SYLLABUS For BBA IV Semester

COURSE 401 : HUMAN RESOURCE MANAGEMENT

UNIT-1: Introduction
Concept, objectives, importance and functions of HR department, man power planning, personnel policies, programs and
procedures
UNIT-2: Internal Mobility & Staffing
Recruitment: factors effecting recruitment, sources of recruitment Selection: process, selection test, interview, group
discussion, orientation, demotion, transfer and job analysis
UNIT-3: Training & Development
Objectives and importance of training, training methods-on the job training, vestibule training, Apprenticeship, Development
methods-case study, business games, inbasket, role playing, sensitivity training, transactional analysis, special courses,
coaching, under study, position rotation,
UNIT-4 : Compensation
Careers planning & counseling, wage determination and incentive. Performance appraisal: objectives, methods and job
evaluation. Job Analysis: job description and job specification.
UNIT-5 : Employee Welfare Services and Society
Welfare activities: housing facilities, canteen, fringe benefits, working environment, health and safety to workers, voluntary
welfare schemes for education, social security measures, wage and salary determination.
Suggested Readings:
1. Human Resource Management : C.B. Gupta
2. Personal Management : C.B. Mamoria
3. Personal Management : Flippo
4. Personal/Human Resources Management : Dccanzo

COURSE 402 : PRODUCTION MANAGEMENT

UNIT-1: Operation Management, Layout and Location Decisions
Definition, criteria of performance for the production and operations management system. Jobs / Decisions of production /
operation management. Classification of decision areas, brief history of the production and operation management function.
Features, basic principles, basic types of layout, merits and demerits. Optimization in a product / Line layout, optimization
in a process layout. Application in service industries. Location Decision. Behavioural aspects in location planning.
UNIT 2: Materials Management
Inventory Control, EOQ, Simple deterministic models, ABC Analysis, Value analysis / Value engineering. Purchasing
research, Vendor relation, and selection of vendors. Materials requirement Planning (MRP)-An overview.
UNIT 3: Production Planning & Control
Production Planning, Production control. Assembly line balancing, types of production and production system, maintenance
management. Work study and work design, productivity and methods of improvement.
UNIT 4: Quality Management
Quality mgt. as a corporate strategy, statistical methods & process controls, control charts, acceptance sampling, total quality
mgt. (TQM), Kaizen, motivation in quality mgt. ISO 9000 & 14000 series. 'just in time' production.
UNIT 5: Introduction to Operation Research
Linear programming, simplex methods, Big-M method, Two-phase method. Definition and distinction between CPM and
PERT, network diagram and time calculation.
Suggested Readings:
1. Production and Operation Management : C.B. Gupta
2. Production and Operation Management : Chunnawala
3. Production and Operation Management : O.P. Khanna
4. Modern Production & Operation Management : Edwin S. Bufa
5. Production and Operation Management : Adam, Ebert

COURSE 403 : FINANCIAL MANAGEMENT

UNIT-1: Introduction
Nature & Scope of Financial Management, finance function, profit/wealth maximization, functions of financial managers,
Concept of time value of money, sources of finance-short term and long term sources and share debenture, term loans, GDR,
mutual fund, venture capital financing. Short term sources.
UNIT-2: Capital Budgeting
Meaning, objectives, nature of investment decisions, Pay Back Method, Net present value method, Profitability index,
Internal rate of return method
UNIT-3: Cost of Capital
Introduction, significance, concept, cost of component of capital, capital asset pricing model, weighted average cost of
capital.
UNIT-4: Management of Working Capital
Working capital management, meaning, scope, importance, determinants and sources, approaches of working capital
management of cash, inventories and receivables.
UNIT-5: Capital Structure
Capitalization: meaning, importance, over capitalization, under capitalization & optimum capitalization, Capital structure-
meaning, forms and determinants of capital structure, operating and financial leverage, planning the capital structure by
EBIT-EPS analysis.
Suggested Readings:
1. Financial Management : Khan & Jain
2. Financial Management : I.M. Pandey
3. Financial Management : R.S. Kulshrestha
4. Financial Management : Prasanna Chandra
5. Financial Management : Shashi K. Gupta
 COURSE 404 : MARKETING MANAGEMENT
UNIT-1: Introduction
Marketing: nature, meaning, scope, concepts, orientation towards market, marketing mix. Customers value & satisfaction-
concepts & delivery. Marketing environment: needs, trends in macro environment and micro environment forces.
Introduction to strategic marketing.
UNIT-2: Market Segmentation
Segmentation- concept of market segmentation, patterns and Process of Segmentation, Segmenting consumer Markets,
Market Targeting, Positioning concept and types.
UNIT 3: Concept of Product and Branding
Product: concept, product level hierarchy, classification of products, product mix, product line, product life cycle, product
positioning. Brand: concept, challenges, brand equity, brand repositioning.
UNIT-4: Distribution & Pricing
Marketing Channels: Nature of Marketing Channels, Channel Functions and Flows, Channel Design and Management,
Channel dynamics, Pricing: objectives, factors influencing pricing, basic methods of Pricing and pricing strategies
UNIT-5: Promotion & Marketing Program
Promotion: promotional mix, managing advertisement- objectives, budget, message. Media planning & sales promotion
tools.
Suggested Readings:
1. Marketing Management : Philip Kotler
2. Principles of Marketing : Kotler & Arms
3. Marketing Management : C.B. Gupta
4. Marketing Management : Sherlekar
5. Modern Marketing Management : Dawar
6. Marketing Management : Stanton

COURSE 405 : MIS & E-COMMERCE

UNIT-1: Decision Making and MIS
Structured and unstructured decisions, foundation of information systems-types of information, MIS & DSS, operating
elements of information systems, structure of information system, evaluation of information system, typical information
system.
UNIT-2: System Analysis & Design
System concepts, System concepts applied to MIS, distinction between physical system and information system, design
consideration, online and distributed environment, multi programming, multi processing, real time system.
UNIT 3: Data Communication and Networking
Fundamental communication concept, Networking-concept, LAN, Network topologies, types of switching.
UNIT 4: E-commerce
Concept, importance, recent trends, problems, internet tools & techniques, legal and security issues of e-commerce.
UNIT 5 : Recent Trends in IT
ERP, Business process re-engineering, emerging trends in IT,
Suggested Readings:
1. E-commerce : Bajaj & Nag
2. Management Information System : Davis & Olson
3. Management Information System : Jawedkar

COURSE 406 : SALES MANAGEMENT

UNIT-1:
Introduction, meaning, concepts and principles of sales, distinction between marketing, selling and retailing, sales
organisation-its forms and its relationship with others functionaries of sales department.
UNIT-2:
Sales manager: his role, qualities, duties and function. Sales force-types of salesmen, duties and responsibilities of salesmen,
selection and training and remuneration of salesman.
UNIT 3:
Supervision of sales force-motivation and evaluation of the sales force, sales territories, Quotas and reports, sales
conferences and conventions.
UNIT 4:
Sales Promotion: concept and importance, types of sales promotion, factor influencing sales promotion, integrated approach
to sales promotion, sales demonstration-its techniques and advantages.
UNIT 5 :
Prospecting the customers: meeting, characteristics, types of prospects, buying behaviour and pattern, buyers motivation,
meeting buyer resistance. Methods of handling objections of the prospects-closing a sale and its techniques, after sales
service.
Suggested Readings:
1. Introduction to Sales Management : R. Tosldal
2. Salesmanship : C.A. Kirkpatrick
3 Marketing Management : Philip Kotler