING & CASHFLOW INVESTMENT ANALYSIS (4 HRS)

 Inesen ec s ons: nure; cr er  for eu on


 Meos of eu on: NcV, IRR, cI, ARR; e r re e super or  n sorco ngs
 Cs fo= 
s prof ; coponens of cs fo=
 Increen pproc for cs fo= es  on
 `eprec  on: concep; x reen of eprec  on

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X. OPERATING LEVERAGE AND CAPITAL STRUCTURE (3 HRS)

 ? nnc  n cob ne eerge; pc of eerge on r sk k ng


 cnn ng n op u cp  srucure: Cp  srucure eer n on eor es; ne ncoe
pproc; ne oper ng ncoe pproc; Mo g n -M er pproc; es gn ng cp 
srucure

. WORKING CAPITAL MANAGEMENT (4 HRS)

 Concep n pnn ng for =ork ng cp ; f nnc ng of =ork ng cp ; pproces for
eer n ng e f nnc ng  x; ngeen of nenor, rece bes, n cs.

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1. INDUSTRIAL RELATIONS (1 HR)


Objec es; requ s es; nure; scope

½. INDUSTRIAL DISPUTES (1 HR)


Men ng n k ns; cuses, c ner for preen on n seeen

‰. COLLECTIVE BARGAINING (2 HRS)


Nure; prerequ s es; ecn ques; processes; nges n  snges

3.1 cARTICIcATIVE MANAGEMENT


?ors; ees; oes; objec es; =ork ng

X. WORKER·S AND EMPLOYER·S ASSOCIATIONS (2 HRS)


Tre un ons n epoer s orgn  ons: fors, purpose; effec eness

. DISCIPLINE (1 HR)
Concep; pornce; objec es n pproces; seps n  sc p nr c on

´. GRIEVANCE MANAGEMENT (2 HR)


Inern enqu r; crge see; gr ence seeen: seps n pr nc pes

â. LABOR WELFARE AND SOCIAL SECURITY (1 HR)


Objec es; pornce; fors

NOTE: Ec op c us be coere n e spec f c conex of In n scenr o. En er
ex n on =  e ques ons bse on nusr  re ons pr nc pes n prc ces
pre  ng n In .
Te suens s su e reen eg pro s ons n e course of Inusr  L= .Hence
 ere en on ere =ou suff ce.

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1. INTRODUCTION (1 HR)

Objec es be n subsn e n proceur bor =s; scope n eergence of soc o

econo c foun ons.

½. LAWS RELATING TO WORKING CONDITIONS (2 HRS)

?ACTORIES ACT, 1948: Objec es; ef n  on of  fcor; ppro,  cenc ng n reg sr on;
regu ons re ng o e, sfe, =efre,  rous processes, =ork ng ours,
epoen of spec  cegor es (c ren, =oen, ec) ee n =ges; spec  pro s ons;
pen es n proceures for  o os; ppes o=e.

‰. LAWS RELATING TO WAGES AND BONUS (3 HRS)

 cen of rges Ac, 1936: Nee n scope; r ous reen ef n  ons; Rues for
pen of =ges; euc ons fro =ges;  nennce of reg sers n recors;
enforceen of e Ac; nspecors; c s r s ng ou of euc ons or es n pen;
ppes o=e.
 M n u rges Ac, 1948: Nee n scope; objec es; cons u on pro s ons; es
ncue; =ge f x on n re s on; enforceen; offences n pen es.
 cen of oonus Ac, 1965.

X. LAWS RELATING TO INDUSTRIAL RELATIONS (4 HRS)

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 Inusr  ` spues Ac: Nee, scope n objec e; reen ef n  ons; proceure for
seeen of  spues; r ous off c s
bo es for seeen
conc   on; rb r on
ecn s n process, ncu ng =rs n seeens; sr kes n ockous; Leg
pro s ons, Los n rerencens; pro s ons re ng o cosure of  un ; unf r bor
prc ces n ree es  be.
 Tre Un on Ac, 1926: Nee for  un on; roe n func ons;  sor of re un on
oeen n In ; =s re ng o TC c   es: ef n  on, reg sr on n rues goern ng
e func on ng; r gs n pr  eges of  reg sere TV, u es n  b   es;  ssou on n
erecogn  on of  TV.
 Inusr  Epoen (Sn ng Orers) Ac, 1946: objec e, scope n pp c ons;
reen ef n  ons; ers coere uner sn ng orers; proceure for sub ss on,
cer f c on, reg sr on, pos ng, ur on n o f c on of sn ng orers;
enforceen; pen es n pen es n proceures.

