PM INTRODUCTION

Promotion mix: It refers to all the decisions related to promotion of sales of products and services. The important decisions of promotion mix are selecting advertising media, selecting promotional techniques, using publicity measures and public relations etc. There are various tools and elements available for promotion. These are adopted by firms to carry on its promotional activities. The marketer generally chooses a combination of these promotional tools. Following are the tools or elements of promotion. They are also called elements of promotion mix: 1. Advertising 2. Sales promotion 3. Personal selling 4. Public relation 1. Advertising: Advertisement can be defined as the “paid form of non-personal presentation and promotion of idea, goods or services by an identified sponsor”. It is an impersonal presentation where a standard or common message regarding the merits, price and availability of product or service is given by the producer or marketer. The advertisement builds pull effect as advertising tries to pull the product by directly appealing to customer to buy it. From the above definition we can find that the three distinct features of advertising are: 1. Paid Form: The sponsor has to pay for advertising he has to bear a cost to communicate with customers. 2. Impersonality: There is no face to face contact between customers and advertiser. It creates a monologue and not a dialogue. 3. Identified Sponsor: Advertisement is given by an identified company or firm or individual.

promotion management

II – MBA Promotion Management



Explain the different steps involved in communication process.

What are the factors deciding in promotion mix?

What are the principles of personal selling?

Explain the different steps in selling process.

How to evaluate in personal selling?

What are the different models of Negotiation?

Explain the objectives of advertisement.

Highlight the importance of advertisement.

Explain the different classification of advertisement.

What are the major steps in planning an advertising campaign?

Do you think advertising an investment? Discuss.

Explain the elements of advertising scheduling.

Explain the key factors influencing media planning.

Evaluate critically the role played by different media of advertisement.

What are the principles of advertising copy?

Explain the different styles of advertising copy.













P.K.R ARTS COLLEGE FOR WOMEN, GOBI

II-M.B.A MID-SEMESTER EXAMINATIONS – September 2015

INTEGRATED MARKETING COMMUNICATION (PROMOTION MANAGEMENT)

TIME: 3 HRS MAX. MARKS: 75

ANSWER ANY FIVE QUESTIONS SECTION-A (5*6=30)

1. What are the factors influencing in promotion mix?

2. Discuss the various types of personal selling.

3. Explain the objectives of advertisement.

4. Highlight the importance of advertisement.

5. What are the major steps in planning an advertising campaign?

6. Explain the elements of advertising scheduling.

7. Explain the key factors influencing media planning.

ANSWER ANY THREE QUESTIONS SECTION-B (3*10=30)

8. Explain the various steps in communication process.

9. Explain the different classifications of advertisement.

10. What are the various steps involved in selling process?

11. Evaluate critically the role played by different media of advertisement.

12. What are the principles and styles of advertising copy?

CASE STUDY – COMPULSORY SECTION-C (1*15=15)



13. “Money spent on advertisement is an investment”. Do you agree?

Give reason for your answer.















P.K.R ARTS COLLEGE FOR WOMEN, GOBI

II-M.B.A MID-SEMESTER EXAMINATIONS – JULY 2015

INTEGRATED MARKETING COMMUNICATION(PROMOTION MANAGEMENT)

TIME: 3 HRS MAX. MARKS: 75

ANSWER ANY FIVE QUESTIONS SECTION-A (5*6=30)

1. What are the factors influencing in promotion mix?

2. Explain the objectives of personal selling.

3. Discuss the various types of personal selling.

4. Do you think advertisement is an investment – Discuss.

5. Write detail note on “ strategy six”

6. Explain the different tactics in Negotiation

7. What are the principles of personal selling?

ANSWER ANY THREE QUESTIONS SECTION-B (3*10=30)

8. Explain the various steps in communication process.

9. Critically examine the tools of promotion mix.

10. What are the various steps involved in selling process?

11. How to evaluate the personal selling?

12. Explain the different types of sales force compensation.

13. Highlight the different models of Negotiation.

14. What are the different types of CRM?



CASE STUDY – COMPULSORY SECTION-C (1*15=15)

15. “Money spent on advertisement is wasteful”. Do you agree?

Give reason for your answer.

marketing

P.K.R ARTS COLLEGE FOR WOMEN, GOBI II-M.B.A MID-SEMESTER EXAMINATIONS – JULY 2015 INTEGRATED MARKETING COMMUNICATION(PROMOTION MANAGEMENT) TIME: 3 HRS MAX. MARKS: 75 ANSWER ANY FIVE QUESTIONS SECTION-A (5*6=30) 1. What are the factors influencing in promotion mix? 2. Explain the objectives of personal selling. 3. Discuss the various types of personal selling. 4. Do you think advertisement is an investment – Discuss. 5. Write detail note on “ strategy six” 6. Explain the different tactics in Negotiation 7. What are the principles of personal selling? ANSWER ANY THREE QUESTIONS SECTION-B (3*10=30) 8. Explain the various steps in communication process. 9. Critically examine the tools of promotion mix. 10. What are the various steps involved in selling process? 11. How to evaluate the personal selling? 12. Explain the different types of sales force compensation. 13. Highlight the different models of Negotiation. 14. What are the different types of CRM? CASE STUDY – COMPULSORY SECTION-C (1*15=15) 15. “Money spent on advertisement is wasteful”. Do you agree? Give reason for your answer.

வேலை தேடுதலில் நெட்வொர்க் என்பதன் பயன்பாடு ------------------------------------------------ வேலை தேடும் போராட்டத்தில் பல முரணான விஷயங்களை பலரும் எதிர்கொண்டிருப்பார்கள். இந்த விஷயங்கள், அவர்களுக்கு, சோர்வையும், வெறுப்பையும் தரக்கூடியாதாகவும் இருக்கும். உதாரணமாக, ஒருவர், புதிதாக படித்து முடித்த பட்டதாரி என்றால், அவர் விண்ணப்பிக்கும் நிறுவனம், நாங்கள் அனுபவசாலிகளைத் தேடுகிறோம் என்று சொல்லி, அவர் விண்ணப்பத்தை நிராகரிக்கும். அதேசமயத்தில், அனுபவமுள்ள ஒருவர், ஒரு நிறுவனத்தில் குறிப்பிட்ட பணிக்காக விண்ணப்பித்தால், அந்நிறுவனம், நாங்கள் புதியவர்களைத்தான் தேடுகிறோம். இப்போதைக்கு அனுபவசாலிகள் தேவையில்லை என்று சொல்லி அவரை நிராகரிக்கும். எனவே, இதுபோன்ற சூழல்களை சமாளிக்க, ஒருவர், தனக்கான வேலை தேடுவோர் நெட்வொர்க்கை உருவாக்க வேண்டும் அல்லது அதுபோன்றதொரு நெட்வொர்க்கிலோ அல்லது ஒன்றுக்கும் மேற்பட்ட நெட்வொர்க்கிலோ இணைதல் வேண்டும். அப்போதுதான், பணி தேடும் செயல்பாடு சுலபமானதாக இருக்கும். சரியான நெட்வொர்க் இல்லாமல் வேலை தேடும் ஒருவர், ஒரு வாரத்திற்கு சில நிறுவனங்களையே அணுக முடியும். இதன்மூலம், அவரின் பணியின்மை காலம் நீடித்துக்கொண்டே செல்லும். சிலர் ஆண்டுக்கணக்கில் கூட, வேலையின்றி இருப்பதை நாம் பார்த்திருப்போம். ஆனால், நெட்வொர்க்கில் இருக்கும் ஒரு நபர், நிறைய நிறுவனங்களை அணுகும் வாய்ப்பைப் பெறுகிறார். கூச்சமும், தயக்கமும் வேண்டாம் -------------------------------- சிலருக்கு அதிக கூச்சமும், தயக்கமும் இருக்கும். சிலருக்கு தாழ்வு மனப்பான்மையும் இருக்கும். அவர்களைப் போன்றவர்கள், மீட்டிங், நேர்முகத் தேர்வு மற்றும் ஈ-மெயில் அனுப்புவது போன்ற சிறிய விஷயங்கள் ஆகியவற்றைக் கூட, முடிந்தளவு தவிர்க்கவே பார்ப்பார்கள். அவர்களைப் போன்ற நபர்கள், இன்றைய போட்டி உலகில், நிச்சயம் காணாமல் போய்விடுவார்கள். எனவே, ஒருவர் கடினமாக முயற்சி செய்து, தனது கூச்ச சுபாவத்தையும், தயக்கத்தையும் கைவிட வேண்டும். பிற நபர்களோடு பேசுவதை சந்தோஷமாக உணர வேண்டும் மற்றும் தயக்கமின்றி பேச வேண்டும். இதுபோன்ற மனோநிலையை வளர்த்துக்கொண்டால், எளிதில் பணி வாய்ப்புகளைப் பெறலாம். புதிய மனிதர்களை சந்தித்து நண்பர்களாக்கி கொள்கையில், எப்போதுமே எதிர்மறை எண்ணத்தை வைத்திருக்கக்கூடாது. அதாவது, நாம் சந்திக்கும் நபர்கள், எங்கே நமக்கு உதவப் போகிறார்கள், எல்லாம் வீண் என்ற எண்ணம் தவறு. நீங்கள் ஒரு 25 பேரை சந்தித்தால், அதில், குறைந்தது ஒரு 3 பேராவது உங்களுக்கு ஏதேனும் ஒரு வகையில் உதவக்கூடியவராக இருப்பார். சமயத்தில், நீங்கள் எதிர்பாராத நபரிடமிருந்தெல்லாம் உதவியைப் பெறுவீர்கள். அதேசமயம், நீங்கள் மிகவும் எதிர்பார்த்த நபர் உங்களுக்கு எதுவும் செய்யாமல் போகலாம். வாழ்க்கை என்பதே அப்படித்தான். திருப்பங்களும், ஆச்சர்யங்களும் நிறைந்தது. வேலை தேடும் செயல்பாட்டில் உதவக்கூடிய முக்கியமான 4 நெட்வொர்க் விபரங்கள் ----------------------------------------------------------------------------- * உங்களின் நெருங்கிய நண்பர்கள் மற்றும் நன்கு தெரிந்தவர்கள் * உங்களின் உறவினர்கள் மற்றும் உறவினர்களின் நண்பர்கள் * உங்களின் தொழில்முறை சங்கம். நீங்கள் எந்த துறையை சார்ந்தவராக இருந்தாலும் சரி, அதற்கென்று லாபநோக்கமற்ற ஒரு சங்கம் இருக்கும். அந்த சங்கத்தில் உங்களை உறுப்பினராக இணைத்துக்கொள்வதன் மூலமாக, உங்களுக்கு பல நன்மைகள் கிடைக்கும். அந்த சங்கத்தின் உறுப்பினர்கள் சிலர், பெரிய பதவிகளில் இருப்பார்கள் என்பதையும் மறத்தல் கூடாது. * உங்கள் பகுதியில், ஆன்மீகம் மற்றும் சமூகப் பணிகளை மேற்கொள்வதற்கென்று, சில அமைப்புகள் இருக்கலாம். வழிபாட்டு இடங்களைப் பராமரித்தல் மற்றும் சமூக சேவைகளை மேற்கொள்ளுதல் உள்ளிட்ட பணிகளில் அந்த அமைப்புகள் ஈடுபட்டிருக்கும். எனவே, அதுபோன்ற அமைப்புகளிடம் நீங்கள் கொண்டிருக்கும் தொடர்புகளும்கூட, சில நேரங்களில் உங்கள் வேலைதேடும் செயல்பாட்டில் உதவி புரியும். மேலும், நீங்கள் யாரிடமாவது சிறிய உதவி பெற்றாலும்கூட, அவருக்கு குறைந்தபட்சம் தொலைபேசி மூலமாகவாவது நன்றி சொல்ல மறத்தல் கூடாது. மேலும், சற்று பெரியளவிலான உதவியாக இருந்தால், நன்றி தெரிவித்து ஒரு கடிதமே எழுதலாம். இதன்மூலம், நீங்கள் எளிதில் மனிதர்களை கவரலாம். மேலும், இன்னும் பல பெரிய வாய்ப்புகள் வந்தாலும், உங்களின் நன்றியால் கவரப்பட்ட மனிதர்கள், அந்த வாய்ப்புகளைப் பற்றி உங்களுக்கு சொல்ல வேண்டும் என்று தூண்டப்படுவார்கள். வேறு சில ஆலோசனைகள் ------------------------- நீங்கள் வேலை தேடுதல் தொடர்பாக, ஏற்படுத்திக்கொள்ளும் பழக்கங்கள் நீடித்த அம்சம் கொண்டதாக இருக்க வேண்டும். வெறுமனே அவசரப்பட்டு, ஒன்றிலிருந்து மற்றொன்று என்று தாவிக்கொண்டே இருத்தலானது, உங்களின் நோக்கத்தையே சிதறடித்துவிடும். நெட்வொர்க் குழுவை சாதாரணமாக எடுத்துக்கொள்ளக்கூடாது. நேரம் கிடைக்கையில், நீங்கள் யார் யாரிடமெல்லாம் பேசினீர்கள் என்பதைப் பற்றி நினைவிற்கு கொண்டுவர வேண்டும். இதன்மூலம், சரியான நேரத்தில் சரியான நபரை நீங்கள் அடையாளம் காண முடியும். நீங்கள் நெட்வொர்க் நபர்களிடம் பேசும்போது, ஆர்வத்துடனும், இன்முகத்துடனும் நடந்துகொள்ள வேண்டும். ஏனெனில், இந்தத் தன்மை, வெறும் வேலைக்காக மட்டுமின்றி, வாழ்க்கை முழுவதற்குமான செயல்பாட்டில் ஒரு நபருக்கு பேருதவி புரியும். நீங்கள் உரையாடலில் காட்டும் ஆர்வம்தான், உங்கள் எதிர் நபரை, உங்களின்பால் கவனம் காட்டத் தூண்டும். நெட்வொர்க் என்பதையே, உங்கள் திறன்களை விற்பனை செய்யும் செயல்பாடு என்று நினைத்து விடாதீர்கள். உங்களின் பொது சமூக தொடர்பை அதிகரிக்கும் செயல்பாடே நெட்வொர்க் ஆகும். நெட்வொர்க் செயல்பாடு என்பது, வெறுமனே வேலை பெறுவதற்காக மட்டுமே மேற்கொள்ளப்படும் சுயநல செயல்பாடு என்பதல்ல. அப்படி நினைத்தலும் கூடாது. இது புதிய மனித உறவுகளை பெறும் ஒரு செயல்பாடும்கூட. இதன்மூலம், இந்த உலகம் எப்படி போட்டி நிறைந்ததாக உள்ளது மற்றும் மனிதர்கள் எப்படி வெற்றிகொள்ள போராடுகிறார்கள் என்பன போன்ற தகவல்கள் கிடைக்கும். நீங்கள் ஒரு நெட்வொர்க் நபரிடம் ஏதேனும் ஒரு தகவலுக்காகவோ அல்லது உதவிக்காகவோ தொடர்புகொண்டு, அவரிடமிருந்து தெரியாது அல்லது தற்போது இயலாது என்ற பதில் வந்தால், அதற்காக உடனே தொடர்பை துண்டித்தல் கூடாது. ஏனெனில் அந்த மனிதரின் சூழல் அப்போதைக்கு வேறுமாதிரி இருக்கலாம். எனவே, அந்த சூழலில், எனக்காக உங்கள் நேரத்தை ஒதுக்கியமைக்கு நன்றி என்று சொல்லி அவரை மகிழ்விக்க வேண்டும். இதன்மூலம், அப்போது இல்லையென்றாலும், வேறு சமயங்களில் அவரால் உங்களுக்கு சில நன்மைகள் கிடைக்கலாம். வேலைதேடும் நெட்வொர்க் அம்சத்திலிருந்து, உடனடியாக பலன்களை எதிர்பார்ப்பது கூடாது. சில சமயங்களில் உடனடி பலன்கள் கிடைத்தாலும், பல சமயங்களில் சிறிது காத்திருக்க வேண்டும். ஆனால், எந்த சமயத்திலும் நம்பிக்கையை மட்டும் இழந்துவிடக்கூடாது. ஏனெனில், நெட்வொர்க் குரூப் மூலமாக, வெறுமனே வேலை வாய்ப்புகளை மட்டுமே நீங்கள் பெறுவதில்லை. மாறாக, ஒரு புது பணி தொடர்பான உறவுக் குழுக்களையே பெறுகிறீர்கள். நெட்வொர்க்கிங் என்பதன் தத்துவம் ------------------------------- ஒரு மாங்காயை வீழ்த்த பல கற்களை நாம் எறிய வேண்டியுள்ளது. எனவே, பல நெட்வொர்க் தொடர்புகளை நாம் பேண வேண்டியதும் அவசியமாகிறது. நெட்வொர்க் மூலம் ஒரு பணி வாய்ப்பை பெற்றதும், பலர் நெட்வொர்க் தொடர்புகளையே மறந்து விடுகிறார்கள். சிலர் மட்டுமே பழைய நண்பர்களோடு, தொடர்ந்து தொடர்பில் இருக்கிறார்கள். ஏனெனில், இன்றைய யுகத்தில், ஒரே பணியில் காலம் முழுவதும் இருப்பதென்பது சவாலான விஷயமாகவே உள்ளது. அது பழைய கலாச்சாரம் என்பதாக ஆகிவிட்டது. எனவே, நெட்வொர்க் தொடர்பை தொடர்ந்து பேணி காப்பதன் மூலமாக, புதிய புதிய நன்மைகள் நமக்கு தொடர்ந்து கிடைத்துக்கொண்டே இருப்பதோடு, மனித உறவுகளை மதிப்பதன் மாண்புகளையும் பெறலாம். * நெட்வொர்க் செயல்பாடு, உங்களின் வேலையில்லாத காலஅளவை குறைக்கும். * உங்களை செயல்பாட்டுத் திறத்துடனும், சுறுசுறுப்பாகவும் வைத்திருக்கும். * வேலை வாய்ப்பு சந்தையைப் பற்றிய புதுப்பிக்கப்பட்ட அறிவை உங்களுக்கு வழங்கும். * உங்களுக்கான எதிர்கால வாய்ப்புகளை பெறுவதற்கு உதவிபுரியும்.

generaltips

வாழ்வில் வெற்றியடைய விரும்பினால்...- எழுத்தின் அளவு : தனக்கான ஒரு எதிர்கால தொழில்துறையைத் தேர்ந்தெடுப்பது, ஒவ்வொரு மாணவருக்கும் பெரிய சவாலாகவே எப்போதும் திகழ்கிறது. ஏனெனில், பலரால் விரும்பப்படுவது, பலரால் பரிந்துரைக்கப்படுவது, வருமானம் அதிகம் வருவது, பல கல்வி நிறுவனங்கள் குறிப்பிட்ட துறை சார்ந்த படிப்பிற்கே முக்கியத்துவம் கொடுப்பது போன்ற நெருக்கடியான அம்சங்களைத் தாண்டி, ஒரு மாணவர், தனது விருப்பம் மற்றும் தன்னுடைய பிறவித் திறமை ஆகியவற்றின் அடிப்படையில் ஒரு துறையை தேர்வு செய்வதென்பது சவாலான மற்றும் மனோதிடம் தேவைப்படும் ஒரு செயல்பாடாகும். எத்தனை புற அம்சங்கள் இருந்தாலும், தனக்கான எதிர்காலத் துறையைத் தேர்ந்தெடுப்பதில், ஒரு மாணவர், தன் விருப்பம் மற்றும் உள்ளார்ந்த திறனுக்கே முக்கியத்துவம் கொடுக்க வேண்டும். அப்போதுதான் நாம் நினைத்தப்படி திருப்தியான வாழ்க்கையை வாழ முடியும். இதுதொடர்பான சில ஆலோசனைகள் இங்கே வழங்கப்பட்டுள்ளன. விருப்பமே முக்கியம் ஒருவர் தனிப்பட்ட முறையில் வாழும் சந்தோஷமான மற்றும் திருப்தியான வாழ்க்கையானது, அவரது பணி திருப்தியையே பெரிதும் சார்ந்துள்ளது. தான் செய்யும் பணியை விரும்பி மேற்கொள்ளும் ஒருவர், தனது வாழ்க்கையையும் விரும்புகிறார். நீங்கள் விரும்பித் தேர்ந்தெடுக்கும் பணியானது, வருமானம் குறைந்த ஒன்றாகவும் இருக்கலாம். வருமானம் குறைவு என்பதற்காக ஒருவரின் இயல்பார்ந்த விருப்பத்தை மாற்றிக் கொள்ளுதல் என்பது கடினம். வேண்டாத வேலையும்கூட. வருமானத்தைப் பெருக்குவதற்கு வேறு மாற்று வழிகளைக்கூட உருவாக்கிக் கொள்ளலாம். ஏனெனில், பணத்தால் மட்டுமே ஒருவருக்கு சந்தோஷத்தைக் கொடுத்துவிட முடியாது. எனவே, பணத்தின் அடிப்படையில் மட்டுமே, வருங்காலத் தொழிலை தேர்வு செய்வதை தவிர்க்க வேண்டும். இல்லையெனில், பலவிதமான உளவியல் சிக்கல்களை எதிர்கொள்வதோடு, இடையிலேயே தொழிலை மாற்றும் நிலைக்கு தள்ளப்பட்டு, காலங்கள் வீணாகும் சூழ்நிலை ஏற்படும். உள்ளார்ந்த திறன் ஒருவர் பிறப்பிலேயே, மரபுவழியில் பல உள்ளார்ந்த ஆற்றல்களைப் பெற்றிருப்பார். ஒருவருக்கு வரலாறு, தத்துவம், அரசியல் உள்ளிட்ட விஷயங்கள் என்றால் மிகவும் பிடிக்கும். அதைப் புரிந்துகொள்வதும் அவருக்கு எளிது. சிலருக்கு இலக்கியம் என்றால் உயிர். சிலருக்கு தொழில்நுட்பம் என்றாலே அலாதி விருப்பம். சிலருக்கோ, மருத்துவ ஆராய்ச்சியில் ஆர்வம். இப்படி, பலவாறாக இருக்க, இந்த சமூகம் பல சமயங்களில் அதைப் புரிந்துகொள்வதில்லை. பெற்றோர் தங்கள் பிள்ளைகளின் இயல்பாற்றலை அறியாமலேயே, சமூகத்தில், வருமானத்தின் பொருட்டு, பிரபலமாக இருக்கும் சில படிப்புகளில் சேரச் சொல்லி கட்டாயப்படுத்துகிறார்கள் (உதாரணம் - மருத்துவம், பொறியியல் போன்ற படிப்புகள்). விருப்பமில்லாத மற்றும் உள்ளார்ந்த ஆற்றல் இல்லாத துறைகளில் ஈடுபடுபவர்கள், எதையும் சாதிக்க முடியாமல், வாழ்க்கையை வெறுமனே வாழ்ந்துவிட்டு போய்விடுகிறார்கள். எனவே, பெற்றோர்கள் கொஞ்சம் யோசித்து செயல்பட வேண்டும். இலக்கை நிர்ணயித்தல் லட்சியத்தை அடைய, இலக்கு நிர்ணயம் செய்வதென்பது, ஒரு மிகுந்த முக்கியத்தும் வாய்ந்த செயல்பாடாகும். சரியான இலக்கின் மூலமே, நமது கனவை நனவாக்க முடியும். உலகின் மிகப்பெரிய சாதனையாளர்கள் அனைவரும், சரியான ஒரு இலக்கை நிர்ணயம் செய்து, அதன்படி செயல்பட்டே தங்களின் லட்சியத்தை அடைந்தார்கள். இலக்கு நிர்ணயித்தல் என்பது, விரிவான செயல்திட்டம் வகுத்தலாகும். லட்சியத்தை அடைவதற்கான வழிமுறைகள், அதற்கான காலஅளவு, இன்னின்ன காலத்தில் இன்னின்ன முயற்சிகள், தேவைப்படும் மாற்றங்கள், சரியான நபர்களின் ஆலோசனைகள், ஏற்படும் தடைகளை களைவதற்கான வழிமுறைகள், சோர்ந்து போகாமல் இருப்பதற்கு தேவையான மனோதிடத்தை தக்கவைப்பதற்கான ஆலோசனைகளைப் பெறுதல், லட்சியத்தை அடைவதற்கான முழு காலஅளவு போன்ற அனைத்து விஷயங்கள் பற்றியும் திட்டமிட்டு முடிவெடுத்தலே இலக்கு நிர்ணயித்தலாகும். தெளிவான முறையில் இலக்கு நிர்ணயித்தப் பின்னர், தாமதமின்றி செயல்படத் தொடங்க வேண்டும். எதுவும் எளிதல்ல... நீங்கள் ஒரு லட்சியத்தை நிர்ணயித்து, அதை அடைவதற்கான செயல்பாட்டில் ஈடுபடத் தொடங்குகையில், உங்களுக்கான பயணம் பெரும்பாலும் இலகுவானதாக இருக்காது. பலவிதமான தடைகள், மன உளைச்சல்கள், பலரின் எதிர்மறை கருத்துக்கள், உடலியல் உபாதைகள், திட்டமிட்ட காலத்தைவிட, அதிக காலம் செலவாதல், எதிர்பார்த்த எளிய வாய்ப்புகள் கிடைக்காமல் போதல் போன்ற எத்தனையோ தடைகளை எதிர்கொள்ள நேரிடும். ஆனால் அதற்கெல்லாம் சோர்ந்துவிட்டால், நிச்சயம் நினைத்ததை அடைய முடியாது. உங்களின் நண்பர்கள் ஜாலியாக பொழுதைக் கழித்துக் கொண்டிருக்கையில், நீங்கள் படிக்க வேண்டியதிருக்கலாம். ஆனால் அந்த ஜாலி நிரந்தரமல்ல என்பதை நீங்கள் நினைவில் கொள்ள வேண்டும். எந்த லட்சியமும் உடனடியாக அடையப்பட்டதல்ல. பல நாள் முயற்சியில், பல ரணங்களுடன் அடையப்பட்டவையே. பல சாதனையாளர்களின் பேட்டிகளைப் படிக்கையில் இதனை நாம் அறிந்து கொள்ளலாம். ஒவ்வொரு துறையில் சாதனைப் புரிந்தவர்களும் தாண்டி வந்த தடைக்கற்கள் பல. பள்ளிப் படிப்பை முடிக்கவே சிரமப்பட்டவர்கள் ஐஏஎஸ் ஆனதுண்டு. அனைத்து வாய்ப்புகளும் கிடைத்தவர்கள், கோட்டை விட்டதுமுண்டு. தளராத மனவுறுதியுடன், விடாத முயற்சியை மேற்கொள்பவரே, இறுதியில் வெற்றியாளராக ஜொலிப்பார் என்பதே உலக உண்மை. இதை உணர்ந்தவருக்கு கவலையில்லை.

qualities of good teacher

1 Passion
Without this, it is impossible to become a great teacher. If you don’t love your subject, how can you expect your students to? I don’t think this is an issue for most teachers. Still, it is always important to emphasize. Sure, your students will think you’re crazy when you talk about fractions with a look usually reserved for spectator sports, but in the end your enthusiasm rubs off. Never be afraid to love something and show it.

#2 Creativity
With the onslaught of standardized testing and curriculum this might be getting harder, but it is still very important. Regardless of discipline, creativity is paramount. Sure, you can be a good teacher by taking prepackaged material and efficiently transmitting it. But you can’t be a great one. To be a great teacher, you have to be ready to develop custom, creative lesson plans and projects. You have to have an arsenal of techniques. You need to be a problem-solver. You get the idea. If you don’t, pop into your average commencement address and you’ll hear plenty about this.

#3 Flexibility
Students have complex lives, as do you. If everything is set in stone, you’ll eventually crack. When an A student fails a test, you have to be ready to be flexible. Likewise, you should make yourself available to students for help as much as possible and publicize that fact. If students don’t know you’re available or have office hours, they won’t come and will just struggle through key concepts. Realize that learning is not static and you can’t be either.

#4 Integrate
I am a firm believer in integrated curriculum and content. Life isn’t in isolated boxes, so learning shouldn’t be either. I often hear the complaint that there isn’t support from administration or other teachers. To that, I say “So what?” Even if you’re the only one integrating across disciplines, even if the other discipline wants nothing to do with you, still do it. My math teacher once spent an entire class investigating the application of logarithms in music: complete with a working string instrument. If this seems hard, just take baby steps: try to integrate another discipline for just one lesson and go from there.

#5 Connect
Information can’t be transmitted without a solid connection, and neither can knowledge. You need to form a connection with each and every student. Technically speaking, the knowledge has to form a connection to the student, but you are the representation and medium of that knowledge. Find out what students passions are, and show them how the knowledge connects to them. To do this well, you have to be interesting. Your subject should be your passion, but not your only one. Play an instrument, learn to program, or coach a soccer team: it shows you have something in common with students and helps you to form a connection. Connect these passions back to your subject, and share those connections with your students. Be sure to drop these connections into lessons, fast and furious. Also, appeal to a variety of students. A music reference does nothing for me, but a computer science reference has my interest piqued. (The opposite for other students) You need to connect with students, and to connect you need something to connect with.

welcome

RECOMMENDED FORMAT "Ladies and gentlemen, we're in for a real treat tonight. Our guest speaker is a man who has been the driving force behind this project for many years. He is the person who knows the whole history of how we got to where we are today: the stories, the challenges and the little known secrets. Not only that but he's a very entertaining speaker. Please join me in giving a very warm welcome to Stan Smith".

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Mr.M.velumani is a Professor in the area of Finance and Accountin He is pursuing Ph.D.. in Business Consolidation.He has a rich academic experience spanning over 13 years starting from 1998. His areas of interest are International Financial Management, Security Analysis & Portfolio Management, Accounting and Finance. He has guided five research scholars in M.Phil level. He has served as Chairman of mba valuation Board at Bharathiar University, Coimbatore. He has also served as a member of Board of Examiners for many universities..His areas of interest include consumer behaviour and Promotion Management.

How to select the career oriented course

பாடப்பிரிவை தேர்வு செய்யும் முன்..

பொறியியலில் சேர்ந்து படித்து இரண்டாம் ஆண்டில் படிப்பை கைவிட்டுவிட்டேன். எனக்கு அறிவியலில் தான் ஆர்வம் அதிகம் என்று தெரிந்து கொண்டேன் என வழக்கறிஞர் ஒருவர் கூறுகிறார்.



பொறியியலை தேர்வு செய்துவிட்டு, அறிவியலில் ஆர்வம் உள்ளது என்று கண்டறிந்தவர், கடைசியாக இருப்பதோ வழக்கறிஞராக. சில மாணவர்களுக்கு, தாங்கள் தேர்வு செய்திருக்கும் பாடப்பிரிவு தங்களுக்கு ஏற்றது இல்லை என்று தெரிந்ததும், அதனை மாற்றிக் கொள்ள வழி உள்ளது. ஆனால் பலரும், அது தெரிந்தும், வேறு வழியில்லாமல், அப்படிப்பிலேயே தொடரும் நிலை உள்ளது. இதனால் தாங்கள் தேர்வு செய்த படிப்பில் மிளிரவும் முடியாமல், வெளியேறவும் முடியாமல் தவிக்கின்றனர்.



ஒரு சிலரே, தங்களுக்கு ஆர்வமுள்ள பாடப்பிரிவினை முதல் முறையிலேயே சரியாக தேர்வு செய்துவிடுகின்றனர்.



பல மாணவர்கள், பெற்றோரின் வற்புறுத்துதலுக்காவும், நண்பர்கள் எடுக்கும் பாடப்பிரிவை எடுப்பதற்காகவும், உறவினர்கள் சொன்னதற்காகவும், ஏதோ ஒரு பாடப்பிரிவை எடுத்துவிடுகின்றனர்.



பிறகுதான் தெரிகிறது, அந்த பாடப்பிரிவு, அவர்களது ஆர்வத்திற்கு நேர் எதிரானது என்று. பிறகு என்ன செய்வது என்று தெரியாமல் குழம்புகின்றனர். இந்த நிலை உங்களுக்கு வேண்டாம். நீங்கள் தேர்வு செய்யும் பாடப்பிரிவு உங்களுக்கு ஏற்றதா என்பதை முதலில் தீர்மானியுங்கள்.



பாடப்பிரிவும், கல்லூரியும்
மாணவர்கள், எந்தப் பாடப்பிரிவை தேர்வு செய்வது என்பதைவிட, எந்த கல்லூரியில் படிப்பது என்பதையும் முதலிலேயே முடிவு செய்ய வேண்டும். எந்த ருசியான உணவாக இருந்தாலும், அதனை பரிமாறும் விதம் என்று ஒன்று உண்டு அல்லவா? அதுபோலத்தான் கல்லூரியும். சிறந்த கல்லூரியில், படிக்கும் மாணவர்களது எதிர்காலமும் சிறந்த வகையில் அமையும். நண்பர்கள் வட்டம் நன்றாக அமையும். நண்பர்கள் நன்றாக அமைவதே, வாழ்க்கையின் பல வெற்றிகளுக்கு உதவும்.



சில கல்லூரிகளில் படித்தோம் என்று சொன்னாலே அது பெருமைப்படத்தக்க விஷயமாக இருக்கிறது என்றால், கல்லூரியின் தரம் எந்த அளவிற்கு முக்கியமானது என்று கருத்தில் கொள்ளுங்கள்.



அதே சமயம், மிகச் சிறந்த கல்லூரி என்பதால், உங்களுக்குப் பிடிக்காத பாடப்பிரிவில் சேர்ந்துவிடாதீர்கள். என்னதான் சிறந்த கல்லூரியாக இருந்தாலும், எண்களேப் பிடிக்காத மாணவருக்கு கணிதத்தை புரிய வைக்க முடியாது.



எனவே, உங்களுக்கு என்ன பிடிக்கிறது என்பதை பாருங்கள். பாடத்தை படிக்காமல், புரிந்து கொள்ளுங்கள். உங்களுக்குப் பிடித்த விஷயத்தைத்தான் புரிந்து கொள்ள முடியும். பிளஸ் 2 முடிக்கும் போது ஓரளவிற்கு உங்களுக்கு ஆர்வம் உள்ள துறை என்ன என்பது தெரிந்திருக்கும். அல்லது எந்த விஷயத்தில் நீங்கள் சிறப்பாக இயங்க முடியும் என்பதை உணர்ந்திருப்பீர்கள். அதனை நோக்கி உங்கள் பயணம் அமையட்டும்.



உணர்ச்சிக்கு அடிமையாகாதீர்கள்
எப்போதும் ஒரு முடிவை எடுக்கும் முன்பு, மூளை சொல்வதைக் கேளுங்கள். உணர்ச்சி வயப்பட்டு எந்த முடிவையும் எடுக்காதீர்கள். உணர்ச்சிக்கு முக்கியத்துவம் கொடுத்து எடுக்கும் முடிவுகள், பல நேரங்களில் தவறாகவே முடியும். உங்கள் வீட்டில் எல்லோருமே டாக்டர்கள்தான். நானும் டாக்டருக்குப் படித்தால்தான் மரியாதை என்ற உணர்ச்சி வேகத்தில் மருத்துவம் படிக்க முடிவு செய்திருந்தால் அது நிச்சயம் உங்களை பாதிக்கும் முடிவாகவே இருக்கும். ஒருவேளை உங்களுக்கு கம்ப்யூட்டர் துறையில் ஆர்வமிருந்து, நீங்கள் மருத்துவத்தை தேர்வு செய்தால், உங்கள் படிப்பு எப்படி அமையும் என்று சிந்தித்துப் பாருங்கள்.



உலோகம் பற்றியோ, அதனைப் பயன்படுத்துவது பற்றியோ எதுவும் தெரியாமல், நண்பர்கள் எல்லோரும் ஒரே படிப்பை தேர்வு செய்யலாம் என்று நட்பு உணர்ச்சிக்காக மெக்கானிக்கல் இன்ஜினியரிங் எடுத்தால் உங்கள் நிலைமை மோசமாகிவிடும்.



ஆர்வம்தான் முக்கியம்
உங்களுக்கு எதில் ஆர்வம் இருக்கிறது என்று பாருங்கள். அது எழுதுவதாகவோ, இசை, ஓவியம், வடிவமைத்தல், அறிவியல், கம்ப்யூட்டர் என எதுவாகவும் இருக்கலாம். அதற்கு ஏற்ற பாடத்தை தேர்வு செய்து படியுங்கள். மற்றவர்களது பேச்சுகளுக்கு காது கொடுக்க ஆரம்பித்தால் உங்கள் ஆர்வம் தொலைந்து போகும். உங்களுக்குள் ஒளிந்திருக்கும் திறமையை வெளிக்கொண்டு வந்தால்தான், உங்களால் பிரகாசிக்க முடியுமேத் தவிர, மற்றவர்களது ஆசைக்காகவோ, ஆலோசனைக்காகவோ படித்தால் அது சரிவராது.



மற்றவர்களுடன் இனிமையாக பழகுதல் அல்லது பேச்சாற்றல் மிக்கவராக நீங்கள் உணர்ந்தால், தொலைத்தொடர்பு, செய்தி சேகரிப்பு, மனித வள மேம்பாட்டுத் துறை போன்றவற்றைத் தேர்வு செய்யலாம். எப்போதும் எதையாவது எழுதுவதும், கவிதை, கட்டுரை போன்றவற்றை படிப்பதிலும் ஆர்வம் இருப்பின், ஆங்கில இலக்கியம், தமிழ் இலக்கியப் படிப்புகளில் புலமை பெற்று பேராசியராகலாம்.



திரைப்படம் சார்ந்த ஆர்வம் இருக்கும் மாணவர்கள், விஷுவல் கம்யூனிகேஷன் போன்ற பிரிவுகளை தேர்வு செய்யலாம்.



உங்களுக்கு இருக்கும் ஆர்வத்தையும், வாய்ப்பையும் சரியாகப் பயன்படுத்திக் கொள்ளும் மாணவரே வெற்றியாளராகிறார். இதில் ஒன்றையாவது வீணடித்துவிட்டாலும் வாழ்க்கை வீணாகிவிடும். சரியாக, கவனமாக பாடப்பிரிவை தேர்வு செய்யுங்கள். வாழ்த்துகள்.

scope of mba in india

India is one of the many countries that has grown and is still growing rapidly
in the Industrial respect. Thus, the demand as well as popularity of business related courses also took a rapid jump. MBA is one of the most popular as well as widely chosen courses amongst the other entire business related course. This is because MBA has its own values that make it superior to other courses, and hence it has wide scopes and job prospects.

Job Prospect of MBA

After completion of MBA, a wide range of jobs and career prospective are available in the industrial sector. One can easily get jobs of Managerial or executive level after successfully completing their MBA degree. This job acts as the first step of the ladder of success, after which one can reach to the top most position. With growing number of companies and rapid industrialization, the scope of MBA is increasing every single day.

Specifications in Career

After completion of MBA degree, one can work as marketing manager, in which one needs to manage the marketing processes of the company which includes sales, advertisement, and promotion of the products of the company. One can also work as the financial manager, whose responsibility is to control the investment of the capital of the company. Another important post on which one can work after completion of MBA degree is the Human Resource manager. He or she manages the man power of the company, and hence holds one of the most important positions in the company.

Apart from all the above mentioned, posts, there are many other on which a MBA degree holder can work. Thus, the scope of MBA in India is huge, wide and very bright.


Read more here: http://entrance-exam.net/scope-of-mba-in-india/#ixzz1Ky8HCuhb

scope of BBM

Hi, BBM is a basic graduation which provides an overview of business management in a nutshell, it doesn't offer much scope by itself, either in India or elsewhere, unless you follow it up with a good MBA. While you will certainly get a job after completing your BBM degree, you may not find much growth. So you will have to do MBA after BBM to start off as an executive or assistant manager in any of the business organisations, manufacturing companies, export or trading houses, financial concerns, banks, NGOs, PSUs or multinational corporations. In the private sector, promotions are essentially based on your efficiency and enterprise, while in the public sector, seniority is the determining factor. Needless to say, the kind of job you will get and the salary you will be offered will to a large extent depend on the reputation of the B-school you graduate from. All the best.

mba - services marketing

P.K.R.ARTS COLLEGE FOR WOMEN, GOBI
DEPARTMENT OF MANAGEMENT STUDIES
II M.B.A - SERVICES MARKETING - QUESTION BANK
UNIT - I

01. Define Service. Explain the nature and characteristics of service.
02. ‘As service competition intensifies, more marketing sophistication will be needed”-
Discuss .
03. Explain the value of classification in marketing of Services.
04. Explain lucidly the relationship a service organization has with its customers.
05. Explain the various sources of communication in services marketing.
06. Identify the casual factors for the growth of service sector.
07. What do you mean by internationalization of services ?
08. Describe briefly the importance of physical evidence in service marketing.
09. Why are services heterogeneous?
10. Distinguish between product and services.
11. Discuss the application of relationship marketing with respect of different type of
Customers.
12. Examine the gaps in the current service marketing and develop broad guidelines for
Resolving the gaps.
13. ‘Service customers do not switch brands frequently as compared to products’ –
Comment.
14. Classify services and explain various levels of customer contact in service marketing.
15. Explain the salient features of service. How it differs from goods?
16. Explain service segmentation with example.
17. How Visual Cue are important for service providers?
18. Discuss the characteristic features of services. Explain how does marketing of
Services differ from that of consumer goods.
19. Discuss the basis of market segmentation for service organizations. Also explain the
Factors influencing the selection of best basis of segmentation.
20. Explain the service marketing triangle.
21.Describe the important categories of services.
22. Write a note on the classification of services.
23. Differentiate between services and goods.
24. Explain the important features of services and their marketing implications.
25. Examine the factors contributing to the fast growth of the service sector.
26. What do you understand by services marketing? Cite with suitable examples.
27. Examine the relationship between marketing and services markeing.
28. Describe the nature and characteristics of a service marketing.
29. Service marketing often involves tangiblizing the intangible. Provide some examples
In support of the above statement.
30. Why consumers of services tend to be more brand loyal? Explain.
1
31. Why do personal sources of information tend to be more important for consumers of
Services?
32. Discuss the characteristics of successful guarantees.
33. How is technology changing the nature of service?
34. What is the impact of service guarantee on the perceived risk customers experience in
Purchasing services?
35. “Marketing is a vital function in both profit and non-profit organizations” – Discuss.
36. What are the characteristics of services.
37. What is service? Describe the concept of service marketing strategy.
38. Describe the service marketing triangle.
39. Give a brief account of the classification of services.
40. What are the important challenges of service marketing in India?
41. Explain the distinguishing features of services and their marketing implications.

UNIT - II

01. Define positioning. Explain the importance of positioning maps in services
marketing.
02. Explain the importance of managing the customer mix in services marketing.
03. Delineate the major differences in marketing strategies of firms producing goods and
Firms producing services.
04. Explain the contributing factors for the development of service sector in India.
05. How do you explain the concept of market leadership through internet?
06. How process and service delivery are important for service providers?
07. Why do you consider people as another dimension in services marketing mix?
08. Why is it necessary to monitor and measure customer satisfaction?
09. What are the main elements of promotional mix in the context of services marketing?
10. Explain the process of service recovery. How service recovery helps in achieving the
Zero defection?
11. What is service positioning? What are the steps involved in it? Explain.
12. Write a short notes on “Consumer Behaviour in Services”.
13. How will you measure service quality?
14. Narrate the services marketing mix and complete service concept for an event
management company in India.
15. Explain Direct and Franchising mode of distribution in services marketing.
16. Discuss the problems associated with developing competitive differentiation in
services.
17. Discuss the different positioning options available for a theme park, based at
coimbatore.
18. Explain the importance and problems of maintaining quality and consistency in
services.
19. Give a brief account of differentiation and positioning in service marketing.
20. Explain the service marketing mix.
21. Define promotional mix. Design a promotional strategy for service industry
22. What is customer care? How do you ensure quality service in Railways?
2
23. What are the factors that have to be considered in designing a service?
24. Describe the service delivery process.
25. What are the factors that influence customer expectations?
26. Discuss the distraction between zero-defects and Zero defections.
27. List out the components of a service quality information system.
28. Why is the distribution method particularly important in services marketing?
29. What are factors which influence the pricing for services industry? Explain with
Examples.
30. With reference to services, what is meant by expanded marketing mix?
31. What is positioning? Give a brief account of service positioning strategy.
32. Examine the issue of consistency of service quality.
33. Give a brief account of customer support service.

UNIT - III

01. How do you ascertain service quality in Hotel industry?
02. Explain the process of developing service offers in tourism.
03. “ Hotel services heavily depend on the tourism marketing” – Evaluate.
04. What are the various types of supplementary services?
05. List out the need for tourism.
06. Elucidate emerging strategies in tourism marketing.
07. Substantiate Governments policy in tourism development.
08. An Airlines Corporation based at Chennai would like to emphasis on relationship marketing approach. Give suitable suggestions.\
09. Explain about medical tourism.
10. What are the factors to be considered while fixing the price of Air travel?
11. As a marketing consultant, suggest how do you promote tourism industry in developing country like India.
12. What are the salient features of the Tourism product?
13. Describe Typology or type of hotels.
14. Discuss the use of employee uniforms as physical evidence.
15. How can the target by segmented for a hotel industry?
16. What do you understand by Tourism Marketing? Name the different types of users of tourism services.
17. What do you mean by market segmentation? Explain the significance of segmentation in the rail transport services.
18. What are the factors governing demand and supply of the tourism product?
19. Define Hospital. Explain its different types.
20. Discuss the formulation of marketing mix for the hotel industry.
21. State the tourism product and describe its salient features.
22. What are the ways of segmenting the market, by railways?
23. Write a note on the marketing management of road transportation services.
24. Give a brief account of marketing mix for tourism.

3


UNIT – IV

01. Define financial services.Comment on the technological development in marketing financial products in India.
02. Explain how globalization helped to promote the customer care services of insurance and banking services.
03. What is mutual fund?Explain how mutual fund companies differentiate the product offering.
04. Discuss the growth of insurance sector in India.
05. Analyse the online consumer behaviour toward financial products in India.
06. Design a suitable marketing strategy to bank, introducing a brand new saving scheme to school children.
07. Explain factoring. Elucidate the concept of “factoring”. Discuss its merits and demerits.
08. Examine the impact of mutual fund in finance industry of India.
09. Discuss the origin and development of banking industry in the Indian context. Examine the role of banking service in rural segment.
10. Explain the application of marketing mix in banking service.
11. What is the pricing policy significance in the Insurance services?
12. Discuss how insurance companies make their services more easily understood.
13. What is insurance marketing? Explain its present position and future prospects in the
Indian environment.
14. How banking services segment the market?
15. Write a descriptive note on Insurance marketing in Indian environment.
16. Examine the salient features of leasing.
17. Examine the emerging trends in the financial services market in India.

UNIT –V

01. Explain the significance of pricing strategy for a mobile service provider.
02. Narrate the salient features of professional services in India.
03. Discuss the basis on which the non-profit organization can be classified. Explain with examples.
04. Design a promotion mix to promote the services offered by a consultancy firm focusing on mid-size organisations.
05. Explain the marketing planning process in relation to educational services.
06. Describe the role of charities in offering service to the society.
07. Educational service plays vital role in shaping the society. Do you agree or disagree?
substantiate your stand.
08. What strategy is more emphasized in the marketing of a course in an university?
09. What is the Television industry (Entertainment industry) do specifically to address the issue of tangibility of their services?
10. Examine the important challenges of entertainment marketing in India.
11. How would you segment the market for primary education?
4

mba-financial management

P.K.R. Arts College for Women, Gobi.
Department of Management Studies
I-MBA - Financial Management-Question Bank.

UNIT – 1
1. What are the sources of long term finance?
2. Explain the components of Indian Financial System.
3. What are the regulations of SEBI regarding public issues?
4. What are the functions of modern finance manager?
5. How the objective of profit Maximisation is achieved by Finance Managers?
6. What is the regulatory framework governing the Indian Financial System?
7. Define the scope of financial management. What are the basic financial decisions?
8. Briefly explain the role of financial management in the organization.
9. Briefly explain the role of SEBI in capital issues.
10.Describe the major components involved in profit maximization.
11.State the role SEBI in capital issues.
12.What are the SEBI guidelines relating to issue of shares by existing companies?
13. Explain the wealth maximization concept in financial management.
14. Explain the features of any one innovative instrument of long term finance.
15. What are the functions of SEBI?
16. Explain the changing role of the finance manager in a firm.
17. Critically evaluate the capital market development in the recent few years.
18. What are the basic financial decisions? How do they involve risk-return trade-off?
19. Discuss the problems of a Finance Manager in the Management of finance functions in the Indian
context.
20. ”The profit maximization is not an operationally feasible criterion.” Do you agree? Illustrate your
views.
21. Explain the legal framework associated with financial management.
22. Why is analysis of risk-return relationship important in finance decision? Explain risk and return in
relation to inventory decision.
23. Explain the guidelines of SEBI for capital issue.
24. Explain the objectives and functions of financial management.
25. Discuss the features of capital market development in India.
26. Briefly explain what is meant by the risk-return trade-off?

Unit-2

1. What are the areas of conflicts in capital budgeting between NPV and IRR?
2. “The average accounting rate of return fails to give weight to the later cash flows”-Comment on the statement.
3. Explain the nature and concept of capital budgeting.
4. What is meant by IRR?
5. How will you incorporate risk in capital budgeting?
6. Under what circumstances is profitability index superior to NPV? Give an example.
7. How in IRR different from ROI? Give a example.
8. What is meant by capital rationing? Give a example.
9. What is Capital budgeting? Why is it significant?
10. Despite its weaknesses, the payback period method is popular in practice. What are the reasons for its popularity?
11. What are the factors to be considered in capital budgeting decision?
12. What is capital rationing? Why and how it is practiced?
13. Explain the various methods of capital budgeting.
14. What are the merits and demerits of Internal rate of return method?
15. Explain the principal stages involved in the investment appraisal process.

Unit-3

1. How will you calculate the cost of equity capital?
2. How leverage concepts are used in Financial Management?
3. What is an EBIT and EPS analysis?
4. What is the relevance of cost of capital in the corporate investment and financing decisions?
5. What are the different types of leverages?
6. Explain how cost of capital is to be computed for retained earnings.
7. Define cost of capital. Explain its significance in financial decision making.
8. Does financial leverage always increase the earnings per share? Illustrate your answer.
9. What is meant by the concept ‘finance risk’? What is the relationship between leverage and the
cost of capital?
10. Does financial leverage always increase earnings per share? Illustrate your answer.
11. Explain the importance of weighted average cost of capital.
12. Define cost of capital and state importance.
13. Explain the Net operating income approach to capital structure.
14. What are the limitations of using the WACC as a discount rate in investment appraisal?

Unit-4

1. What are the assumptions used on NI approach?
2. What are the different types of dividend policy?
3. Explain net operating income of capital structure theories.
4. Discuss the CAPM theory with its assumptions.
5. Explain NOI approach of capital structure theory.
6. ”The M-M approach is based on unrealistic assumptions”-Evaluate the reality of the assumptions
made by M-M.
7. Explain the nature of the factors which influence the dividend of a firm.
8. What do you understand by Capital structure of a corporation? Discuss the qualities which a sound
capital structure should possess.
9. Explain the assumptions of Net operation income approach.
10. Discuss the guiding principles of capital structure decisions.
11.Explain the factors that determine the capital structure of a firm.
12.Why should a company aim at a balance capital structure?
13.Explain how the Net income approach different from the Net Operating income approach to capital
budgeting.
14. Under what circumstances will issue bonus shares be a better alternative to declaring dividend?
15. What are the assumptions which underline Gardon’s model of dividend effect? Does dividend
policy affect the value of the firm under Gardon’s model?
16. Is there an ideal capital structure? If so, how do firms achieve it?
17.How does dividend policy affect share valuation?
18.Critivcally examine the MM theory on capital structure. What are the assumptions behind this
theory?

Unit-5

1 Draw an operating cycle of working capital for a manufacturing firm.
2. What are the major recommendations of Tandon Committee?
3. What are the factors that determine the working capital of a paper mill?
4. Explain the modern inventory control techniques.
5. Explain the steps involved in investing in inventories. Illustrate with an example.
6. Explain the concept of “working capital flow”, giving examples of transactions that affect working
capital and that do not affect working capital.
7. What are the components of working capital
8. Explain the motives for holding cash.
9. Explain how working capital management policies affect the profitability, liquidity and structural
health.
10. Explain the liquidity profitability trade off in reivables.
11. What is a cash budget? How is it useful for Cash Management?
12. What factors are to be considered which evolving the accounts management policy.
13. Explain the procedure of estimating the working capital requirements of a car manufacturer.
14. Explain the concept pf “working capital flow”, giving examples of transactions that affect working
capital and that do not affect working capital.
15. ”The main objective of inventory management is to minimise cash outlays for inventories” –
Discuss.
16. What methods do you suggest for estimating working capital needs? Illustrate your answer.
17. How should working capital and sunk cost be treated in analyzing investment opportunities
Explain with suitable examples.
18. Explain requirements for effective liquidity management.
19. What are the advantages of a stable dividing policy?
20. Explain the importance of inventory management.
21. Explain how you forecast the working capital needs for a firm.
22. What do you understand by the term working capital?
23. How can outsourcing contribute to effective working capital management?

BBM-FINANCIAL MANAGEMENT IMPORTANT QUESTIONS

FINANCIAL MANAGEMENT
Unit-I
1. Explain the aims of finance function.(6/17)
2. Explain participating & non-participating preference shares.(1/17)
3. Discuss the various objectives of financial management?
(OR)
Evaluate the merits & demerits of alternative goals (9/17)
4. Discuss the importance of debenture finance.(1/17)
5. Discuss the functional areas of financial management.(2/17)
6. Explain the scope of finance function. (4/17)
7. What is wealth maximization?(2/17)
8. Discuss bank finance as a source of short term finance. (1/17)
9. Evaluate the merits& demerits of debentures as a source of long term
finance. (2/17)
10. Discuss the various sources of short term finance for manufacturing company.
(2/17)
11. What are all the sources of ST financing. (8/17)
12. What are all the sources of LT financing. (10/17)
13. Define FM. Explain the function of FM. (1/17)
14. Distinguish between debentures & shares. (2/17)
15. Explain the importance of FM. (3/17)
16. What are the merits & demerits of bank credit? (1/17)
17. Explain the three famous ‘A’s of FM. (1/17)
18. Discuss the salient features of modern approaches to FM. (2/17)
19. State the role of the financial manager & explain his function in an
organization. (3/17)
20. Explain the features of debentures as a source of finance. (1/17)
21. Why profit maximization is criticized & wealth maximization is recommended.
(or)
In what respect, the wealth maximisation is considered a superior
to profit maximization objective? (or)
Discuss the various objectives of financial mgt. (or)
Evaluate the merits & demerits of alternative goals. (Or)
What is wealth & profit maximisation? (1/17)
22. Explain the characteristics of equity shares. (1/17)
23. What is profit maximisation? (1/17)
24. Explain the relationship between FM & other areas of mgt. (1/17)
25. What are the significant features of equity shares? (1/17)
26. What do you understand by financial decisions? Discuss the major financial
decisions. (1/17)
27. Explain the important sources of internal financing. (1/17)
28. What are the merits of ploughing back of profit? (3/17)

II UNIT
1. What are the components of cost of capital? (3/17)
2. Explain the difference classification of cost capital? (3/17)
3. Explain the significance of the cost of capital. (7/17)
4. What are the factors (or) problems in determinants of cost of capital?(4/17)
5. Explain the different classification of cost. (1/17)
6. How will you calculate weighted average cost of capital? (3/17)
7. What is mean by cost of capital? How would you measure the cost of
debenture capital? (1/17)
8. Explain how the cost of equity, cost of retained earnings and
cost of preference share capital can be calculated? (10/17)
9. What are the major instruments of debt capital? Why do companies use
debt capital? What are the limitations on it? (2/17)
10. Define cost of capital. Why it is considered as important? (1/17)
11. What are the limitations of trading on equity? (1/17)
12. What is leverage? Explains the different types of leverage. (1/17)





III UNIT
1. Explain the NI approach to capital system. (4/17)
2. Write the mm approach in cs. (5/17)
3. Explain the factors that are usual considered in shaping of
dividend policies. (9/17)
4. Explain the layout of optimal capital structure. (7/17)
5. Explain the relevance & irrelevance theories on dividend. (1/17)
6. Explain the factors in theories the capital structure of a company. (14/17)
7. What are the different types of dividend policies? (5/17)
8. Distinguish between stock dividend & cash dividend. (2/17)
9. State the essential of an appropriate capital structure. (1/17)
10. Explain the mm theory of dividend. (1/17)
11. Explain the EBIT-EPS analysis. (1/17)
12. Explain the form of pattern of CS? (1/17)
13. Explain stable dividend policy. (2/17)
14. Explain the drawbacks of overcapitalisam. (1/17)
15. Explain the various forms of dividend? (4/17)
16. What are the reasons for change in capitalism? (2/17)


IV UNIT
1. What is working capital and concepts of working capital? (4/17)
2. What factors are taken into account before granting credit to customers?
(1/17)
3. What are the determinants of working capital requirement of a firm? (7/17)
4. What is receivable management why it is considered important and
what are costs involved in maintain receivables? (1/17)
5. What are the motives of holding cash? (4/17)
6. What factors determine the size of receivable in a firm? (6/17)
7. Explain the importance of adequate working capital? (4/17)
8. What factors will you keep in mind for investing surplus cash? (1/17)
9. State the difference types of capital? (2/17)
10. What are the objectives of cash management? (2/17)
11. Explain the basic problems involved in cash management? (2/17)
12. Explain the various sources of working capital? (1/17)
13. Mention the costs and benefits of credit extension? (1/17)
14. Explain credit policies and credit terms. (2/17)
15. Discuss the objective of receivable management. (1/17)
16. Explain the strategies for cash management. (1/17)

V UNIT
1. Why capital budgeting divisions are considered important? (2/17)
2. Define capital budgeting state the features of payback period and
ARR method capital budgeting. (7/17)
3. Explain any two modern capital budgeting techniques or
discuss the method adopted by financial situation in project appraisal.1/17)
4. Differentiate b/w capital NPV and IRR.Method used to capital budgeting.1/17)

BBM Mid-Sem Questions

P.K.R ARTS COLLEGE FOR WOMEN,GOBI
DEPARTMENT OF BUSINESS MANAGEMENT
II-BBM – FINANCIAL MANAGEMENT
TIME: 3 hrs MAX .MARKS=75
PART-A (10 *1 =10)
ANSWER ALL THE QUESTIONS
1) The scope of finance function is as wide as the ------of finance
2) Finance holds -------------------- to all activities
3) Finance means to arrange --------------------------for it
4) A fixed rate of --------------- is payable on debentures
5) Capital which is in short term normal liquid assets is described as -------
6) --------is an average of the cost of each source of funds employed by the firm
7) k=r + ----------+ -----------
8) Cost of capital is the -------------rate of return expected by its investors
9) Degree of financial leverage=--------------
10) A firm will have favourable leverage if its -----------are more than the debt cost
PART-B ( 5*5=25 )
ANSWER ALL THE QUESTIONS
11. a) Explain the aims of Finance function (or)
11.b) Distinguish between debentures and shares
12.a) Explain the Importance of financial management (or)
12.b) What is Profit maximization?
13.a) A Ltd issues Rs.1,00,000 8% debentures at a discount of 5%.The tax rate is 50%.Compute the cost
of debt Capital. (or)
13.b) B Ltd, issues Rs.1,00,000 9% debentures at a premium of 10%.The cost of floatation are 2 %.The
tax rate applicable is 60 %.compute cost of debt Capital
14.a) A Company issues 10,000 10% preference shares of Rs,100 each.Cost of issues is Rs.2 per share.
Calculate cost of preference capital if these shares are issued at a discount of 5%. (or)
14.b) A company issues 1000 7% preference shares of Rs.100 each at a premium of 10 % redeemable
after 5 years at par. compute the cost of preference capital
15.a) Explain the concept of optimal capital structure (or)
15.b) Write the MM approach on capital structure
PART-C (5*8=40)
ANSWER ALL THE QUESTIONS
16.a) Discuss the various objectives of financial management (or)
16.b) Explain the scope of finance function
17.a) What are all the sources of long term financing? (or)
17.b) Explain the different classification of cost of capital.
18.a) Explain the significance of the cost of capital. (or)
18.b) What are the factors in determination of cost of capital?
19.a) Explain how the cost of equity and cost of preference share capital
Can be calculated. (or)
19.b) What are the different types of dividend policies?
20.a) Explain the factors that are usual consider in shaping of dividend policy. (or)
20.b) Explain the factors influencing the capital structure of a company.

IAS/IPS/TNPSC

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Eligibility Conditions Minimum QualificationsHow to ApplyExaminationsAge limit










About CSE
Civil Services Examination :
The Civil Services Examination is conducted by UPSC (Union Public Service Commission) every year.

The examination has three stages i.e.,
1.) Civil Services Preliminary Examinations (CSP) - normally conducted during the second half of May.2.) Civil Services (Main) Examinations conducted during the month of October/November. Here, those who are selected in the preliminary examination only are eligible to appear.3.) Those who are selected in the main examination will be eligible to appear before the Interview Board at New Delhi.

Preliminary Examination (CSP) :
CSP consists of two papers containing a total of 450 marks: (1) Optional subject to be selected from the listed subjects for 300 marks. (2) Compulsory General Studies paper for 150 marks. Each paper is of two hours duration. The course content of the syllabi for the optional subjects is of the degree level. Normally, there are about 3 lac applications for the preliminary examination.

From this, the UPSC selects 10 to 12 folds of actual vacancies declared by UPSC for the main examinations. This examination is just a screening test - those students who qualify in this exam are given chance to appear in the Main exam but the score of this exam is not considered for final selection.Subjects for Preliminary Examination: The General Studies syllabus is same for all and its standard is that of plus-two level.Subjects for Paper II (one subject to be selected): Agriculture, Animal Husbandry and Veterinary Science, Botany, Chemistry, Civil Engineering, Commerce, Economics, Electrical Engineering, Geography, Geology, Indian History, Law, Mathematics, Mechanical Engineering, Medical Science, Philosophy, Physics, Political Science, Psychology, Public Administration, Sociology, Statistics, Zoology.(The question papers are in Hindi and English and each paper is of two hours duration. The course content of the syllabi is of degree level. Each paper is of two hours duration. Blind candidates are allowed an extra time of 20 minutes for each paper.)


Main Exam
Only those who are declared by the Commission to have qualified in the Preliminary Examination in a year are eligible for the Main examination of that year, provided they are otherwise eligible for the Main Examination.
Civil Services Main examination has two optional subjects (two papers each carries 300 marks), one General Studies (two papers each carries 300 marks), one essay (carries 200 marks) - total 2000 marks. Other than this, there are two language papers one in Indian language and one in General English at the level of 10th standard. This is to test the ability of the candidate's proficiency in his mother tongue / Indian language and English. (Total number of papers is nine). These two papers carry 300 marks each but it is not considered for ranking. Clearing these two papers is compulsory. If a candidate fails to clear these papers, his other papers will not be evaluated. Language papers therefore are of qualifying nature only.
The Main Examination is intended to assess the overall intellectual traits and the depth of understanding of the candidates, rather than merely testing the range of their information and memory. Sufficient choice of questions is allowed in the question papers.

Optional Subjects for the Main Examination :
Agriculture, Animal Husbandry and Veterinary Science, Botany, Chemistry, Civil Engineering, Commerce and Accountancy, Economics, Electrical Engineering, Geography, Geology, History, Law, Management, Mathematics, Mechanical Engineering, Medical Science, Philosophy, Physics, Political Science and International Relations, Psychology, Public Administration, Sociology, Statistics, Zoology. Each paper is of 3 hours duration.
- Literature subjects are as follows:Arabic, Assamese, Bengali, Chinese, English, French, German, Gujarati, Hindi, Kannada, Kashmiri, Konkani, Marathi, Malayalam, Manipuri, Nepali, Oriya, Pali, Persian, Punjabi, Russian, Sanskrit, Sindhi, Tamil, Telugu, Urdu.
The following combinations are not allowed:Political Science & International Relations and Public Administration, Commerce and Management, Anthropology and Sociology, Maths and Statistics, Agriculture and Animal Husbandry and Veterinary, Science, Management and Public Administration, Animal Husbandry & Veterinary Science and Medical Science, Any two branches of engineering. Combination of two literature papers in the above list.

Interview:
At interview stage, candidates between two to three-fold of the vacancies are called to appear before the UPSC Board. Interview carries 300 marks. Interview calls are sent on the basis of minimum marks fixed by the UPSC at its discretion. The overall ranking is done based on the Mains performance (i.e., 2000 marks) and interview. Therefore, the total marks involved in the ranking are 2300. Candidates are allotted various services keeping in view their ranks in the examination and preferences given by them in their main application form.
Note: If a person fails in either in mains or interview, he has to appear once again from the preliminary stage

Eligibility Conditions :
(i) Nationality:1) For the Indian Administrative Service and the Indian Police Service, a candidate must be a citizen of India.2) For other services, a candidate must be either: (a) A citizen of India, or(b) A subject of Nepal, or(c) A subject of Bhutan, or(d) A Tibetan refugee who came over to India before 1st January, 1962 with the intention of permanently settling in India. or (e) A person of Indian origin who has migrated from Pakistan, Burma, Srilanka, East African countries of Kenya, Uganda, the United Republic of Tanzania, Zambia, Malawi, Zaire, Ethiopia and Vietnam with the intention of permanently settling in India.
Provided that a candidate belonging to categories (b), (c), (d) and (e) shall be a person in whose favour a certificate of eligibility has been issued by the Government of India. Provided further that candidates belonging to categories (b), (c) and (d) above will not be eligible for appointment to the Indian Foreign Service.
A candidate, in whose case a certificate of eligibility is necessary, may be admitted to the examination but the offer of appointment may be given only after the necessary eligibility certificate has been issued to him by the Government of India.

(ii) Minimum Educational Qualifications :
The candidate must hold a degree of any of Universities incorporated by an Act of the Central or State Legislature in India or other educational institutions established by an Act of Parliament or declared to be deemed as a University Under Section 3 of the University Grants Commission Act, 1956, or possess an equivalent qualification.
Note I : Candidates who have appeared at an examination, the passing of which would render them educationally qualified for the Commission's examination but have not been informed of the results as also the candidates who intend to appear at such a qualifying examination will also be eligible for admission to the Preliminary Examination. All candidates who are declared qualified by the Commission for taking the Civil Services (Main) Examination will be required to produce proof of passing the requisite examination with their application for the Main Examination failing which such candidates will not be admitted to the Main Examination.
Note II : In exceptional cases the Union Public Service Commission may treat a candidate who has not any of the foregoing qualifications as a qualified candidate provided that he has passed examination conducted by the other Institutions, the standard of which in the opinion of the Commission justifies his admission to the examination.
Note III : Candidates possessing professional and technical qualifications, which are recognised by Government, as equivalent to professional and technical degree would also be eligible for admission to the examination.
Note IV : Candidates who have passed the final professional M.B.B.S. or any other Medical Examination but have not completed their internship by the time of submission of their applications for the Civil Services (Main) Examination, will be provisionally admitted to the Examination provided they submit along with their application a copy of certificate from the concerned authority of the University/Institution that they had passed the requisite final professional medical examination. In such cases, the candidates will be required to produce at the time of their interview original Degree or a certificate from the concerned competent authority of the University/Institution that they had completed all requirements (including completion of internship) for the award of the Degree.
(iii) Age limit : 21 years must be completed on 1st August of the year, which a candidate is appearing. Maximum 30 for general category, 33 for OBCs and 35 for SCs/STs. Ex-servicemen will get 5 more years exemption from the prescribed age limit.(The date of birth accepted by the Commission is that entered in the Matriculation or Secondary School Leaving Certificate or in a certificate recognised by an Indian University as equivalent to Matriculation or in an extract from a Register of Matriculates maintained by a University, which extract must be certified by the proper authority of the University or in the Higher Secondary or an equivalent examination certificate).
(iv) Number of Attempts: Four attempts for open, seven for OBCs and no limit for SCs/STs. If a person appears in the Preliminary Examination or even in one paper is counted as an attempt.
(v) Restrictions on applying for the examination: A candidate who is appointed to the Indian Administrative Service or the Indian Foreign Service on the results of an earlier examination and continues to be a member of that service will not be eligible to compete at this examination.


How to Apply :
The UPSC has developed an application form common for all its examinations, which will be processed on computerised machines. This application form along with an Information Brochure containing general instructions for filling up the form, an acknowledgement card and an envelope for sending the application is obtainable from the designated Head Post Offices/Post Offices throughout the country as against cash payment of Rs. 20/- (Rupees twenty only). Form should be purchased from the designated Post Offices only and not from any other agency. This form can be used only once and for only one examination. Candidates must use the form supplied with the Information Brochure only and they should in no case use photocopy / reproduction / unauthorisedly printed copy of the Form. Since this form is electronically scannable, due care should be taken to fill up the application form, correctly. While filling up the application form, please refer to detailed instructions given in the Notice



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BBM SYLLABUS

Bharathiar University : Coimbatore – 641 046
B.B.M. (Bachelor of Business Management)
for affiliated college students with effect from 2007-08 batch onwards
1. Eligibility for Admission to the Course
Candidate for admission to the first year of the Bachelor of Business Management
(B.B.M ) degree course shall be required to have passed the higher secondary
examination (Academic or Vocational) conducted by the Govt. of Tamil Nadu or
other examinations accepted as equivalent there to by the Syndicate, subject to such
other conditions as may be prescribed there for.
2. Duration of the Course
The course shall extend over a period of three years comprising of six semesters with
two semesters in one academic year. There shall not be less than 90 working days for
each semester. Examination shall be conducted at the end of every semester for the
respective subjects.
3. Course of Study
The course of study for the B.B.M degree course shall consist of the following
a) Part - I
Tamil or any one of the following modern/classical languages i.e. Telugu, Kannada,
Malayalam, Hindi, Sanskrit, French, German, Arabic & Urdu. It shall be offered for
the first two semesters with one examination at the end of each semester.
b) Part – II : English
The subject shall be offered during the first two semesters with one examination at
the end of each semester. During third semester the subject communication skills will
be offered as one of the core subject.
c) Foundation Course
The Foundation course shall comprise of two stages as follows:
Foundation Course A : General Awareness (I & II semesters)
Foundation Course B : Environmental Studies (III & IV semesters)
The syllabus and scheme of examination for the foundation course A, General
awareness shall be apportioned as follows.
From the printed material supplied by the University - 75%
Current affairs & who is who? - 25%
The current affairs cover current developments in all aspects of general knowledge
which are not covered in the printed material on this subject issued by the
University.
The Foundation course B shall comprise of only one paper which shall have
Environmental Studies.
Anx.55.A -BBM -2007-08 - Colleges Page 2 of 37
2
d) Part – III
Group A : Core subject – As prescribed in the scheme of examination.
Examination will be conducted in the core subjects at the end of every semester
Group B: allied subjects -2 subjects-4 papers
Examination shall be conducted in the allied subjects at the end of first four
semesters.
Group C: application oriented subjects: 2 subjects – 4 papers
The application –oriented subjects shall be offered during the last two semesters
of study viz., V and VI semesters. Examination shall be conducted in the subjects
at the end of V & VI semesters.
Group D: field work/institutional training
Every student shall be required to undergo field work/institutional training,
related to the application-oriented subject for a period of not less than 2 weeks,
conveniently arranged during the course of 3rd year. The principal of the college
and the head of the department shall issue a certificate to the effect that the
student had satisfactorily undergone the field work/institutional training for the
prescribed period.
Diploma Programme:
All the UG programmes shall offer compulsory diploma subjects and it shall be
offered in four papers spread over each paper at the end of III, IV, V, & VI
semesters.
e) Co-Curricular activities: NSS/NCC/Physical education
Every student shall participate compulsorily for period of not less than two years
(4 semesters) in any one of the above programmes.
The above activities shall be conducted outside the regular working hours of the
college. The principal shall furnish a certificate regarding the student’s
performance in the respective field and shall grade the student in the five point
scale as follows
A-Exemplary
B-very good
C-good
D-fair
E-Satisfactory
This grading shall be incorporated in the mark sheet to be issued at the end of the
appropriate semester (4th or 5th or 6th semester).
(Handicapped students who are unable to participate in any of the above activities shall
be required to take a test in the theoretical aspects of any one of the above 3 field and be
graded and certified accordingly).
4. Requirement to appear for the examinations
a) a candidate will be permitted to appear for the university examinations for any
semester if
i) He/she secures not less than 75% of attendance in the number of
working days during the semester.
Anx.55.A -BBM -2007-08 - Colleges Page 3 of 37
3
ii) He/she earns a progress certificate from the head of the institution, of
having satisfactory completed the course of study prescribed in the
subjects as required by these regulations, and
iii) His/her conduct has been satisfactory.
Provided that it shall be open to the syndicate, or any authority delegated with
such powers by the syndicate, to grant exemption to a candidate who has
failed to earn 75% of the attendance prescribed, for valid reasons, subject to
usual conditions.
b) A candidate who has secured less than 65% but 55% and above attendance in any
semester has to compensate the shortage in attendance in the subsequent semester
besides, earning the required percentage of attendance in that semester and appear
for both semester papers together at the end of the latter semester.
c) A candidate who has secured less than 55% of attendance in any semester will not
be permitted to appear for the regular examinations and to continue the study in
the subsequent semester. He/she has to rejoin the semester in which the
attendance is less than 55%
d) A candidate who has secured less than 65%of attendance in the final semester has
to compensate his/her attendance shortage in a manner as decided by the
concerned head of the department after rejoining the same course.
5. Restrictions to appear for the examinations
a) Any candidate having arrear paper(s) shall have the option to appear in
any arrear paper along with the regular semester papers.
b) “Candidates who fail in any of the papers in Part I, II & III of UG degree
examinations shall complete the paper concerned within 5 years form the
date of admission to the said course, and should they fail to do so, they
shall take the examination in the texts/ revised syllabus prescribed for the
immediate next batch of candidates. If there is no change in the
texts/syllabus they shall appear for the examination in that paper with the
syllabus in vogue until there is a change in the texts or syllabus. In the
event of removal of that paper consequent to change of regulation and / or
curriculum after 5 year period, the candidates shall have to take up an
equivalent paper in the revised syllabus as suggested by the chairman and
fulfill the requirements as per regulation/ curriculum for the award of the
degree.
6. Medium of Instruction and examinations
The medium of instruction and examinations for the papers of Part I and II shall
be the language concerned. For part III subjects other than modern languages, the
medium of instruction shall be either Tamil or English and the medium of examinations
is in English/Tamil irrespective of the medium of instructions. For modern languages, the
medium of instruction and examination will be in the languages concerned.
Anx.55.A -BBM -2007-08 - Colleges Page 4 of 37
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7. Submission of Record Note Books for practical examinations
Candidates appearing for practical examinations should submit bonafide Record
Note Books prescribed for practical examinations, otherwise the candidates will not be
permitted to appear for the practical examinations. However, in genuine cases where the
students, who could not submit the record note books, they may be permitted to appear
for the practical examinations, provided the concerned Head of the department from the
institution of the candidate certified that the candidate has performed the experiments
prescribed for the course. For such candidates who do not submit Record Books, zero (0)
marks will be awarded for record note books.
8. Passing Minimum
a) A candidate who secures not less than 40% of the total marks in any subject
including the Diploma and Foundation courses (theory or Practical ) in the
University examination shall be declared to have passed the examination in the
subject (theory or Practical ).
b) A candidate who passes the examination in all the subjects of Part I, II and III
(including the Diploma and Foundation courses) shall be declared to have passed,
the whole examination.
9. Improvement of Marks in the subjects already passed
Candidates desirous of improving the marks awarded in a passed subject in their
first attempt shall reappear once within a period of subsequent two semesters. The
improved marks shall be considered for classification but not for ranking. When there is
no improvement, there shall not be any change in the original marks already awarded.
10. Classification of Successful candidates
a) A candidate who passes all the Part III examinations in the First
attempt within a period of three years securing 75% and above in
the aggregate of Part III marks shall be declared to have passed
B.A/ B.Sc./B.Com./B.B.M. degree examination in First Class
with Distinctions
b) (i) A candidate who passes all the examinations in Part I or Part
II or Part III or Diploma securing not less than 60 per cent of
total marks for concerned part shall be declared to have passed
that part in First Class
(ii) A candidate who passed all the examinations in Part I or Part II or Part III or
Diploma securing not less than 50 per cent but below 60 per cent of total marks
for concerned part shall be declared to have passed that part in Second Class
(iii) All other successful candidates shall be declared to have passed the Part I or
Part II or Part III or Diploma examination in Third Class
11. Conferment of the Degree
No candidate shall be eligible for conferment of the Degree unless he / she,
i. has undergone the prescribed course of study for a period of not less than six
semesters in an institution approved by/affiliated to the University or has been
exempted from in the manner prescribed and has passed the examinations as
have been prescribed therefor.
Anx.55.A -BBM -2007-08 - Colleges Page 5 of 37
5
ii. Has satisfactory participates in either NSS or NCC or Physical Education as
evidenced by a certificate issued by the Principal of the institution.
iii. Has successfully completed the prescribed Field Work/ Institutional Training as
evidenced by certificate issued by the Principal of the College.
12. Ranking
A candidate who qualifies for the UG degree course passing all the examinations
in the first attempt, within the minimum period prescribed for the course of study from
the date of admission to the course and secures I or II class shall be eligible for ranking
and such ranking will be confined to 10 % of the total number of candidates qualified in
that particular branch of study, subject to a maximum of 10 ranks.
The improved marks will not be taken into consideration for ranking.
13. Additional Degree
Any candidate who wishes to obtain an additional UG degree not involving any
practical shall be permitted to do so and such candidate shall join a college in the III year
of the course and he/she will be permitted to appear for par III alone by granting
exemption form appearing Part I, Part II and common allied subjects (if any), already
passed by the candidate. And a candidate desirous to obtain an additional UG degree
involving practical shall be [permitted to do so and such candidate shall join a college in
the II year of the course and he/she be permitted to appear for Part III alone by granting
exemption form appearing for Part I, Part II and the common allied subjects. If any,
already passed. Such candidates should obtain exemption from the university by paying a
fee of Rs.500/-.
14. Evening College
The above regulations shall be applicable for candidates undergoing the
respective courses in Evening Colleges also.
15. Syllabus
The syllabus for various subjects shall be clearly demarcated into five viable units
in each paper/subject.
16. Revision of Regulations and Curriculum
The above Regulation and Scheme of Examinations will be in vogue without any
change for a minimum period of three years from the date of approval of the Regulations.
The University may revise /amend/ change the Regulations and Scheme of Examinations,
if found necessary.
17. Transitory Provision
Candidates who have undergone the Course of Study prior to the Academic Year 2007-2008
will be permitted to take the Examinations under those Regulations for a period of four years
i.e. up to and inclusive of the Examination of April 2012 thereafter they will be permitted to
take the Examination only under the Regulations in force at that time.
---------------------------------
Anx.55.A -BBM -2007-08 - Colleges Page 6 of 37
6
B.B.M - Scheme of Examinations with Diploma in Retail Management
for affiliated college students with effect from 2007-08 batch onwards
UNIVERSITY
EXAMINATIONS
MAX.
MARKS
SEMESTER
PART
Sl.
No.
SUBJECT
PAPER
SUBJECT CODE
INSTRUCTIONAL
HOURS PER WEEK
DURATION
(Hours)
Total
I 1. Language 1
11A 6 3 100
II 2. English 1
12A 6 3 100
III 3. GROUP-A
CORE: Management Process
1
13A
6
3
100
III 4. CORE: Economics for Executives 2
13B 6 3 100
First
III 5. GROUP-B ALLIED: Mathematics-I 1
13C 6 3 100
I 6. Language 2
21A 6 3 100
II 7. English 2
22A 6 3 100
III 8. GROUP-A : CORE: Financial Accounting 3
23A 6 3 100
III 9. CORE: Industrial Psychology 4
23B 5 3 100
III 10. GROUP-B : ALLIED-: Mathematics-II 2
23C 5 3 100
Second
FC 11. Foundation Course – A --
FCA 2 3 100
III 12. Communication Skills 5
33A 6 3 100
III 13. CORE: Production and Materials
Management
6
33B 6 3 100
III 14. CORE: Marketing Management 7
33C 5 3 100
III 15. CORE: Business Law 8
33D 5 3 100
III 16. GROUP-B –ALLIED:
Taxation – Law and Practice
3
33E
5
3
100
Third
-- 17. Diploma in Retail Management
Paper-1: Retail Environment
--
D1 3 3 100
III 18. CORE: Human Resource Managements 9
43A 5 3 100
III 19. CORE: Financial Management 10
43B 5 3 100
III 20. CORE: Management Information System 11
43C 5 3 100
III 21. CORE: PC-Software (MS-Office & Tally)**
PRACTICAL EXAMINATION ONLY
12
43P 5 3 100
III 22. GROUP-B -ALLIED:
Functional English for Executives***
(50 marks for Internal Assessment & 50 marks for
External Assessment )
4
4EP
5
3
100
FC 23. Foundation Course – B --
FCB 2 3 100
Fourth
-- 24. Diploma in Retail Management
Paper-2: Consumer Behaviour
--
D2 3 3 100
Anx.55.A -BBM -2007-08 - Colleges Page 7 of 37
7
UNIVERSITY
EXAMINATIONS
MAX.
MARKS
SEMESTER
PART
Sl.
No.
SUBJECT
PAPER
SUBJECT CODE
INSTRUCTIONAL
HOURS PER WEEK
DURATION
(Hours)
Total
III 25. CORE: Cost & Management Accounting 13
53A 6 3 100
III 26. CORE: Insurance Principles and Practice 14
53B 6 3 100
III 27. CORE: VISUAL BASIC - THEORY 15
53C 3 3 50
28. CORE: VISUAL BASIC – PRACTICAL $$ 16
53P 3 3 50
III 29. GROUP-C -APPLIED:
International Business
1
53D 6 3 100
III 30. GROUP-C -APPLIED:
Research Methods for Management
2
53E
6
3
100
Fifth
-- 31. Diploma in Retail Management
Paper-3: Merchandise Management
--
D3 3 3 100
III 32. CORE: Entrepreneurship and
Project Management
17
63A
5
3
100
III 33. CORE: Investment Management 18 63B 5 3 100
III 34. CORE: Promotion Management 19 63C 5 3 100
35. CORE: CASE ANALYSIS ## 20 63D 4 3 100
III 36. GROUP-C -APPLIED:
PROJECT WORK
(25 marks for Internal Assessment & 75 marks for
External Assessment )
3
63P
5
--
100
III 37. Diploma in Retail Management
Paper-4: Customer Relationship Management
--
D4 3 3 100
Sixth
38. SOFT SKILL TRAINING**** -- -- 3 -- --
** Both theory and practical classes will be conducted for PC-Software (MS-Office
& Tally). Theory 2 hours per week and practical 3 hours per week. But the term-end
examination will be conducted for PRACTICAL ONLY. Out of 100 marks, 25 marks are to
be awarded by the subject teacher/internal examiner (Observation Record 10 marks + model
practical 15 marks) and 75 marks are to be awarded jointly by the internal and external
examiners based on the performance of the candidate in the University practical examination.
$$ VISUAL BASIC – PRACTICAL: University practical examination carries 50 marks (to
be jointly awarded by the internal and external examiners – 10 marks for record and 40 marks
for practical)
*** The ‘Functional English for Executives’ is an activity-based paper which will measure
and improve the communication skill of the students. The subject-teacher will conduct the
instructional classes and activities as prescribed in the syllabus. The continuous internal
assessment will be done (at least FIVE times in the semester) jointly by i) The subject
Teacher ii) The H.O.D.-Management and iii) a senior staff from English Department
Anx.55.A -BBM -2007-08 - Colleges Page 8 of 37
8
suggested by the Principal. The University examination for this subject will be conducted by
an external examiner appointed by the University, from the panel of experts.
## Analyzing the real life cases of industrial establishments will enable the students to
clearly understand the various principles and concepts of different core areas of Business
Administration. It adds refined knowledge. It further enables the students to understand
various managerial problems and imparts knowledge on decision making.
A copy of collection of 50 case-lets (relating to General Management and various core
areas of Business Management) will be supplied to the affiliated colleges and the same may
be photocopied and distributed to the students.
**** SOFT-SKILL TRAINING CLASSES should be conducted for the students by a
staff trained for this purpose, in the sixth semester, as prescribed in the syllabus. A
separate attendance register should be maintained for this purpose. A student should
have attended at least 30 hours of soft skill training to become eligible to appear for
the final semester examinations.
Other Requirements

Institutional training for a period of one Month in various Industrial
establishments is to be completed within the three years of the course, followed
by submission of report and the award as Good / Commended by the respective
faculty. This report is in no way connected.

Personality development course for a period of two months in II & IV semesters
are to be completed. The respective faculty can frame the syllabus.

The students should go for at least ONE Industry Visit per annum and submit an
observation report to the class teacher, after the visit.

At least one guest lecture should be organised in every semester, inviting
practicing managers / industrialists.
------------------------
Anx.55.A -BBM -2007-08 - Colleges Page 9 of 37
9
SEMESTER - I
MANAGEMENT PROCESS
Goal: To enable the students to learn principles, concepts and functions of management.
Objective: On successful completion of this course, the students should have understood

The nature and types of business organizations

Principles & functions of Management

Process of decision making

Modern trends in management process.
UNIT -I
Business - meaning -business and profession, requirements of a successful
business- Organisation - meaning - importance of business organisation. Forms of
business Organisation-Sole traders, partnership, Joint Hindu family firm - Joint Stock
Companies - Cooperative Organisations - Public Utilities and Public Enterprises.
UNIT –II
Nature and Scope of Management process – Definitions of Management –
Management: a science or an art? - Scientific Management - Managerial functions and
roles – The evolution of Management Theory.
UNIT –III
Planning: meaning and purpose of planning - steps in planning - types of
planning. Objectives and Policies - Decision making: Process of Decision making - types
of Decisions.
UNIT -IV
Organising: Types of organisation - Organisational structure - span of control -
use of staff units and committees. Delegation: Delegation and centralisation - Line and
Staff relationship. Staffing: Sources of recruitment - Selection process - training.
UNIT - V
Directing: Nature and purpose of Directing. Controlling: Need for co-ordination
- meaning and importance of controls - control process - Budgetary and non-Budgetary
controls - Modern trends in Management Process - case studies.
REFERENCE BOOKS
1. Business Organisation - Bhushan Y.K.
2. Principles of Management – L.M. Prasad
3. Business Management – Dinkar Pagare
4. Principles of Business organisation and Management – P.N. REDDY
Anx.55.A -BBM -2007-08 - Colleges Page 10 of 37
10
ECONOMICS FOR EXECUTIVES
Goal: To enable the students to learn principles and concepts of Business Economics
Objective: On successful completion of this course, the students should have understood

The objectives of business firms

Factors of production and BEP Analysis

Types of competitions and price administration

Government measures to control monopoly
UNIT - I
Objectives of business firms - Profit Maximisation - Social responsibilities -
Demand analysis - Law of Demand - Elasticity of demand.
UNIT - II
Production function - Factors of production - Laws of diminishing returns and
Law of variable proportions - Economics of Scale – Cost and Revenue Curves - Break -
even- point analysis.
UNIT - III
Market structure and prices - Pricing under perfect Competition - Pricing under
Monopoly - Price discrimination - Pricing under Monopolistic competition - Oligopoly.
UNIT - IV
Pricing under factors of production; wages - Marginal productivity theory -
Interest - Keyne's Liquidity preference theory – Theories of Profit - Dynamic theory of
Profit - Risk Theory - Uncertainty theory.
UNIT - V
Government and Business - Performance of public enterprises in India - Price
policy in public utilities, Government measures to control Monopoly in India - MRTP
Act.
REFERENCE BOOKS
1. Sankaran - Business Economics
2. Markar Et al - Business Economics
3. Sundaram K.P & Sundaram E - Business Economics
Anx.55.A -BBM -2007-08 - Colleges Page 11 of 37
11
MATHEMATICS - I
Goal: To enable the students to acquire knowledge of mathematics & statistics and their
use in business decision making.
Objective: On successful completion of this course, the students should have understood

Set operations, matrix and Mathematics of Finance

Statistical tools and their applications
UNIT - I
Sets and set operation - Venn Diagrams - Elements of Co-ordinate system.
Matrices, Fundamental ideas about matrices and their operational rules – Matrix
multiplication - Inversion of square matrices of not more than 3rd order- solving system
of simultaneous liner equations.
UNIT-II
Mathematics of Finance and series simple and compound interest - Arithmetic
progression - Geometric progression (Simple problems only).
UNIT-III
Meaning and Definitions of Statistics - Scope and Limitations. Statistical
enquiries - Scope of the problem - Methods to be employed types of enquiries -
Presentation of data by Diagrammatic and Graphical Method - Formation of Frequency
Distribution.
UNIT-IV
Measures of Central tendency - Arithmetic Mean, Median, Mode, Geometric and
Harmonic mean, Measures of variation and standard, mean and quartile deviations -
Skew ness and Kurtoses Lorenx curve, Simple Correlation - Scatter diagram - Karl
Pearson’s Co-efficient of correlation – Rank correlation - Regression lines.
UNIT-V
Analysis of Time Series: Methods of Measuring - Trend and Seasonal variations
- Index number - Unweighted indices - Consumers price and cost of living indices.
* Questions in theory and problems carry 30% and 70% marks respectively
REFERENCE BOOKS
1. Sundaresan and Jayaseelan - An Introduction to Business Mathematics
and Statistical Methods
2. Gupta S.P. - Statistical Methods
3. Navaneethan P. - Business Mathematics
4. Statistics - R.S.N. Pillai, Mrs. Bhagavathi
5. P.R. Vittal - Business Mathematics and Statistics
Anx.55.A -BBM -2007-08 - Colleges Page 12 of 37
12
SEMESTER - II
FINANCIAL ACCOUNTING
Goal: To enable the students to acquire knowledge of Accounting principles and practice
Objective: On successful completion of this course, the students should have understood

The basic accounting concepts

Double entry book keeping system and various books of accounts

Preparation of final accounts, etc.
UNIT - I
Basic Accounting concepts - Kinds of Accounts – Financial Accounting vs. Cost
Accounting - Financial Accounting vs. Management Accounting -Double Entry Book
Keeping – Rules of Double Entry System – Preparation of Journal and Ledger Accountsproblems
- Subsidiary books - cash book – types of cash book - problems - purchase book
- sales book - sales return and purchase return books.
UNIT - II
Trial balance - Errors – types of errors - Rectification of errors – problems - Bank
reconciliation statement – problems.
UNIT - III
Manufacturing - Trading - Profit & Loss Account - Balance sheet. – Problems
with simple adjustments.
UNIT - IV
Accounting for non-trading institutions-Income & Expenditure Account-
Receipts and Payment Accounts and Balance sheet - Accounting for depreciation –
methods of depreciation – problems (straight line method and written down value method
only)
UNIT - V
Preparation of accounts from incomplete records.
(Theory and problems may be in the ratio of 20% and 80%respectively)
REFERENCE BOOKS
1. Grewal, T.S. : Double Entry Book Keeping
2. Jain and Narang : Advanced Accountancy
3. Shukla and Grewal : Advanced Accountancy
4. Gupta and Radhaswamy : Advanced Accountancy
5. Gupta R.L. : Advanced Accountancy
Anx.55.A -BBM -2007-08 - Colleges Page 13 of 37
13
INDUSTRIAL PSYCHOLOGY
Goal: To enable the students to acquire knowledge of organisational behaviour
Objective: On successful completion of this course, the students should have understood
Personality, Perception, Motivation, Job-satisfaction, morale, Group dynamics,
Leadership traits, Counselling and guidance, etc.
UNIT - I
Importance and scope of organisational psychology – Individual differences -
Intelligence tests - Measurement of intelligence - Personality tests - nature, types and
uses.
UNIT - II
Perception - Factors affecting perception - Motivation - theories - financial and
non-financial motivation - techniques of motivation - Transactional Analysis - Brain
storming.
UNIT - III
Job satisfaction - meaning - factors - theories - Management of job satisfaction -
Morale - importance - Employee attitude and behaviour and their significance to
employee productivity - job enrichment - job enlargement.
UNIT – IV
Hawthorne Experiment - importance - Group Dynamics - Cohesiveness – Cooperation
- competition - conflict - Types of Conflict – Resolution of conflict -
Sociometry - Group norms - Role - Status – supervision style - Training for
supervisions.
UNIT - V
Leadership - types - theories – Trait, Managerial Grid, Fiedder’s contingency -
Organisational climate - organisational effectiveness – organisational development -
counselling and guidance - Importance of counsellor - types of counselling - merits of
counselling.
REFERENCE BOOKS
1. Keith Davis - Human Behaviour at Work
2. Ghos - Industrial Psychology
3. Fred Luthans - Organisational Behaviour
4. L.M. Prasad - Organisational Behaviour
5. Hippo - Organisational Behaviour
Anx.55.A -BBM -2007-08 - Colleges Page 14 of 37
14
MATHEMATICS - II
Goal: To enable the students to learn the techniques of Operation Research and their
applications in business management.
Objective: On successful completion of this course, the students should have understood

Operations Research models

Game theory, Queuing theory, PERT, CPM, etc.
UNIT - I
Introduction to Operations Research - Meaning - Scope – Models - Limitation.
Linear Programming - Formulation – Application in Management decision making
(Graphical method only)
UNIT - II
Transportation (Non- degenerate only) - Assignment problems - Simple Problems
only
UNIT - III
Game Theory:- Queuing theory - Graphical Solution – mx2 and 2xn type.
Solving game by Dominance property - fundamentals - Simple problems only.
Replacement problem – Replacement of equipment that detoriates gradually (value of
money does not change with time)
UNIT - IV
CPM - Principles - Construction of Network for projects – Types of Floats –
Slack- crash programme.
UNIT -V
PERT - Time scale analysis - critical path - probability of completion of project -
Advantages and Limitations.
Note: Theory and problem shall be distributed at 20% and 80% respectively.
REFERENCE BOOKS
1. Kanti Swarup, Gupta R.K. - Operations Research
2. P.R. Vittal - Operations Research
3. Gupta S.P. - Statistical Methods.
Anx.55.A -BBM -2007-08 - Colleges Page 15 of 37
15
PRODUCTION AND MATERIALS MANAGEMENT
Goal: To enable the students to acquire knowledge of production processes and Materials
Management
Objective: On successful completion of this course, the students should have understood

Principles, functions and process of Production Management

Effective management of materials
UNIT-I
Production Management - Functions - Scope - Plant location - Factors - Site location -
Plant layout - Principles - Process - Product layout for Production Planning and control -
Principles - Information flow - Routing - Scheduling - Despatching - Control.
UNIT-II
Materials Handling - Importance - Principles - Criteria for selection of material handling
equipments. Maintenance - Types - Breakdown - Preventive - Routine - Methods study -
Time study - definition - Motion study - Principles – work measurement.
UNIT-III
Organisation of Materials Management - Fundamental Principles - Structure - Integrated
materials management - Purchasing – procedure - principles - import substitution and
import purchase procedure - Vendor rating - Vendor development .
UNIT-IV
Function of Inventory - Importance - Tools - ABC, VED, FSN Analysis - EOQ - Reorder
point - Safety Stock - Lead time Analysis Store keeping - Objectives - Functions - Store
keeper - Duties - Responsibilities - Location of store - Stores Ledger - Bin card.
UNIT-V
Quality control - Types of Inspection - Centralised and Decentralised. TQM: Meaning -
Objectives - elements - Benefits - Bench marking: Meaning - objectives - advantages -
ISO: Features - Advantages - Procedure for obtaining ISO.
TEXT BOOKS:
------------
1. Banga and Sharma : Production Management
2. O.P. Khanna : Industrial Engineering and Management
3. M.V. Varma : Materials Management
Anx.55.A -BBM -2007-08 - Colleges Page 16 of 37
16
MARKETING MANAGEMENT
Goal: To enable the students to acquire knowledge of principles of marketing
management
Objective: On successful completion of this course, the students should have understood

Principles of marketing management, market segmentation

Product life cycle, pricing, branding,…..
UNIT - I
Definition of Marketing - Marketing Management- Marketing concept - meaning
Importance of marketing in developing countries - Functions of Marketing - Marketing
environment: various environmental factors affecting the marketing function.
UNIT - II
Buyer Behaviour - Buying motives - explanation of motivation – Market Segmentation
of different bases - Marketing strategy - Market Structure - Definition and types of
channel - Channel selection & problems.
UNIT - III
The Product-Marketing characteristics -consumer goods-industrial goods- Production
policy - Product Life Cycle (PLC) - Product mix - modification & elimination - packing
- Developing new Products- strategies.
UNIT - IV
Pricing: Meaning to Buyer & Seller - pricing policies – Objective factors influencing
pricing decisions - Competitors action to price changes - multiproduct pricing. Physical
Distribution - Management of physical distribution - marketing risks.
UNIT - V
Branding Decisions: Brand-Brand Image, Brand Identity-Brand Personality -Positioning
and leveraging the brands-Brands Equity.
REFERENCE BOOKS:
1. Philip Kotler - Marketing Management
2. Rajan Nair - Marketing Management
3. Cundiff and Still - Fundamentals of modern marketing
Anx.55.A -BBM -2007-08 - Colleges Page 17 of 37
17
BUSINESS LAW
Goal: To enable the students to acquire knowledge of legal aspects of business
Objective: On successful completion of this course, the students should have understood

Law of contract, Law of sale of goods

Law of Agency, Negotiable Instruments Act,….
UNIT - I LAW OF CONTRACT
Contracts - Essentials of Contract - Agreements - Void - voidable and illegal contracts -
Express and implied Contracts - Executed and Executory Contracts - Absolute and
contingent contracts - Offer - Legal rules as to offer as to offer and lapse of offer -
Acceptance - and rules as to acceptance - to create legal relation - Capacity of parties to
create contract - Consideration - Legal rules as to Consideration - Stranger to a Contract
and exceptions - Contract without consideration - Consent - Coercion - undue influence –
misrepresentation - fraud - mistake of law and mistake of fact.
UNIT II
Legality of Object - Unlawful and illegal agreements - Effects of illegality - Wagering
Agreements - Agreement opposed to public policy - Agreements in Restraint of trade -
Exceptions – void agreements - Restitution - Quasi-contracts - Discharge of contract -
Breach of contract - Remedies for breach of Contract.
UNIT - III LAW OF SALE OF GOODS
Formation of contract of sale - Sale and agreement to sell – Hire purchase agreement -
Sale and bailment - Capacity to buy and sell - Subject matter of contract of sale - Effect
of destruction of goods - Documents of title to goods - conditions and warranties - Rules
of Caveat - Emptor - Exceptions - Transfer of property - Goods sent on approval - FOB,
CIF, FOR and Ex-ship contracts of sale - Sale by non - owners - right of lien -
termination of lien - right of resale - right of stoppage in transit - Unpaid Vendor's rights.
UNIT - IV
Creation of agency - Classification of agents - relations of principal and agent -
delegation of authority - relation of principal with third parties - personal liability of
agent - Termination of agency.
UNIT V
Negotiable Instruments Act 1881-Negotiable Instruments-Characteristics-cheque-
Essentials requirements-Endorsements-kinds-crossing-types-Demand draft-Bills of
Exchange.
REFERENCE
1. N.D. Kapoor - Elements of Mercantile Law
2. Shukla M.C. - A Manual of Mercantile Law
3. Venkatesan - Hand Book of Mercantile Law
4. Pandia R. H. - Mercantile La
5. K.P.Kandasami - Banking Law & Practice
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TAXATION – LAW AND PRACTICE
Goal: To enable the students to acquire knowledge of principles of Taxation
Objective: On successful completion of this course, the students should have understood

Principles of Direct and Indirect Taxes

Calculation of Tax, Tax Authorities, Procedures,…
UNIT – I
General Principles of Taxation, Distinction between direct and Indirect taxes, tax
evasion – avoidance – causes - remedies.
UNIT – II
Direct Taxes : Income Tax Act 1961 – important definitions – basis of charge –
residential status – Income exempted from income tax – heads of income –
computations of income under salary and house property .(problem be included).
UNIT – III
Computation of income under profits and gains of business - profession - capital
gains – income from other sources - Deductions in the computation of total income
- income tax Authorities and their power.(problems be included).
UNIT – IV
Indirect taxes – selected provisions of VAT– with regard to registration of dealers
- procedure and effects of registration -mode of charging VAT – exemption from
VAT – authorities and their powers.
UNIT – V
Role of Excise duties in the total revenue – objectives of excise duty in the total
revenue – objectives of excise duty – exempted form duty – customs duties – Levy
of import and export duty – distinction between advalorum and specific duties –
exemption
Note: Theory and problems shall be distributed at 60% & 40% respectively.
BOOKS RECOMMMENDED
1. Bhagavathi Prasad - Income Tax Law & Practice
2. Mehrothra - Income Tax Law & Practice
3. Gour & Narang - Income Tax Law & Practice
4. Dingare pagare - Income Tax Law & Practice
5. Dingare Pagare - Business Taxation
6. Balasubramanian - Business Taxation
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DIPLOMA IN RETAIL MANAGEMENT
1. RETAIL ENVIRONMENT
Subject Description : This course presents the basics of retailing, trends in retailing,
evolution of retailing and global retail markets.
Goals: To enable the students to learn the basics in retailing, evolution and trends in
retailing.
Objectives: On successful completion of the course the students should have:
understood the features of retailing
learnt the theories of retail development
learnt retail development in India and global retail markets
Contents:-
UNIT I
Retail: Meaning – Functions and special characteristics of a Retailer – Reasons for
studying. Retailing – Marketing-Retailer Equation – Marketing concepts applied to
retailing – Retailing as a career – Trends in Retailing.
UNIT II
Retail Model and Theories of Retail Development – Life cycle and phase in growth of
retail markets – Business models in retail – other Retail models.
UNIT III
Strategic Planning in Retailing: Situation Analysis – Objectives – Need for identifying
consumer needs – Overall strategy, feedback and control – consumer decision-making
process.
UNIT IV
Retail in India: Evolution and Size of retail in India – Drivers of retail change in India –
Foreign Direct Investment in retail – Challenges to retail developments in India.
UNIT V
Global retail markets: Strategic planning process for global retailing – Challenges facing
global retailers – Challenges and Threats in global retailing – Factors affecting the
success of a global retailing strategy
REFERENCE BOOKS:
Swapna Pradhan –Retailing Management – Text and Cases, Tata McGraw Hill – 2nd edition, 2004
Barry Berman and Joel R Evans – Retailing Management – A Strategic Approach,
Prentice Hall of India, 8th Edition, 2002.
James R. Ogden, Denise Ogden – Integrated, Retail Management – Biztantra 2005
Gibson G Vedamani – Retail Management – Functional Principles and Prectice, Jaico
Publishing House, Second edition, 2004.
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SEMESTER - IV
HUMAN RESOURCE MANAGEMENT
Goal: To enable the students to acquire knowledge of Human Resource Management
Objective: On successful completion of this course, the students should have understood

Functions of HR/Personnel Department

Manpower planning, performance appraisal,…

Salary administration, Labour Welfare, Industrial Relations,…
UNIT - I
Personnel Management - meaning, nature, scope and objective – Functions of Personnel
Department - The Role of Personnel manager - Organisation of personnel department -
Personnel Policies and Procedures.
UNIT - II
Manpower planning - Job description - Job analysis - Role analysis - Job specification -
Recruitment and Selection - Training and Development.
UNIT - III
Performance appraisal - Job evaluation and merit rating - Promotion - Transfer and
demotion - Human relations - approaches to good human relations - Punishment.
UNIT - IV
Wages and Salary administration - Incentive system - Labour welfare and Social Security
- Safety, health and Security - retirement benefits to employees.
UNIT - V
Industrial relations - Trade unionism - Grievance handling – collective bargaining and
worker's participation in management.
REFERENCE BOOKS:
1. Tripathy - Personnel Management and Industrial Relations
2. Bhagoiwal - Personnel Management and Industrial Relations
3. Memoria - Personnel Management and Industrial Relations
4. VSP. Rao - Human Resource Management
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FINANCIAL MANAGEMENT
Goal: To enable the students to acquire knowledge of Financial Management
Objective: On successful completion of this course, the students should have understood

Finance Functions, Cost of capital, Capital structure,…

Capital Budgeting, Working capital management,…
UNIT - I (Theory only)
Finance Functions: Meaning - Definition and scope of finance functions - Objectives of
Financial management - profit maximization and wealth maximisation. Sources of
Finance - Short term - Bank sources – Long term - Shares - debentures, preferred stock -
debt.
UNIT - II (Problem & Theory questions)
Financing Decision: Cost of Capital - Cost of Specific Sources of capital - Equity -
preferred stock debt - reserves - weighted average cost of capital, Operating Leverage and
Financial Leverage.
UNIT - III (Theory only)
Capital Structure - Factors influencing capital structure – optimal capital structure -
Dividend and Dividend policy: Meaning, classification - sources available for dividends -
Dividend policy general, determinants of dividend policy.
UNIT - IV (Theory only)
Working capital management: Working capital management - concepts - importance -
Determinants of Working capital. Cash Management: Motives for holding cash -
Objectives and Strategies of cash management. Receivables Management: Objectives -
Cost of Credit Extension, benefits - credit policies - credit terms - collection policies.
UNIT - V (Problems& theory questions)
Capital budgeting-meaning-objectives-preparation of various types capital budgeting.
(Theory carries 80 Marks, Problems carry 20 Marks)
REFERENCE BOOKS
1. P.V. Kulkarni - Financial Management
2. Khan and Jain - Financial Management - A Conceptual Approach
3. I. M. Pandey - Financial Management
4. S.N. Maheswari - Management Accounting
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MANAGEMENT INFORMATION SYSTEM
Goal: To enable the students to acquire knowledge of MIS
Objective: On successful completion of this course, the students should have understood

Computer based information system

MIS support for the functions of management
UNIT I
Introduction to Information Systems - definition - features - steps in implementation of
MIS - need for information-information system for decision making- MIS as competitive
advantages – MIS structures.
UNIT II
MIS - Strategic information system - MIS support for planning - organising - controlling
- MIS for specific functions - personnel, finance, marketing inventory production Data
Base Management System Models - hierarchical -network - relatioanl - modular.
UNIT III
Computer Hardware - Description of electronic computers – CPU operations -
Classification of computers - main - mini - workstations - micro computers - Super
computers - personal computers. Computer Software - types of software - data
representation in computers - Introduction to client-server.
UNIT IV
Input devices - mouse - touch screens - MICR - OCR - keyboard - pen based Input -
digital scanners - voice input devices - sensors. Output devices - impact printers - nonimpact
printers - video display terminals - plotters - voice output devices. Secondary
storage devices - magnetic disk, floppy, magnetic tape, optical disk storage - CDROM
UNIT V
Telecommunication revolution - Introduction to Email, internet, intranet and
teleconferencing, www architecture, Introduction to E-Commerce, models B_B, B_C,
and EDI, EDI applications in business, electronic payment cash, smart cards, and credit
cards.
REFERENCES
Management Information System - Murdick and Ross
Management Information System- A contemporary perspective - Kenneth Laudon &
Jane Laudon
Management Information System - Gordon B Davis
Management Information System - James O brien
Computer applications in business - Subramanian K
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PC SOFTWARE (MS-OFFICE & TALLY) PRACTICAL
LIST OF PRACTICALS
MS WORD
1. Type the text, check spelling and grammar, bullets and numbering list items, align the
text to left, right, justify and centre..
2. Prepare a job application letter enclosing your bio-data
3. Performing mail merger operation and preparing labels.
4. Preparing a neatly aligned, error free document, add header and footer,
also perform find replace operation and define bookmarks.
5. Prepare a document in newspaper column layout
6. Demonstrate OLE concept by linking an excel worksheet into a work document
MS EXCELL
7.. Worksheet Using formulas
8. Worksheet Manipulation for electricity bill preparation
9. Drawing graphs to illustrate class performance
10. An excel worksheet contains monthly Sales Details of five companies
MS ACCESS
11. Simple commands perform sorting on name, place and pin code of
students database and Address printing using label format
12. Pay roll processing
13. Inventory control
14. Screen designing for data entry
MS POWER POINT
15. Prepare a power point presentation with at least three slides for
Department inaugural function.
16. Draw an organisation chart with minimum three hierarchical levels
17. Design an advertisement campaign with minimum three slides
18. Insert an excel chart into a power point slide.
TALLY
19. Create anew company, voucher and ledger and record minimum 10 transactions and
display the result.
20. Prepare a trail balance
21. Prepare the Profit and Loss A/c
22. Prepare the Balance sheet.
---------------------------------------
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FUNCTIONAL ENGLISH FOR EXECUTIVES
Goal: To enable the students to acquire knowledge of MIS
Objective: On successful completion of this course, the students should have understood

Computer based information system

MIS support for the functions of management
· Parts of speech – basic grammar rules in English.
Unit – I
· Enhancing the reading ability of students (at a speed of minimum 150 words per
minute with appropriate stress, voice modulation and correct pronunciation). Students
should be exposed to the practice of reading news papers viz., The Hindu, Indian
Express, Business Line, Economic Times., etc. and magazines like business
world,etc.
Unit – II
· Enhancing the spontaneous writing skill of the students – writing articles on simple
topics given – preparing speeches - preparing reports on various events / functions
held in the college. Writing letters assuming various capacities and various situations.
Unit – III
· Enhancing the spontaneous speaking skill of the students – self introduction at
various forums and during interviews – Effective Public Speaking (EPS) – Role
playing. Mock interviews for recruitment – mock press meets.
Unit – IV
· Enhancing the presentation skill of the students – Individual seminar presentation
and Group seminar presentation (Students may be organized into groups, which will
prepare papers on current issues pertaining to trade, Commerce and industry or any
social issue and present the same to audience. Each group may consist of 3 or 4
students.
Unit – V
· Enhancing the interpersonal communication skill of the students – Group
Discussion (Students may be organized into 4 or 5 groups. All the groups may be
given a management problem relating to real life experiences of trade and industry in
the country or the world. They will be asked to find group solution through
discussion and the group leader will present the same to the audience in the class.
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DIPLOMA PAPER-II : CONSUMER BEHAVIOUR
Subject Description: This course presents the basics of consumer behaviour
Goals: To enable the students to learn the basics of consumer behaviour
Objectives: On successful completion of the course the students should have:
Understood consumer motivation and perception
Learnt consumer learning and attitude
Learnt consumer decision making
UNIT – I
Introduction - Consumer Behaviour – definition - scope of consumer behaviour –
Discipline of consumer behaviour – Customer Value Satisfaction – Retention –
Marketing ethics.
UNIT – II
Consumer research – Paradigms – The process of consumer research - consumer
motivation – dynamics – types – measurement of motives – consumer perception
UNIT - III
Consumer Learning – Behavioural learning theories – Measures of consumer learning –
Consumer attitude – formation – Strategies for attitude change
UNIT - IV
Social Class and Consumer Behaviour – Life style Profiles of consumer classes – Cross
Cultural Customers Behaviour Strategies.
UNIT – V
Consumer Decision Making – Opinion Leadership – Dynamics – Types of consumer
decision making – A Model of Consumer Decision Making
REFERENCE BOOKS:
Leon G. Schiffman and Leslie Lazar Kanuk, Consumer Behaviour, Prentice – Hall of
India, Sixth Edition, 1998.
Paul Green Berg – Customer Relationship Management – Tata Mc Graw Hill , 2002
Barry Berman and Joel R Evans – Retail Management – A Strategic Approach- Prentice
Hall of India, Tenth Edition, 2006
Gibson G Vedamani – Retail Management – Functional Principles and Practice, Jaico
Publishing House, Second Edition, 2004
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SEMESTER - V
COST AND MANAGEMENT ACCOUNTING
Goal: To enable the students to acquire knowledge of Accounting for managerial
decisions
Objective: On successful completion of this course, the students should have understood

Cost sheet, Material issues, Labour cost…

Financial statement analysis, Budgeting,..
UNIT I (Theory questions only)
Meaning-definition-scope-objectives-function-merits and demerits of Cost and
Management Accounting-distinction between cost, management and financial accounting
- Elements of cost-cost concepts and costs classification.
UNIT II (Problems and theory questions)
Preparation of cost sheet-stores control- ECQ-maximum, minimum, reordering levelspricing
of materials issues-FIFO,LIFO,AVERAGE COST, STANDARD PRICEmethods
-labour cost-remuneration and incentives.
UNIT III (Problems only)
Financial statement Analysis - preparation of comparative and common size statements -
analysis and interpretation. Ratio analysis - classification of ratios-liquidity, profitability,
solvency – inter firm comparison.
UNIT IV (Problems only)
Fund flow analysis-cash flow analysis (problems only)
UNIT V (Problems and theory questions)
Standard costing-variance analysis-material and labour variances Marginal Costing-cost
volume profit analysis. Budgeting and preparation of various budgets.
(Theory carries 20 marks and problems carry 80 marks)
REFERENCE BOOKS:
1. Jain and Narang - Costing
2. Nigam and Sharma - Cost accounting
3. RK Sharna & K. Gupta - Management Accounting
4. S.N.Maheswari - Management Accounting
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INSURANCE PRINCIPLES AND PRACTICE
Goal: To enable the students to acquire knowledge of Insurance Business
Objective: On successful completion of this course, the students should have understood

Principles of Insurance

Life Insurance and General Insurance business in India
UNIT-I
Defining Risk and Uncertainty - Classification of risk - Sources of risk - External and
Internal Insurance - Meaning, nature and significance essential requirements and
principles of risk insurance; reinsurance; privatisation of insurance business in India;
Insurance Regulatory Development Authority – Recent Developments in the Insurance
sector.
UNIT-II
Life Insurance - Law relating to life Insurance; General Principles of Life Insurance
Contract; Proposal and policy; assignment and nomination; title and claims; concept of
trust in life policy; LIC - Role and functions.
UNIT-III
General Insurance - Law relating to general insurance; different types of general
insurance; general insurance Vs life insurance; nature of fire insurance ; various types of
fire policy ; subrogation; double insurance; contribution; proximate cause; claims of
recovery. Accident and Motor Insurance - Nature, disclosure, terms and conditions
claims and recovery; third party insurance; Compulsory motor vehicle insurance;
accident insurance.
UNIT-IV
Deposit and Credit Insurance - Nature, terms and Conditions, claim, recovery etc., public
liability insurance; emergency risk insurance structure and power, function of General
Insurance Corporation of India; Deposit Insurance and credit Guarantee Corporation.
UNIT-V
Marine Insurance - Law relating to marine insurance ; scope and nature; types of policy;
insurable interest; disclosure and representation; insured perils; proximity cause; voyage;
warranties; measurement; subrogation; contribution; under insurance.
TEXT BOOKS
1. M.N.Mishra : Insurance Principles and Practices
2. Kothari & Bahl : Principles and Pratices of Insurance
3. G.S.Panda : Principles and Pratices of Insurance
4. N.D.Kapoor : Elements of Business Law
5. P.Periyasamy : Principles and Pratices of Insurance
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VISUAL BASIC (Theory)
Goal: To enable the students to learn Visual programming in windows Environment.
Objective: On successful completion of this course, the students should have understood
VB environment with tool bars, controls and components.
Programming steps
Declaring variables & arrays
Fundamentals of Graphics & Files
Data bases & SQL
UNIT- I
Getting Started – Visual UNIT – II
Steps in programming – the code window – editing tools – statements in VB –
Assignment – and property setting – variable, strings, numbers, constants, displaying
information – controlling program flow- repeating operation – making decisions – GOTO
– string function – RND functions – data and time functions – financial functions.
UNIT – III
Control arrays - lists: one dimensional arrays – array with more than one dimension -
using lists functions and procedures – passing by reference /passing by values - code
module – global procedure and global variable – documents for users defined types with
statements - common dialog box - MDI forms .
Basic environment – initial VB screen - single document interface - tool bars and
systems control and components - use of file, edit , view , projects , format, Run and
Debug, tools, window menu, properties window, procedures, image controls, text boxes,
labels, navigating between controls, message controls, message boxes and grids.
UNIT – IV
Fundamentals of Graphics and files - screen – the line and shapes – graphics via codes,
lines & boxes, Circle, ellipse, pie charts, curves, paint picture method – graph control -
file commands - file system controls - sequential files – random access files - binary
files .
UNIT – V
Clip board, DDE, OLE, Data control – programming with data control – monitoring
changes to the data bases – SQL basics – Data Base Objects.
REFERENCE BOOK:-
1. Visual Basic 5 from the Ground Up - Gary cornell
- Tata McGraw Hill Publishing
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VISUAL BASIC - Practical
List of Programs
1. Develop a VB project to check user name and password given by user.
2. Develop a VB project to add and remove items from the list box.
3. Develop a VB project to copy all items in a list box to combo box.
4. Develop a VB project to enter and display student information.
5. Develop a VB project to scroll text from left to right using timer.
6. Develop a VB project to display system date and time on screen.
7. Develop a VB project to find day of a week of a given date.
8. Develop a VB project for mini calculator function.
9. Develop a VB project for monthly calendar using flex grid.
10. Develop a VB project to view all image file in your system.
11. Develop a VB project for notepad.
12. Develop a VB project for document typing using MDI forms.
Use Employee information for the following projects.
13. Develop a VB project to search a record in MS-Access database using data
control
14. Develop a VB project to delete a record from MS-Access database using data
control
15. Develop a VB project to perform the following operation in MS – Access
database using DAO
a) Move first record b) Move next record c) Move previous record d) Move
last record
16. Develop a VB project to insert a record in MS –Access database using ADO.
17. Develop a VB project to modify a record in MS – Access database using ADO.
Use student information for the following projects.
18. Develop a VB project to search a record in a Oracle database using data control.
19. Develop a VB project to delete a record from Oracle data base data control.
20. Develop a VB project to perform the following operation in Oracle database using
DAO.
a) Move first record b) Move next record c)Move previous record d) Move
last record
21. Develop a VB project to insert a record in Oracle database using ADO.
22. Develop a VB project to modify a record in Oracle database using ADO.
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INTERNATIONAL BUSINESS
Goal: To enable the students to acquire knowledge of International Business
Objective: On successful completion of this course, the students should have understood

The Changing Nature of International Business

Culture and competitive Advantage.

Foreign Direct Investment, etc.,…
UNIT-I
Introduction and Overview: Introduction – The Globalization of the World Economy –
The Changing Nature of International Business – Differences in International Business.
National Differences in Political Economy: Introduction – Political Systems – economic
Systems – Legal Systems – The Determinants of Economic Development – States in
Transition.
UNIT-II
Differences in Culture: Introduction – Social Structure – Religion – Language –
Education – Culture and the Workplace – Culture change – Cross – Culture Literacy –
Culture and competitive Advantage.
UNIT-III
International trade Theory: Introduction – An Overview of Trade Theory – Mercantilism
– Absolute Advantage – Comparative Advantage – Heckscher – Ohlin Theory – The
New Trade Theory – National Competitive Advantage – Porter’s Diamond. The Revised
Case for Free Trade – Development of the World – Trading System – WTO &
Development of World trade – Regional grouping of countries and its impact.
UNIT-IV
Foreign Direct Investment: Introduction – Foreign Direct Investment in the World
Economy – Horizontal Foreign Direct Investment – Vertical Foreign Direct Investment.
Benefits and advantages to host and home countries.
UNIT-V
Mode of Entry and Strategic Alliances: Introduction – Entry Modes – Selecting and Entry
Mode – Strategic Alliances – Making Alliances Work. Exporting, Importing and Counter
trade: Introduction – The Promise and Pitfalls of Exporting – Improving Export
Performance – Export and Import Financing – Export Assistance – Counter trade.
REFERENCE
Hill C.W. International Business: Competing in the Global market place, Irwin –
McGraw Hill, 1999.
Philop.R.Cateora, International Marketing, Irwin McGraw Hill, 9th edn. Shivaraman,
International Business, Macmillan India.
Francis Cherunilam, International Business, Wheeler Publications.
Charle W.L. Hill, International Business, Irwin – McGraw Hill, 1998.
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RESEARCH METHODS FOR MANAGEMENT
Goal: To enable the students to acquire knowledge of Research
Objective: On successful completion of this course, the students should have understood

Research methods and sampling techniques

Analysis and interpretation of data, Application of research
UNIT -I
Research - Definition - Importance - Advantages and Limitations. The research process -
problem identification - Design of research - Types of Design - Sampling process and
selection - sample types - Sample size and sampling errors.
UNIT -II
Data Collection - methods - tools - Questionnaire – Interview Schedule - Kinds of Data -
Attitude measurement of scaling technique - Editing, Coding, Tabulation.
UNIT -III
Statistical Data Analysis - Hypothesis - its sources - formulation and testing of
Hypothesis - Z test, T test - Chi-square test (Simple Problems Only)
UNIT -IV
Interpretation and report writing - steps in writing reports - layout of report, types, and
principles of report writing - Graphical representation of results.
UNIT -V
Application of research: Product research - Price research - Motivation research -
Promotion research – Distribution research - Sales control research - Media research.
TEXT BOOKS:
1. Boyd and Westfall : Marketing Research
2. Gown M.C. : Marketing Research
3. Green Paul and Tall : Marketing Research
4. C.R. Kothari : Research Methodology
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DIPLOMA PAPER-III MERCHANDISE MANAGEMENT
Subject Description: This course presents the basics of merchandising
Goals: To enable the students to learn the basics of merchandising management
Objectives: On successful completion of the course the students should have:
Understood merchandising planning
Learnt merchandise buying
Learnt visual merchandising
UNIT – I
Merchandising – meaning – concept – factors affecting merchandising function –
merchandise manager functions – merchandise mix – components of merchandise
management – merchandise strategies
UNIT – II
Merchandise Planning – steps involved – merchandise control – assortment planning –
merchandising stages
UNIT – III
Merchandise buying – types – sources of supply – identifying and contracting -
evaluating sources- branding strategies – category management
UNIT – IV
Merchandise performance – retail pricing – merchandise allocation – analyzing
merchandise performance – methods
UNIT – V
Visual Merchandising – types of display – display planning – methods of display –
Window display and interior display – space management – planning lay out
REFERENCE BOOKS:
Chetan Bajaj and Ranjith – Retail Management – Oxford University Press, Second
Edition, 2005
Gillespie Hecht and Lebowitz – Retail Business Management , Mc Graw Hill Book
Company, Third Edition, 2002
James R Ogden, Denise T. Ogden – Integrated Retail Management , Wiley Pvt Ltd, 2005
Gibson G Vedamani – Retail Management – Functional Principles and Practice, Jaico
Publishing House, Second Edition, 2004
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SEMESTER - VI
ENTREPRENEURSHIP AND PROJECT MANAGEMENT
Goal: To enable the students to acquire knowledge of Entrepreneurship
Objective: On successful completion of this course, the students should have understood

EDP, Project management

Institutional support to entrepreneurial development
UNIT I
Meaning of Entrepreneurship - characteristics, functions and types of entrepreneurship -
Intrapreneur - Role of entrepreneurship in economic development.
UNIT II
Factors affecting entrepreneur growth - economic – non-economic. Entrepreneurship
development programmes - need - objectives – course contents - phases - evaluation.
Institutional support to entrepreneurs.
UNIT III
Project Management: Meaning of project - concepts - categories - project life cycle
phases - characteristics of a project – project manager - role and responsibilities of project
manager.
UNIT IV
Project identification - selection - project formulation – contents of a project report -
planning commission guidelines for formulating a project - specimen of a project report.
UNIT V
Source of finance for a project - Institutional finance supporting projects project
evaluation - objectives - types - methods.
TEXT BOOK
1. Entrepreneurial Development: S.S.Khanka
2. Entrepreneurial Development: C.B.Gupta & N.P. Srinivasan
3. Project Management : S.Choudhury
4. Project Management : Denis Lock
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INVESTMENT MANAGEMENT
Goal: To enable the students to acquire knowledge of Investment management
Objective: On successful completion of this course, the students should have understood

Investment avenues

Security analysis,…
UNIT I
Concept of investment-important - alternate forms of investment-LIC schemes-bank
deposits-government securities-mutual fund schemes-post office schemes-provident
fund-company deposits-real estate-gold & silver.
UNIT II
Investment in shares and debentures-comparison with other forms of investment-primary
market: role of NIM mechanics of floating new issues secondary market: functionmechanics
of security trading-OTCEI-NSE futures & options.
UNIT III
Risk-kinds-measures of risk-returns. Valuation of securities - valuation of bondsvaluation
preference and equality shares.
UNIT IV
Security analysis-fundamental analysis: economic, industry and company analysistechnical
analysis: Dow theory-types of shares -important share patterns.
UNIT V
Efficient Market theory. Random Walk Theory-weak form-semi strong form .Portfolio
Analysis: Markowitz theory-optimum portfolio.
REFERENCE BOOKS:
1. Preethi Singh Investment Management
2. Bhalla G.S. Investment Management
3. Francis Investment Management
4. Dr.Avadhani Stock Market Analysis.
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PROMOTION MANAGEMENT
Goal: To enable the students to acquire knowledge of sales promotional measures
Objective: On successful completion of this course, the students should have understood

Advertising, Ad media, Ad agencies,

Sales force management, promotional strategies…
UNIT - I
Advertising: Meaning-importance-objectives-media-forms of media-press Newspaper
trade journal-Magazines-out door advertising-poster-banners - neon signs, publicity
literature booklets, folders, house organs-direct mail advertising-cinema and theatre
programme-radio and television advertising-exhibition-trade fair-transportation
advertising.
UNIT II
Advertising agencies-advertising budget-advertising appeals - advertising organisationsocial
effects of advertising-advertising copy - objectives-essentials - types-elements of
copy writing: Headlines, body copy - illustration-catch phrases and slogans-identification
marks.
UNIT III
Advertising layout- functions-design of layout-typography printing process-lithographyprinting
plates and reproduction paper, and cloth- size of advertising-repeat advertisingadvertising
campaign- steps in campaign planning.
UNIT IV
Sales force Management-Importance-sales force decision-sales force size-recruitment &
selection-training-methods-motivating salesman Controlling - compensation &
incentives-fixing sales territories-quota - Evaluation.
UNIT V
Sales promotion: Meaning-methods-promotional strategy-marketing communication and
persuasion-promotional instruments: advertising -techniques of sale promotion-consumer
and dealers promotion. After sales service-packing – guarantee - Personal selling-
Objectives - Salesmanship-Process of personal selling-types of salesman.
REFERENCE BOOKS:
1. Bolen J.H. Advertising
2. Sontakk C.N. Advertising and Sales Management
3. Davar S.K. Salesmanship and advertising
4. Neelamegam, Sales Forecasting key to Integrated Management.
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DIPLOMA PAPER-IV : CUSTOMER RELATIONSHIP MANAGEMENT
Subject Description: This course presents the basics of Customer Relationship
Management
Goals: To enable the students to learn the basics of Customer Relationship Management
Objectives: On successful completion of the course the students should have:
Understood Relationship Marketing
Learnt Sales Force Automation
Learnt Database Marketing
UNIT – I
Overview of Relationship marketing – Basis of building relationship – Types of
relationship marketing – customer life cycle
UNIT – II
CRM – Overview and evolution of the concept – CRM and Relationship marketing –
CRM strategy – importance of customer divisibility in CRM
UNIT – III
Sales Force Automation – contact management – concept – Enterprise Marketing
Management – core beliefs – CRM in India
UNIT – IV
Value Chain – concept – Integration Business Management – Benchmarks and Metrics –
culture change – alignment with customer eco system – Vendor selection
UNIT – V
Database Marketing – Prospect database – Data warehouse and Data Mining – analysis of
customer relationship technologies – Best practices in marketing Technology – Indian
scenario.
REFERENCE BOOKS:
S. Shajahan – Relationship Marketing – Mc Graw Hill, 1997
Paul Green Berg – CRM – Tata Mc Graw Hill, 2002
Philip Kotler, Marketing Management, Prentice Hall, 2005
Barry Berman and Joel R Evans – Retail Management – A Strategic Approach- Prentice
Hall of India, Tenth Edition, 2006
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Anx.55.A -BBM -2007-08 - Colleges Page 37 of 37
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QUESTION PAPER PATTERN
The pattern of the question papers for all the subjects shall be as follows
(Core, allied & