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Entrepreneurship Development Institute of India, Ahmedabad & SBM Jain Centre For Management And Entrepreneurship Bangalore Entrepreneurship,

Entrepreneurship Development Institute of India


(A registered autonomous and not not-for-profit institution promoted by profit The IDBI Bank Ltd., ICICI Ltd., IFCI Ltd. & SBI with support from Govt. of Gujarat)

Syllabus Manual Term III


PGDBM Program AY 2010 12 (August Batch) August

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Subjects Term III (Partial List) Sl. 23 24 25 26 27 28 29 30 31 32 33 34 30 31 32 33 34 Subject Total Quality Management Corporate Social Responsibility Consumer Behaviour & CRM Logistics & Supply Chain Management Services Marketing Retail Marketing Business Marketing Investment Analysis & Portfolio Management Banking & Insurance Wealth Management & Financial Planning Strategic Finance Advanced Management Accounting Training & Development Legal Environment & Industrial Legislations Recruitment & Selection Organisational Development Current Events Placement Activity Credit 1.5 1.5 3.0 3.0 3.0 3.0 1.5 3.0 3.0 3.0 3.0 1.5 3.0 3.0 3.0 1.5 --Dr. Vishal Arora Faculty P.S Gopinath Ajay Dixit P.N Nanaiah .N Hemanth Kumar S Alok Chhajer L Surendra Mohan Kuruvilla Kiran Bindu A.S. Velpanur Balaji Rao Punith Cariappa Poonam Namjoshi Renu Kotian Venugopal J HAC Poppen Jaishree Desai Swapan K Nandy

Marketing Specialization Paper

Finance Specialization Paper

HRM Specialization Paper Performance Management & Competency Mapping 3.0 agement

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Total Quality Management

Unit 1 Definition of Quality, Evolution of the Concept of Quality, Quality Management Philosophies, Contributions by Deming, Juran and others. Unit 2 Statistical Concepts in Quality Emergence of SQC, The 7 Tools of Quality, QualityStatistical Process Control, Process Capability. Unit 3 Concept of Total Quality Control Salient Features, Total Involvement, Top ControlManagement Commitment, Customer Focus, Quality Circles, Deming Prize. Unit 4 Total Quality Management Continuous Improvement, Suppliers as Partners, ManagementConcepts of Kaizan, Japanese 5 S, Quality Systems and Accredition to ISO 9000, ISO 14000, Malcolm Baldrige Award. Unit 5 TQM in Services, Measuring Service Quality, Concept o Servqual. of Unit 6 World Class Practices- Six Sigma Movement, Total Productive Maintenance, Business Process Re-engineering, Jit Kanban, Waste Elimination and Lean engineering, Jit-Kanban, Production Techniques Reference Books: 1. 2. 3. 4. Besterfield, ''Total Quality Management" Management"---Pearson Education, Delhi Juran, "Quality Control Handbook" Masaaki Imai, "Kaizan The Key To Japan's Competitive Success" "Kaizan-The K. Sreedhar Bhatt, "Total Quality Management"

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Corporate Social Responsibility Sr. No. 1. Topic Course Outline, Objectives and Expectations. Classroom Exercise Coverage Students will be informed about the course outline providing detailed information about this course, its objectives, and outcome. This will be followed by the expectations of course incharge and students. Outcome of the course and its relevance for choosing CSR as a career option will be discussed. Briefing about group assignment/ project Classroom exercise Definition, relevance and need for internalization of CSR and sustainability management for corporates. CSR Is it a good career option? Discussion and debate. Current trends in CSR Criticism of CSR Future of CSR Social Entrepreneurship as an innovative tool for CSR Cases of enterprises corporates successful social established by Social Entrepreneurship an innovative tool for CSR Case studies of social enterprises Video films Criticism of CSR Future of CSR Introduction of CSR Benefits of CSR Social Responsibility Training Material / Selected Readings Classroom exercise Group assignment/ project

2. Introduction of CSR

3. Trends in CSR & its key focus area. 4. Concept of Social Entrepreneurship & CSR

5.

Bottom of Pyramid CSR challenges

Success stories of bottom of pyramid

CSR

at

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Sr. No. 6.

Topic CSR and Public Sector Organizations. CSR practices in corporate sector and its impact.

Coverage Cases from Public Sector Organizations about current CSR practices classroom debate, discussions and presentations. Cases from corporate sector about their CSR activities and its impact classroom debate, discussions and presentations. Project submission and presentation by participants on Development Sector Status Report Conclusion and Feedback

Training Material / Selected Readings CSR related cases of Public Sector Organizations Cases from corporate world.

7.

8.

Development Sector status report

Presentation by participants.

Reference Books:

1. Training material of Prof. Ajay Dixit 2. Corporate Social Responsibility and International Development by Michael Hopkins- published by Earthscan, London. 3. Social Responsibility of Business Enterprises by C.S. Sakar published by New Century Publications, New Delhi

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Consumer Behaviour & CRM Unit 1 Its Origins and Strategic Applications - Development of the Marketing Concept - Customer Value, Satisfaction & Retention - The Impact of Digital Technologies on Marketing Strategies - Marketing Ethics & Social Responsibility - Consumer Behaviour and Decision Making are Interdisciplinary - A simplified model of Consumer decision making. Unit 2 Consumer Decision Process - Problem Recognition Methods of Problem Solving; - Information Search, Alternative Evaluation and Selection, - Outlet Selection and - Purchase, Post Purchase Behavior and Customer Satisfaction. Unit 3 Individual Determinants of Consumer Behaviour: - Role of Motivation; - Personality and Consumer Behaviour; - Consumer Perception; Consumer Learning; Consumer Attitudes Formation and Change; - Consumer Values and Lifestyles. Unit 4 External Determinants of C Consumer Behavior: - Influence of Culture and Subculture; - Social Class and Consumer Behaviour; - Reference Groups and Family Influences; - Cross Cultural Consumer Behaviour and International Perspective. - Opinion leadership and the diffusion of innovations - Marketing implications of the above influences. rketing Unit 5 The Borderless Consumer Market and buying behaviour - Consumer buying habits and perceptions of emerging non store choices non-store - Research and applications of consumer responses to direct marketing approaches - Issues of privacy and ethics.

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Customer Relationship Management Unit 6 The What, Why, When and How? - CRM : What is CRM? Really? Common Misconceptions - What is a Customer? - How do we define CRM? Let Me Count The Ways - What is CRM Technology? - Customer Life Cycle - CRM is not Sales Management Contact Management : Not Your Fathers(or Mothers) - Why does your company need CRM? Customer Lifecycle Management - Convincing the Stakeholders. Unit 7 eCRM The Newest Thing - The New CRM Imperative - Customer Strategy : Whom do you want to Reach? - Brand Strategy : Why Brand Is at the Forefront of Next Next-gen CRM - CRM Strategy : Capabilities for Creating the customer experience - CRM concepts: Acquiring customers, customer loyalty, and optimizing customer relationships. tionships. - CRM defined: success factors, the three levels of Service/ Sales Profiling, Service Level Agreements (SLAs), creating and managing effective SLAs. Unit 8 CRM in Marketing: One-to to-one Relationship Marketing, Cross Selling & Up Selling, Customer Retention, Behaviour Prediction, Customer Customer Profitability & Value Modeling, Channel Optimization, Event based marketing. Event-based CRM and Customer Service: The Call Centre, Call Scripting, Customer Satisfaction Measurement. Unit 9 Sales Force Automation - Sales Process, Activity, Contact, Lead and Knowledge Management. Field Force Automation. CRM links in e e-Business: E-Commerce and Customer Commerce Relationships on the Internet, Enterprise Resource Planning (ERP), Supply Chain Management (SCM), Supplier Relationship Management (SRM), Partner relationship Management (PRM). Unit 10 Analytical CRM: Managing and sharing customer data - Customer information databases, Ethics and legalities of data use. - Data Warehousing and Data Mining concepts. Data analysis: Market Basket Analysis (MBA), Click stream Analysis, Personalization and Collaborative Filtering. Page 7 of 35

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Unit 11 CRM Implementation: Defining success factors, preparing a business plan - requirements, justification, processes - Choosing CRM tools: Defining functionalities, Homegrown versus out M outsourced approaches - Managing customer relationships: conflict, complacency, Resetting the CRM strategy - Selling CRM .internally: CRM development Team, Scoping and prioritizing, Development and delivery, Measurement Reference Books: 1. Stanley A.Brown: CUSTOMER RELATIONSHIP MANAGEMENT, John Wiley & Sons, Canada, Ltd. 2. Jagdish Seth, et al: CUSTOMER RELA TIONSHIP MANAGEMENT 3. Paul Greenberg: CRM AT THE SPEED OF LIGHT: CAPTURING AND KEEPING CUSTOMERS IN INTERNET REAL TIME 4. Jill Dyche: THE CRM HANDBOOK: A BUSINESS GUIDE TO CUSTOMER RELATIONSHIP MANAGEMENT, Addison Wesley Information technology Series. 5. Patrica, Ramaswamy, et al: HARVARD BUSINESS REVIEW ON CUSTOMER RELATIONSHIP MANAGEMENT 6. Kristin L. Anderson & Carol J Kerr: CUSTOMER RELA TIONSHIP MANAGEMENT
7. Bcrnd H Schmitt: CUSTOMER EXPERIENCE MANAGEMENT: A REVOLUTIONARY APPROACH TO CONNECTING WITH YOUR CUSTOMERS.

8. Consumer Behaviour - David L.Loudon & Alber J.Della Bitta 9. Consumer Behaviour Schifman 10. Consumer Behaviour Roger D.Blackwell, Paul W.Miniard & James F.Engel

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Logistics and Supply Chain Management UNIT 1 PERSONAL SELLING: Types of selling - Alternative Sales Structures: Network Marketing - Mail order selling - Elements of direct marketing - Teleshopping Telemarketing Systems selling. The selling process - Strategies and Styles formulating sales objectives Sales forecas forecasting - Estimating market and Sales Potentials. UNIT 2 THE SALES FORCE: Size of the sales force, sales organization based on customer, geography, product and combinations and current trends - sales training programs and motivating the sales force - sales force compensation, sales incentives and sales force evaluation - controlling the sales effort - sales lling quotas, sales territories, sales audit. UNIT 3 PHYSICAL DISTRIBUTION and LOGISTICS: participants in the physical distribution function, the environment of physical distribution - Channel Design strategies and structures, selecting channel members, setting distribution selecting objectives and tasks - Target markets and channel design strategies. Differentiating Logistics & Business Logistics, Importance of Logistics, Logistical Competitive Advantage, Strategic Logistics Planning Process, Operational Process, Objectives of Logistics Management, Components and Functions of Logistics Management, Integrated Logistics UNIT 4 MANAGING THE MARKETING CHANNEL : Product, Pricing and Promotion issues in channel Management and Physical Distribution - Motivating channel ating members - Evaluating channel member performance - Vertical marketing systems - Retail co-operatives, Franchise systems and corporate marketing operatives, systems. UNIT 5 SUPPLY CHAIN MANAGEMENT: Differentiate Supply Chain and Value Chain, Supply Chain functions and effectiveness, Outsourcing 3PL and 4PL, the Bull whip effect and the supply chain, Supply chain relationships, Outbound to Customers logistics systems, DEMAND MANAGEMENT: Demand management and traditional forecasting, Collaborative Planning, Forecasting and Planning, Replenishment (CPFR), Order Fulfillment and Order Management, Customer Service, PROCUREMENT AND CUSTOMER SERVICE: Inbound Logistics along the Supply Chain, Materials Management, Procurement and Procurement Cycle, Electronic Procurement, E E-enabled selling and distribution: e-Commerce and Commerce e-retailing as a channel of distribution, Electronic intermediaries, retailing

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Disintermediation and Re Re-intermediation, e-enabled logistics management and enabled tracking systems. UNIT6 INVENTORY CONTROL & MANAGEMENT AND WAREHOUSING WAREHOUSING DECISIONS: Importance of Inventory, Inventory Classification, Fundamental Approaches to Manage Inventory, Fixed Order Quantity Approach, The Nature and Importance of Warehousing, Role of Warehousing in the Logistics Systems, Basic Warehousing Decisions, Basic Warehousing Operations, cisions, Materials Handling, Packaging UNIT-VII TRANSPORTATION SYSTEM & MANAGEMENT: Role of Transportation, The Carrier Selection Decision, Mode of Transport, Inter modal Transportation, Inter-modal Indirect and Special Carriers, Docume Documentation, SUPPLY CHAIN PERFORMANCE MEASUREMENT: Dimensions of Performance, Overview of Performance, Performance Metrics, Supply Chain Metrics and SCOR Model, NETWORK DESIGN & FACILITY LOCATION Need for Long Range Planning, The Strategic Importance of Logistics Network Design, Logistics Network, Design Logistics References Books: 1. Charles Futrell: SALES MANAGEMENT, Pearson Education Books 2. Eugene M. Johnson, David L. Kurtz & Eberhard E. Scheuing: SALES MANAGEMENT; Mcgraw Hill. 3. Bert Rosenbloom: MARKETING CHANNELS: A MANAGEMENT VIEW, MANAGEMENT Dryden Press. 4. Coughlan, Anderson, Stem & EI Ansary: MARKETING CHANNELS, Prentice-Hall India. 5. Bowersox & Closs: LOGISTICAL MANAGEMENT, Tata McGraw Hill. 6. Satish K. Kapoor & Purva Kansal: BASICS OF DISTRIBUTION MANAGEMENT - A LOGISTICAL APPROACH, Prentice-Hall India, 2003. Hall 7. Richard R. Still, Edward W. Cundiff & Norman A.P. Govani: SALES MANAGEMENT, Prentice Prentice-Hall India. 8. Efraim Turban, Jae Lee, David King, & H.Michael Chung: Electronic Commerce: A Managerial Perspective, Pearson Education Inc., 2000. Inc., 9. Supply Chain Management - Strategy, Planning and Operation by Chopra & Meindl

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Services Marketing UNIT 1 Marketing of Services What are Services? Why service marketing, Growth of Service Sector. Difference between goods and services, classification of services, characteristics of services. Concept of Service marketing triangle. Myths about services GAP model in service quality. Factors and techniques to resolve the gap.

UNIT 2 Marketing mix in service marketing The seven -Ps consumer behavior in mer services, search, experience and credence qualities. Customers expectation of services two levels of expectations, zone of tolerance. Factor influencing customer expectation of services, Customers perception of services, services encounters, strategies influencing customer perception ,

UNIT 3 Customers rule in service delivery, strategies to enhance. Customer participation in services. Delivery through intermediaries.

UNIT 4 Employees role in services services-Boundary spammer roles, emotional labour sources of conflict quality/production trade off. Managing demand and capacity Lack of inventory capability, understanding demand pattern. Strategies for matching capacity and demand. Waiting line strategies.

UNIT 5 Role of price and values. Role of non monetary cust. Price as an indicator of Role quality approaches to pricing services, pricing strategies. Physical evidence of services. Role of Services Scape Guidance for Physical Evidence Strategies. Framework for understanding services scapes.

UNIT 6 Service blue printing using and reading the blue prints. Building customer relationship through retention strategies. 3 levels of retention to be discussed.

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UNIT 7 Marketing of services with special reference to to1. Financial Services; 2. Heal Services; 3. Hospitality Services (Tourism); Health (Tourism) 4. Educational Services

UNIT 8 Case studies in the Indian context.

Reference Books 1. Valerie Zeithaml & Mary Jo Bitner: SERVICES MARKETING, McGraw Hill. 2. Christopher H. Lovelock: SERVICES MARKETING: PEOPLE, TECHNOLOGY, STRATEGY, Pearson Education Asia. 3. Zcithaml, Parasuraman & Berry: DELIVERING QUALITY SERVICE; The Free Press, Macmillan. 4. Audrey Gilmore: Services marketing and Management. Response Books, Sage Publications. ge 5. Ron Zemke & Dick Schaaf: THE SERVICE EDGE.6. Raghu & Vasanthi Venugopal: SERVICES MARKETING 6. Raghu & Vasanthi Venugopal: SERVICES MARKETING.

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Retail Marketing Unit 1: The World of Retailing Introduction to the World of Retailing: Social and Economic significance, opportunities in retailing; The Retail Management Decision Process. Customer Buying Behaviour: buying process; types of buying decisions; market segmentation; the Indian RetailScape Unit 2: Types of Retailers Retailer characteristics; Food retailers; general merchandise retailers; non non-store retailers; services retailing; types of ownership. Multichannel Retailing: evolution towards Multichannel Retailing; capabilities needed for multichannel retailing multichannel issues in multichannel retailing Unit 3: Retailing Strategy Retail Market Strategy:Target Market and Retail Format; Growth Strategies; Strategic Retail Planning Process. Financial Strategy: objectives and goals; Strategic Profit Model; setting and measuring performance objectives. Retail Locations: Planned and unplanned; location strategy; legal considerations. Retail Site Location: Evaluating a site for location; Huff Gravity Model for estimating potential sales for a store; Negotiating a lease. Human Resource Management. Negotiating Information System and SCM. Customer Relationship management. Unit 4: Merchandise Management Managing Merchandise Assortments: merchandise management process; forecasting sales; developing an assortment plan; setting inventory and product availability levels. Merchandise Planning Systems: Inventory Management report; EOM and BOM stocks; Open Open-to-buy systems; allocating merchandise to stores. buy Buying Merchandise:Buying national and private brand merchandise. Retail Pricing. Retail Communication Mix g. Unit 5: Store Management Managing the Store: Recruiting, selecting and training store personnel; motivating and evaluating store employees; compensating and rewarding. Store layout-design-visual merchandising: Store design; atmospherics; website design. visual atmospherics; Customer service: The Gaps Model for improving retail service quality. Reference Books: 1. Retailing Management by Michael Levy, Barton A Weitz and Ajay Pandit 2. Retailing by Patrick Duhne; Robert Lusch and David Griffith 3. Retail Merchandising by Swapna Pradhan

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B2B Marketing Syllabus as prescribed by Prof. Mohan Kuruvilla

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Investment Analysis & Portfolio Management Prof. Kiran Bindu www.kiranbinduonline.com email: kiranbindu@gmail.com Pre requisite skills MS Excel spreadsheet Modeling for finance preadsheet Investment Analysis course seeks to impart technical , quantitative analytical capability to students seeking a career in Finance. By the end of this course the students will have an understanding of not only the major Economic and Financial events of the 20th century but also how our markets have changed in the backdrop of Technological changes a changes in regulation. and Portfolio Management course is designed to look at the blending effect on returns of Investors, we look at emerging markets and matured markets to see how opportunities arise to diversify. Since this is a specialization course and the Post Graduate Level Students are and encouraged to prepare and come to class. The emphasis in class will be on discussion and facilitating deeper levels of understanding rather than teaching. Students are expected to come to class with an intent to seek answers to questions arising from their pre reading. Unit 1 Sessions 1 to 5 This unit is introductory in nature and is to open up the course to students, what is introduced here is studied much more in depth later on the in course. Investments - Investment Vs. Speculation - Investment Process - Investment ent categories - Risk and return - Factors Influencing Risk - Measuring Risk and Return, Valuation of Equity: Dividend Models, Price/Earnings Approach Unit 1A: Introduction to DCF Models ie FCFF and FCFE Unit 2 Session 6 to 10: 1962 onwards Research into Modern Portfolio Theory Capital market Theory: CAPM - Arbitrage Pricing Theory. Management Portfolios and performance evaluation Unit 3 Session 11 to 15: Security Analysis of Stocks and Bonds [Fundamental] Equity stock Analysis: Economic analysis: Key Macroeconomic Factors. Industry analysis: Industry Life Cycle Analysis. Analysing the Structure and Characteristics of an Industry - Profit Potential of Industries. Company Analysis: stries.

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Analysing the Financial Statements, The Chemistry of Earnings, Forecasting via the Earnings Model, Market Share/Profit Margin Approach, Independent Forecast of Revenue and Expenses. Bond analysis - Returns and Risk Valuation of Bonds - Bond Management Strategies: Duration. Unit 3A: Valuation of a Firm, Case Study Nike Inc, Bond Portfolio Immunization, Bond Convexity. Unit 4 Session 16 to 24: Analysis of Derivative Instruments [Fundamental Fundamental] Options: Types - Determinants of Op Option value - Option Position and Strategies Option pricing. Futures: Stock Index futures - Portfolio strategies using futures Futures on fixed income securities - Futures on long term Securities. Unit 4A: Forwards, Futures, Derivative Mathematics and the Options. the Unit 5 Session 25 to 29: Technical Analysis and Behavioural Aspects of Investing o Technical Analysis: Market Indic tors, Forecasting Individual Stock Indicators, Performance. Efficient Market Theory - Random Wall - The Efficient Market Hypothesis. Portfolio Analysis: Effects of combining securities - Markowitz's Mean-Variance model. Portfolio selection: Risk and investor Preferences Variance Constructing the portfolio - Significance of beta in the Portfolio. Unit 5A: Iso Return Portfolio, Pride and Regret theory. Session 30 Sharpe Index, Treynor Index, Jensen's Model. Core Texts 1. Donald E, Fischer and Ronald J.Jordan, SECURITY ANALYSIS AND :h PORTFOLIO MANAGEMENT. 6 Ed., Prentice Hall of India. 2000 2. Investments By Bodai, Kan and Marcus , Tata Mcgraw Hill Kane Other Reading Essentials: Essentials:Bloomberg, Economist, Fortune, HBR, Chairmans Letter written by Warrant Buffet to the Shareholders of Berkshire Hathaway Inc. Reference Books: The Age of Turbulence by Allen Greenspan The Intelligent Investor: Ben Graham and Dodd. Snowball: Biography of Warren Buffet

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Banking and Insurance Unit 1 Banking system and structure in India Types of banks in operation Role of IndiaReserve Bank and GOI as regulator of banking system Provisions of Banking Regulation Act & Reserve Bank of India Act Unit 2 The terms banker and customer Types of relationship between banker and customer Bankers obligations to customers Right of lien, setoff, l appropriation Provisions of Negotiable Instrument Act, 1881 Bankers legal duty of disclosure and related matters Unit 3 Customers` accounts with banks Opening- operation KYC norms and operation Types of accounts and customers Nomination Settlement of death claims Unit 4 Banking Technology- Home banking ATMs- Internet banking Mobile bankingCore banking solutions Debit, Credit, and Smart cards EFD RTGS Unit 5 International banking Exchange rates Documentary letter of credit financing exporters and importers ECGC Policies and guarantees Unit 6 Banker as lender Types of loans Overdraft facilities Discounting of bills Financing book debts and supply bills Charging of Security bills- pledge s billsbills mortgage assignment. Unit 7 Introduction to Insurance Elements of Insurance Risk Players in Life and Non-Life Insurance sector Insurance documents Role and responsibilities Life IRDA Provisions of Insurance Act 1938 Insurance Ombudsman. Unit 8 Types of Insurance Life Insurance and General Insurance Products including unit linked plans Health and Disability Insurance Group Insurance -Types of oup Group Insurance Re-Insurance Nature of Re-Insurance risk Legal Insurance Insurance framework of life and general insurance Bancassurance- concepts critical issues functional aspects Indian Scenario Future Prospects.

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Reference Books: 1. Koch W, Timothy, & S. Scott. Bank Management Thomson, New Delhi och 2. IIBF. Principles of Banking Macmillan, New Delhi. 3. Mithani and Gordon. Banking and Financial Systems, Himalaya Publishing House, Mumbai. 4. Sunderaram and Varshney. Banking Theory, Law and practice Sultan Chand & Sons, New Delhi. 5. Prasad K, Nirmala, J Chandradas. Banking and Financial System Himalaya Publishing House, Mumbai. 6. Jha, S M. Service Marketing Himalaya Publishing House, New Delhi.

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Wealth Management & Financial Planning Unit 1 Asset Allocation Definition & Purpose Cyclical Performances of Assets Opportunities of Investment Asset Allocation Simulations Insights on Asset Allocation Case Studies Assignments

Unit 2 Financial Planning Introduction Bane & Opportunities Financial & Investment Literacy Importance of Investment Planning Definition & Concepts Inflation effects Common Goals / Events foreseen & unforeseen Preparation to FP Client Profiling & Pre Pre-planning Questions Customer Categorization based on Risk & Return & Horizon of Investing Goal-based Investing based Asset Allocation & Age Age-based Rebalancing Opportunities of Investment Debt, Equity, Gold/Silver, Real Estate Life-stages based investing & advising stages Loans Management Early Retirement Possibilities From Agent to Broker to Advisor a debate; Need-based Advising; based Customer Management & Goals Management Advisory Concepts Financial Planning in India its future Case Studies / Assignments

Unit 3 Wealth Management Concepts of Wealth s Products & Components of Wealth Management

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Customer Profiling / Defining Objectives / Needs Process of Managing Wealth Steps of Managing Wealth (in (in-depth processes) Restructuring & Rebalancing Scaling-up Customers up Wealth Management in India A new fad or is it real Advantages & Short Short-comings Case Studies & Assignments

Unit 4 The Art of Constructing Portfolios f Stocks Portfolio Purpose & Concepts of a Portfolio Diversification Steps to begin constructing portfolios Important Sectors of Capital Market Benchmarking to various Indices How to pick Sectors & Stocks Market Cap based picking Historical Data of important sectors performances (since 2001) Ideal Portfolio Management Customer Categorization Model Portfolios Conservative / Moderately Aggressive / Aggressive Moderately Managing & Monitoring Portfolios Constructing Power Portfolios / Mini Portfolios Assignments & Case Studies

Mutual Fund Portfolio Purpose & Concepts of a MF Portfolio Defining MF Themes MF Theme Classification Chart Portfolio Construction how to begin Model Portfolios Conservative / Moderately Aggressive / Aggressive Managing & Monitoring Portfolios Advantages of maintaining a portfolio Assignments & Case Studies

Debt Fund Portfolio Constructing & Managing Debt Portfolios

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Unit 5 Management Concepts Client & Self Management Definition & Learning Five Kys Know Your Customer, Know Your Company, Know Your Competitor, Know Your Product & Know Yourself With Real Life Examples Unit 6 Concepts of Handling Customers & Customer Categorization Examples of Different Types Of Customers / Habitual, Crafty & Winner Type Of f Customers Unit 7 Typical Job Profiles / Job Description Wealth Manager / Financial Planner / Investment Advisor

STUDY MATERIAL: Study Material will be made available exclusively with contemporary facts, made historical data, interpretations with latest & real-time case studies

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Strategic Finance Unit 1 Financial Policy and Strategic Planning: Components of financial strategy; Objectives and goals; Strategic planning process Unit 2 Expansion and Financial Restructuring: Mergers and amalgamations - corporate restructuring, reasons for merger, legal procedure for merger, benefits and cost of merger; Determination of swap ratios; Evaluation of merger proposal; swap Corporate and distress restructuring. Takeovers, types, hostile takeover approaches, Takeover defences financial , defensive measures Coercive offers and defense anti takeover amendments Accounting for amalgamation pooling of interest method, purchase method lgamation procedure laid down under Indian companies act of 1956 Preparation of 1956, consolidated balance sheets for Holding companies and subsidiaries Valuation valuation approaches approaches-discounted cash flow valuation relative valuation valuing operating and financial synergy valuing corporate control valuing of LBO Methods of financing mergers cash offer, share exchange ratio mergers as a capital budgeting decision Unit 3 Leasing: Meaning, importance, types, tax considerations, and accounting considerations, Evaluation of lease from the point of view of lessor and lessee; Lease versus buy decision; Venture capital: Concept and developments in India; Process and methods of financing, fiscal i incentives. Unit 4 Financing strategy: Hybrid securities namely convertible and non non-convertible debentures, deep discount bonds, secured premium notes, convertible preference shares; Option financing, warrants, convertibles and exchangeable. Unit 5 Project - Concept - Classification - Projects and Developments - External and Internal Causes of Delay - Avoiding Overruns - Project Assets - Issues and Problems - Strategic Variables: Contractual/legal, Engineering/Technology, Financial and Economical, Post ommissioning operations, social and human Post-commissioning aspects, material problems - Project Formulation checklist.

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Unit 6 Managing Resources-Phases from Project planning to project completion: PrePhases investment, investment and operational phase - Capital Cost-time-va value System - Project Feasibility Studies: Stages - Opportunity Studies: General and Specific Prefeasibility Studies: Functional or support studies - Feasibility Study Components of Project Feasibility Study. Unit 7 Appraisal Process - Concept - the methodology for project evaluation Commercial vs. National Profitability: Social Cost Benefit Analysis, Commercial or financial profitability, Social or national profitability International Project profitabilityAppraisal. Unit 8 Project Planning, Implementation and Control: Network Analysis, Techniques, PERT, CPM - Crashing of Project Network - Resource Leveling and Resource Allocation, Line of Balance. Reference Books: 1. Allen D: An Introduction to strategic Financial Management, CIMA/Kogan Page, London. 2. Copeland, T., T Koller and J Murrin: Valuation: Measuring and Managing the value of Companies, John Wiley, International Edition, New York. 3. Gopalakrishnan,P. and Rama Moorthy, V.E., PROJECT MANAGEMENT, Mac Millan India Ltd.', Ne Delhi. New 4. Prasanna Chandra, PROJECTS:PLANNING, ANALYSIS, SELECTION, IMPLEMENTATION AND REVIEW, Tata McGraw Hill 5. GoeLB.B., PROJECT MANAGEMENT PRINCIPLES & TECHNIQUES, MANAGEMENT-PRINCIPLES Deep and Deep Publciations, New Delhi.

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Advanced Management Accounting Unit 1 Introduction to Accounting: Management accounting as an area of accounting; Objectives, nature, and scope of financial accounting, cost accounting, and management accounting. Unit 2 Accounting Plan and Responsibility Centres: Meaning and significan significance of responsibility accounting; Responsibility centers - cost centre, profit centre and investment centre; Problems in transfer pricing; Objectives and determi determinants of responsibility centers Unit 3 Budgeting: Budgetary control; Zero Zero-base budgeting; Performance budgeting; rmance Unit 4 Standard Costing and Variance Analysis: Standard costing as a control technique; Setting of standards and their revision; Variance analysis - meaning and importance, kinds of variances and their uses -material, labour and overhead material, overhea variances; Disposal of variances; Relevance of variance analysis to budgeting and standard costing. Unit 5 Marginal Costing: Decisions regarding sales mix, make or buy decisions and sales-mix, discontinuation of a product line etc. Unit 6 Contemporary Issues in Management Accounting: Value chain analysis; ActivityManagement Activity based costing; Quality costing; Target and life cycle costing. Unit 7 Reporting to Management: Objectives of reporting, reporting needs at different managerial levels; Types of reports, modes of reporting, reporting at different levels of management

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Reference Books 1. Anthony, Robert: Management Accounting, Tarapore wala, Mumbai. Tarapore-wala, 2. Barfield, Jessie, Celly A. Raiborn and Michael R. Kenney: Cost Accounting; Traditions and Innovations, South - Western College Publishing, Cincinnati, Ohio. 3. N. Vinayakam and I.B. Sinha, Management Accounting Tools and Techniques, Himalaya Publishing House, Mumbai. 4. Decoster, Don T. and Elden L. Schater: Management Accounting: A Decision Emphasis, John Wiley and So Inc., New York. Sons 5. Garrison, Ray H. and Eric W. Noreen: Management Accounting, Richard D. Irwin, Chicago. 6. Hansen, Don R. and Maryanne M. Moreen: Management Accounting, South western College Publishing, Cincinnati, Ohio.

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Entrepreneurship Development Institute of India, Ahmedabad & SBM Jain Centre For Management And Entrepreneurship Bangalore Entrepreneurship,

Training & Development Unit 1 Introduction to the T&D Concept What is Training (Concept & Definition) The advantage of Training & Development in an organization The role of Training & Development in HRD (holistic view) Objectives of Training & Development as a function Training & Development in a Trends in Training o Training in Strategic Development o The move from Training to Learning

Unit 2 Learning Types & Training Methodologies Learning o Nature & Principals o Types and Methods o Components & elements of lea learning process Training o Types o Training approaches o Training methods o Trainer skills & styles Analysis of When, Where, Why, How and on whom they are to be used

Unit 3 The Training Process The players in the Training Process Training Need Analysis o Objectives (Competency Mapping and Performance Review System overlap) o Process o Methods

Page 26 of 35

Entrepreneurship Development Institute of India, Ahmedabad & SBM Jain Centre For Management And Entrepreneurship Bangalore Entrepreneurship,

Program Design o Training Objectives (overall with Corporate Strategy) o Factors affecting Design o Training Budget Program Execution Trainers and their Training Styles

Unit 4 Training Evaluation Training Validation Post Training support for improved performance at work Evaluation of Training o Data Collection o Types of Evaluation o Implementation

Unit 5 Practicals Reference Books:


1. Training for Development Rolf P Lynton & Udai Pareek 2. Workplace Learning & Development Delivering Competitive Advantage to your organization, Jackie Clifford & Sara Thorpe

Page 27 of 35

Entrepreneurship Development Institute of India, Ahmedabad & SBM Jain Centre For Management And Entrepreneurship Bangalore Entrepreneurship,

Performance Management & Competency Mapping Performance Management Unit 1 Introduction: Definition of performance & PM, characteristics of an ideal PM systems, aims and role of PM , PM process, PM & HR, strategic planning in PM, Unit 2 Performance appraisal system implementation: determinants of performance, implementation: performance dimensions, approaches to measuring performance, Measuring performance, results and behaviours, Unit 3 Gathering performance information: Appraisals, characteristics of appraisal form, appraisal tenure, appraiser skills & roles & appraise, supervisors role in PM, implementing performance management system Unit 4 Performance management & employee development: Personal Development development: plans, 360 degree feed back as a developmental tool, Performance management & reward systems: definition of reward systems, types of reward system. Reference Books: 1. Performance Management, Herman Aguinis, Pearson Education, 2007. Management, 2. The Talent Management Hand Book, Lance A. Berger & Dorothy R. Berger, Tata Mc-Graw Hill Graw 3. Appraising & Developing Managerial Performance .T. V. Rao, Excel Performance-.T. Books 4. 360 degree feedback & assessment & development Centres, Volume I, II Centres, and III, TV Rao,Et all, Excel Books 5. Performance Management, Dixit Varsha, Ist edition, Vrinda Pubilcations Ltd. Competency Mapping Unit 5 Competency method in Human Resource Management Features of Managementcompetency methods, few models of competency, historical development, competency, approaches to mapping Page 28 of 35

Entrepreneurship Development Institute of India, Ahmedabad & SBM Jain Centre For Management And Entrepreneurship Bangalore Entrepreneurship,

Unit 6 Competency mapping procedures and steps business strategies, performance stepscriteria, criteria sampling, tools for data collection, data analysis, validating the competency models, short cut method, mapping future jobs and single incumbent method, jobs, using competency profiles in HR decisions. Unit 7 Methods of data collection for mapping. observation, repertory grid, critical mapping.-observation, incidence technique, expert panels, surveys, automated expert system, job task analysis, behavioural event interview Unit 8 Developing competency models from raw data data recording, analyzing the datadata, content analysis of verbal expression, validating the competency models Reference Books: 1. Competency Based HRM, Ganesh Shermon, TMH, 1st Edition, 2004 Shermon, 2. A handbook of Competency mapping Seema Sangvi, Response Books, 2004 3. Competence at work (1993) by Lyle M. Spencer, Signe M. Spencer. John Wiley and Sons Inc

Page 29 of 35

Entrepreneurship Development Institute of India, Ahmedabad & SBM Jain Centre For Management And Entrepreneurship Bangalore Entrepreneurship,

Legal Environment & Industrial Relations I. Faculty Details Name : Prof H.A.C Poppen Email : hcpoppen@gmail.com Phone : 080- 42190899 II. Objectives To make the students aware of the history & dynamics of Industrial Relations To make students aware of the statutes g governing I.R To make students aware of the employers obligations under the various labour laws To study the impact of globalization and technology on I.R & the emerging trends in I.R III. Topics & Session Plans

Module

Main Topics & Sub Topics

Compulsory Reading (Author / Chapter No)

Supplementary Reading (Author / Chapter No)

Learning Methodology

BACKGROUND & EVOLUTION OF EMPLOYEE WELFARE a. Concept of Employee Welfare b. Historical Development of Employee Welfare c. ILO & its role in labour welfare & development of labour standards d. Types of Employee welfare in open, regulated & controlled economies TRADE UNIONS : CONCEPT, PURPOSE, STRUCTURES, PROBLEMS, RECOGNITION, ROLES & RESPONSIBILITIES a. What is a trade union b. Their structure in India c. Functions & Roles of Trade Union d. Multiplicity of unions & Problems e. Recognition issues f. Responsibility of Trade Unions in I.R & Productivity g. Code on Discipline in Industry

SINGH ( EP) 5 (302-316), MAM (21) (529-564, SINGH (LL) (6) (210-230)

Assignment & Presentation by Students

MAM (5) SINHA (8,9) BHATIA (6,7)

RATNAM (6&7) BHATIA (6,7,8,9,11) SINGH (LL)(3,7)

Assignment & Presentation by Students

Page 30 of 35

Entrepreneurship Development Institute of India, Ahmedabad & SBM Jain Centre For Management And Entrepreneurship Bangalore Entrepreneurship,

INDUSTRIAL DISPUTES RESOLUTIONS & CONCERNED LABOUR ENACTMENTS a. Trade Union Act 1926 & its role in conflict resolution b. Industrial employment standing orders Act & its role in promotion of industrial peace c. Industrial Disputes Act 1948 & its role in : MAM 1. Resolutions of disputes (6,19, 20) 2. Prohibiting unfair labour practices 3. Regulating introduction of change 4. Regulating strikes & lock outs 5. Regulating retrenchment, layoff & closures 6. Implementation of settlements & awards 7. Review of Disciplinary Actions LEGISLATION FOR THE REGULATION & PROMOTION OF HEALTH ,WELFARE, SOCIAL SECURITY & WORKERS a. Salient Features of the Factories Act 1948 b. Salient Features of the ESI Act 1948 c. Salient Features of the EPF Act 1952 d. Salient Features of the Maternity Benefits Act 1961 e. Salient Features of the Employee Compensation Act 1923 f. Salient Features of the Gratuity Act 1972 g. Authorities & Implementation Agencies of the above Acts LEGISLATIONS REGULATING WAGE PAYMENTS a. Payment of Wages Act 1936 b. Payment of Bonus Act 1965 c. Equal Remuneration Act 1976

SINGH (LL) (7) BHATIA (36 -42) MAM (16-18) KUMAR (37-A) (37

Lecture & Presentation by Faculty

MAM (27) / KUMAR37-B SINGH (LL) (8,10) Prof. HACP NOTES

SINHA (24, 25, 26, 27, 28) PADHI (12,13,14)

Lecture & Presentation by Faculty

MAM (25,26) SINGH (LL) SINHA (9) (17,18,19) Prof. HACP NOTES

Lecture & Presentation by Faculty

Page 31 of 35

Entrepreneurship Development Institute of India, Ahmedabad & SBM Jain Centre For Management And Entrepreneurship Bangalore Entrepreneurship,

LEGISLATIONS FOR THE PROTECTION OF UNORGANISED WORKMEN & CONNECTED ISSUES a. Salient features of the contract Labour Act 1970 b. Salient features of the Interstate Migrant Workers Act 1979 c. State Legislations for Welfare of unorganized workers d. Supreme court judgement on absorption of contract labour GRIEVANCE SETTLEMENTS & MAINTENANCE OF DISCIPLINE a. Grievance & grievance settlement procedure b. Discipline & Disciplinary action Procedure EMERGING GLOBAL ECONOMIES & ITS IMPACT ON LABOUR & TRADE UNIONS a. Globalization & its impact b. Emerging trends in Employee relations in knowledge based industries

MAM (28) SINGH (11) Prof. HACP NOTES

Lecture & Presentation by Faculty

MAM (13) BHATIA (11)

RATNAM(19)

Lecture & Presentation by Faculty

RATNAM BHATIA (21,22) (14 -16) SINGH (E.P)(6) MAM (30-34)

Assignment & Presentation by Students

IV. Suggested Reference Books & Readings eference


No Book Name Author Abbreviation Used Publisher

1 2 3

Industrial Relations-Emerging Emerging Paradigms Industrial Relations & Labour Laws Dynamics of I.R

B.D Singh B.D Singh Mamoria & Gankar P.R.N SINHA Ravinder Kumar Nirmal Singh & S.K Bhatia C.S Venkata Ratnam

SINGH (E.P) SINGH (LL) MAM

Excel Excel Himalya

4 5 6 7

Industrial Relations & Trade Unions & Labour Legislations Legal Aspects of Business Industrial Relations & Collective Bargaining Industrial Relations

SINHA KUMAR BHATIA RATNAM

Pearson CENGAGE DEEP OXFORD

Page 32 of 35

Entrepreneurship Development Institute of India, Ahmedabad & SBM Jain Centre For Management And Entrepreneurship Bangalore Entrepreneurship,

Recruitment & Selection Unit 1 Job Analysis in HR Definition, role in HR, merits & demerits of Job analysis, methods of job analysis, Job description, Job specification, need for job analysis in recruitment & selection Unit 2 Introduction to Recruitment Definition, nature of hiring, sources of recruitment meaning, advantages & disadvantages, system of recruitment, public & private recruitment, Job ads as a means to recruitment, public sector & private sector job ads, international job ent, ads. Unit 3 Introduction to Selection Definition, differences between recruitment & selection, developing selection program, constraints in selection program, legal issues in selectio between selection public & private sector, strategies for selection decision making, use of application blank & CV as preliminary selection tools Unit 4 Selection Interview & Tests Interview and its types, Use of interview in R&S, interviewer decision mak making, validity of interview, recommendations for using interview. Tests: meaning, purpose, advantages & disadvantages, types of tests. Unit 5 Reference Check & Appointment Letter Meaning, purpose, types of reference check, reference check in selection, contents of appointment letter, medical examination & acceptance of offer for joining, characteristics of selection criteria measures. Reference Books Human Resource Selection by Robert Gatewood Employee Selection by Lilly Berry

Page 33 of 35

Entrepreneurship Development Institute of India, Ahmedabad & SBM Jain Centre For Management And Entrepreneurship Bangalore Entrepreneurship,

Organization Development Part A - Organization Design Unit 1 Organization: Nature & Scope Definitions overview of various components & structure, Evolution of Organization theory, Organizational Theories images of Organization. Organizational Effectiveness Definition importance & approaches to organizational Effectiveness the goal attainment approach the system approach the strategic approach - Performance Management System Understanding of the concepts and design ding Unit 2 Structural Dimensions of Organization design: Organization Design design: Components of Organization Design Organization structure, dimension division of labour, standardization, horizontal Differentiation, Advantages & , disadvantages of Departmentalization; Vertical Differentiation, Span of Control, Centralization, Formalization, Implication of High Formalization, , Flexibility. Unit 3 Contextual Dimensions & Structural Options: Contextual Factors, types of Options: structure, Influence of: Environment, Strategy, Size & Technology and Power & Politics on Structure, Flat structure Reference Books: 1. Understanding Organizations, Madhukar Shukla, PHI , 2005 2. Organization theory theory-David Jaffee, McGraw-Hill International 3. Organization Structure, Design and applications: Stephen Robbins Pearson, PHI, 3/e 4. Organization Theory & Design, Richard L Daft, Cengage Learning, 8th Learning Edition 5. Organizational theory, Design, and Change Change-Gareth R. Jones, 5th Edition, Pearson Education 6. Organization theory Mary Jo Hatch, 2nd Edition, Oxford University Press y-Mary Part B - Organization Development Unit 4 Foundations of Organizational Development: Conceptual frame work of OD, History of OD, First order and second order Change,Study of Organizational culture Values, assumptions and believes in OD, characteristics of OD, ues, Participation and Empowerment, Teams and teamwork, Parallel learning structures, A normative-re educative strategy of changing, Applied behavioral re-educative science, Action research. Page 34 of 35

Entrepreneurship Development Institute of India, Ahmedabad & SBM Jain Centre For Management And Entrepreneurship Bangalore Entrepreneurship,

Unit 5 Managing the OD Process: Components of OD Process, Diagnosis, Action & Program Management; Diagnosis: Diagnosing the System, its subunits and ; Processes, Model for managing change, creating parallel learning structures. change, Unit 6 OD interventions: Definition, factors to be considered, choosing and sequencing intervention activities, classification of OD interventions, results of OD, typology of interventions based on target groups. Human process interventions (individual, group and inter group human inter-group relations): Individual based: coaching, counseling, training, behavioral modeling, sed: delegating, leading, morale boosting, mentoring, motivation, etc., Group based: conflict management, dialoging, group facilitation, group learning, management, self-directed work teams, large scale interventions, team building, and virtual directed interventions, teams. Inter-group based: Organization mirroring, third party peace making group interventions, partnering Techno structural (Structures, technologies, positions etc.,) & Strategic interventions: Techno structural: Balanced scorecard; business process ; reengineering; downsizing and outsourcing Unit 7 Organizational excellence: Creating a learning organization, creativity and excellence: problem solving capability Unit 8 The Future and OD: The changing environment, Dominance of Internet and data management. Fundamental strengths of OD, Implications of OD for the client, ethical standards in OD, ODs future, OD Consultants role, issues in consultant-client relationship, Power, Politics & OD, Research on OD client Reference Books: 1. Organization Development, behavioral science interventions for Organization Improvement, Wendell L.French, Cecil H.Bell, Veena, Jr, Pearson, PHI. 2. Organizational Design and Development Concepts and ApplicationsDevelopment-Concepts Applications Dr.Bhupen Srivastava, Biztantra 3. Organizational designs for excellence, Pradip N. Khadwalla, TMH, 2005 4. Organization Theory & Design, Richard L Daft, Cengage Learning, 8th Edition. 5. Organization Development, & Transformation, Managing Effective Change, Wendell L.French, Cecil H.Bell, Jr, TMH 6. Organizational, Design, and Change-Gareth R. Jones, 5th Edition, Gareth Pearson Education Page 35 of 35

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