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1. INTRODUCTION (2 HRS)

 Economics And Managerial Decision Making


* Mnger  ec s on k ng uner perfec nfor on, r sk n uncer n
s u ons.
* Econo cs: Scope of econo cs; econo cs s  oo for ec s on k ng.
* Mnger  Econo cs: `ef n  on n scope;  s nc on be=een econo cs n
nger  eco.

½. CONSUMER DECISION MAKING (4 HRS)

 Demand Side Of The Market


* ?cors nfuenc ng en; nger  p c ons.
* `en es c  es n essons for  nger.
* `en es  on n fore cs ng: os c eos.
 Logic of Buying And Consumption
- Conen on expn on for consuer be or: Re e=

- Ar bues pproc for exp n ng consuer co ces

‰. ECONOMICS OF SUPPLY AND PRODUCTION (4 HRS)

 Supply Side of The Market


* ?cors eer n ng fer of  supp er.
* Supp es c  es n essons for  nger.
 Production: Conceptual Framework
* crouc on conceps: re e=
* Cos conceps; e r roe n ec s on k ng; ncreen on; eng neer ng cos
cures.
* Econo es n  secono es n prouc on n supp.

X. PRICING DECISIONS AND IMPLEMENTATION (8 HRS)

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 Alternative Paradigms Of Decision Making By A Firm
* Te neocss c oe of f r: reenue, equ  br u, n prof  pos  ons.
* oouos s ses reenue x   on oe.
* oe or pproc of Cer n Mrc.
* Mrr s oe of nger  enerpr se.
 Various Market Models And Market Power
* Mrke css f c on bse on nuber of pers n exen of cope  on;
conesbe rkes.
* co=er of e rkeer regr ng pr ce se ng n ec of e s u ons.
 Pricing Decisions And Implementations-1: Price Determination
* cr c ng ec s ons =en cope ors =ou no rec.
* cr c ng uner uu epenence con  ons
* cr c ng for  n ng ong er objec es.
 Pricing Decisions And Implementation-½: Specific Models Of Pricing
* S u on of u pn oper ons
* Cre  on
* cr ce  scr  n on
* Trnsfer pr c ng
 Pricing Decisions And Implementation-‰: Decisions In Practice
* cr c ng uner uncer n.
* Rue of ub pr c ng.
* Mrk up pr c ng.
* crouc  ne pr c ng.
* cr ce s qu  n cor.
* cr c ng of prouc bunes
* croo on pr c ng.
 Pricing Decisions And Implementation-X: New Product Pricing
- Se ng e n   pr ce.

- Ajus ng pr ce oer e

. PRICING IN A REGULATORY FRAMEWORK (2 HRS)

 Market Failures And Price Regulations


* Mrke f ures n nee for regu on.
* Regu ons n rke srucure, f r be or ec.
* cr ce regu on

IMPORTANT NOTE
Treen s be none c n pp c ons or ene. Tec ng s be cse
re  fe
s u ons bse.

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SECTION-A: MANAGEMENT INFORMATION SYSTEM

1. CONCEPT, ROLE AND COMPONENTS OF MIS (4 HRS)

 Concep of nfor on sse n nfor on fo=; roe n pornce of nfor on
sses n ngeen process; sreg c roe of I.T. n M.I.S ; nfor on sses for
cope  e nge
 Coponens of MIS: `es gn n  nennce of M.I.S n `ec s on suppor sses
;eeopen n peen on of MIS :sses ns s n es gn ;ern e
pp c on eeopens, f nnc ng ssues (bs c e)
 ocR: Concep; roe of I.T. for ocR
 ERc: Men ng; pornce; pp c ons; enerpr se ngeen sses (bs c e On)

½. INFORMATION SYSTEM: THE HARDWARE & THE SOFTWARE (2 HRS)

 Copuer: Mc ne, pes n coponens


 Hr=re snrs; cqu s  on of r=re :seec on cr er  n oer cons er ons

2.1 IN?ORMATION SYSTEM: THE SO?TrARE

 crogr ng :Men ng, pes; progr ng nguges


 Sses n pp c on sof =res
 crocess ng of nfor on

‰. DBMS (2 HRS)

 `  errc: f e, recor, f e, bse; oes n  n coponens of `oMS ;
R`oMS; process ng roug `oMS

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X. APPLICATIONS OF MIS (2 HRS)

 App c ons n func on res: Mnufcur ng, prouc on, er s, personne, f nnce,
rke ng, ec.

SECTION-B: KNOWLEDGE MANAGEMENT

. BASICS OF KNOWLEDGE MANAGEMENT (2 HRS)

 Concep: `, nfor on n kno=ege; kno=ege pes; kno=ege cce; benef s

´. KNOWLEDGE MANAGEMENT: STRATEGIC DIMENSIONS (2 HRS)

 £no=ege ue propos  on; cpur ng kno=ege ;us ng kno=ege ;eerg ng kno=ege
;cp  for cope  e nge
 Cre on n co f c on of kno=ege; rc ecure of kno=ege sses

â. KNOWLEDGE MANAGEMENT AND TECHNOLOGY SUPPORT (4 HRS)

 Roe of I T n kno=ege ngeen


 ` cpur ng,  n ng n =reous ng; process ng n sr ng of kno=ege us ng I T

ù. LEARNING ORGANISATIONS (2 HRS)

 Concep of  ern ng orgn  on n reence of £M

Note: Te pper =  be ug =  e ep of In n cse su es us ng £M successfu, bo
fro nufcur ng n ser ce secor.

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SECTION-A: ORGANISATION BEHAVIOUR

1. LEARNING (3 HRS)

 Men ng n s gn f cnce; process of ern ng: be or s c, cogn  e, soc  ern ng,
eor es n pr nc pes of ern ng ; be or ngeen for c eeen of
orgn  on gos

½. DYNAMICS OF ORGANISATIONAL BEHAVIOUR-1: LEADERSHIP (2 HRS)

 `ef n  on; r s; be or s. r s, eers p sk s; eor es of eers p; con ngenc
pproces o eers p

‰. DYNAMICS OF ORGANISATIONAL BEHAVIOUR-½: EMPOWERMENT AND

PARTICIPATION (2 HRS)

 Conceps; pr c p on: process, nges, prerequ s es for successfu pr c p on
 crogre for pr c p on: consu e ngeen; sugges ons progre;
co ees; nusr  eocrc
 L   ons of pr c p on

X. DYNAMICS OF ORGANISATIONAL BEHAVIOUR -‰: CONFLICT


MANAGEMENT (2 HRS)

 Men ng sources; conf c ngeen n preen on


 Nego  on: os c; copee process; ssues  ke b ses; person  r s; cuur
 fferences.

SECTION ²B: HUMAN RESOURCES DEVELOPMENT

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. ROLE ANALYSIS (2 HRS)

 Men ng of sk, job, pos  on, roe n =ork; c be=een roe n n :seec on
proceure n ssessen cenre pproc

´. SOCIALISATION (2 HRS)

 Objec es; eos; enor ng

â. DEVELOPMENT OF ROLES (2 HRS)

 cerfornce n poen  ppr s: Objec e; coponens ;process

ù. COUNSELLING AND FEEDBACK (3 HRS)

 Objec es; re e= of n  us n groups; effec e counse ng: con  ons n
process

O. ADVANCEMENT AND DEVELOPMENT OF HUMAN RESOURCES (2 HRS)

 Creer pnn ng n eeopen; r n ng progre; job enr cen; roe eff cc

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1. OPERATIONS RESEARCH (1 HR)

 Men ng n scope


 Reence of O.R. ecn ques for so ng bus ness probes

½. DYNAMIC PROGRAMMING (3 HRS)

 `eer n s c n c progr ng


 Seece pp c ons of n c progr ng

‰. INTEGER PROGRAMMING (3 HRS)

 Cu ng pne gor 


 Ineger progr ng oe

X. INVENTORY MODELS (3 HRS)

 `eer n s c oes
 Econo c orer qun 
 cer ss be sreg es

. SUPERVISING MODELS (SEQUENCING) (3 HRS)

 S pe cse of =o c nes n e r oc on roug grp c ecn ques

´. REPLACEMENT MODEL (2 HRS)

â. DECISION THEORY (3 HRS)

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 `ec s on k ng n e preers noe, ncu ng probb  s c s u ons
 `ec s on k ng uner cer n, r sk n uncer n; cr er  for ec s on k ng uner
ec
 Expece oner ue s n   o ec s on k ng
 `ec s on ree n s nger  pp c on

ù. GAME THEORY (3 HRS)

 ous ness ges n sreg es ope b pers


 Ge r x
 cure sreg es n se po n
 M xe sreg es
 `o nnce eor n  ner progr ng s oos for eer n ng oucoes
 App c on of ge eor for pr c ng er s ng n s  r nger  ec s ons

O. ASSIGNMENT PROBLEM (2 HRS)

 †ob opporun  cos n s resou on


 App c ons of ss gnen oes for so ng bus ness ssues

10. TRANSPORTATION PROBLEM (2 HRS)

 Trnspor on probes n e r sou ons us ng LCM, NrCM, Voge s eo
 Trnspor on probe n op u sou ons roug sepp ng sone eo n
o f e  sr bu on eo
 Spec  cses of en
supp nequ , egenerc, ec.

11. CRITICAL PATH METHOD AND PROGRAM EVALUATION AND REVIEW

TECHNIQUES (5 HRS)

 Mon or ng n conro of  e n projec cos us ng cr  c p ;fo of
 c   es(o, free n nepenen fo);es  on of  e of cope on
ur on of
projec
 Vr nce ns s for es  ng probb   of projec cope on n sceue  e
 M course correc on n crs ng of ur on of c   es ;rres ng es; op   e
cos re off
 Resource n npo=er oc on n ee ng o c e requ re sceues of projec.

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1. OVERVIEW OF SALES MANAGEMENT (4 HRS)

 Mrke ng n ses: Men ng n  nkges; se ng, sesns p n person se ng :
Copr son n conrss; s bou se ng ;crcer s cs of  ses job
 Se ng eor es; buer-seer s

1.1 cERSONAL SELLING

 Tpes of se ng jobs (eeopen,  nennce); ses force objec es


 Ses force sreg es: Mrke ccess; ccoun re ons p
 Teor es of person se ng
 Approces o person se ng: s uus response pproc, nee s sfc on pproc,
probe s u on pproc
 crocess of person se ng :crospec ng , prepproc ,pproc, presen on ,n ng
objec es
res snce, cose, pos ses foo= up

½. PLANNING THE SALES EFFORT -1: SALES PLANNING (4 HRS)

 Nee for pnn ng; ses nger s pnner


 Ses pnn ng process: Se ng objec es, eer n ng oper ons o ee objec es ,
orgn ng for c on, peen ng ,esureen of resus ,reeu ng n conro
 Unsuccessfu ses pnn ng n resons ereof ( , bsence of proper pnn ng ,ck of
sse c coun c on ,bsence of ses force noeen ..)

2.1 cLANNING THE SALES E??ORT - 2: SALES oU`GET

 curpose, benef s, n pr nc pes of se ng ses buge


 Vr ous pes of ses buges :ses, expenses,  n sr e ,prof  buges
 Meos of buge ng for ses force
 Requ reens for successfu buge ng
 `eeop ng  ses buge ,fro s u on ns s   cu prepr on

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‰. PLANNING THE SALES EFFORT - ‰ : SALES POTENTIAL AND FORECAST (4
HRS)

 Mrke poen  n ssessen: pornce ,nee n ns s of poen 


 Ses forecss: S gn f cnce, qu  e eos , qun  e eos
 Seec on of  forecs eo for ccurc n effec eness
 ` ff cu es ssoc e =  forecs ng

3.1 cLANNING THE SALES E??ORT - 4: SALES QUOTA

 curpose n pornce ;crcer s cs of  goo ses quo


 Tpes of ses quo
 Meos of se ng ses quo
 A n ser ng ses quo

3.2 cLANNING THE SALES E??ORT - 4: SALES AN` COST ANALYSIS

 Ses conros: Objec es; process n  ff cu es


 Ses ns s: Seps, probes n ns s, ses u s
 Cos ns s :Tpes ;proceure
 Mrke ng u : Men ng; proceure; coponens

X. ORGANISING AND DIRECTING THE SALES EFFORT -1: HIRING AND

TRAINING (4 HRS)

 Recru en: Se ng requ reens; seec on process (upo k ng offer)
 Ses r n ng :Ipornce; pes : n   ,foo= up
 £ ns: Mnufcurer o  sr buor s ses force ;nufcurer o cusoer
 Ses r n ng: `es gn ng  progr ; peen on; eu on

4.1 ORGANISING AN` `IRECTING - 2: TIME AN` TERRITORY

MANAGEMENT

 Ipornce of  e ngeen
 Terr or ngeen :Ipornce; cr er  for err or es gn ;eos for es gn ;
 proceure for eeop ng err or es ; ss gn ng ses force
 Oper ng err or ngeen :Rou ng ;sceu ng

4.2 ORGANISING AN` `IRECTING - 3: COMcENSATING

 Copens on pns n e r purpose ;crcer s cs ;pes


 `es gn ng of copens on pn

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 Ipeen on of pn

. ORGANISING AND DIRECTING - X: MOTIVATING (4 HRS)

 Concep n eor es of o  on ; nk be=een o  on n prouc  
 Mo  ng e ses force   fferen sges of e r creer ,r g upo  senggeen sge

5.1 ORGANISING AN` `IRECTING - 5: LEA`ING

 Leers p: Crcer s cs of n effec e ses e eer


 Leers p ses
 Sk s neee foe effec e eers p

5.2 CONTROLLING THE E??ORT: EVALUATION

 cerfornce n s eer nns


 cerfornce eu on :r, =o, =en, o= o eue
 Mon or ng n re e= ng perfornce

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 Ses & ` sr bu on Mngeen (b) S L Gup (Exce: Les E  on)
 Ses Mngeen (b) R. Venugop (Response oooks: Les E  on)

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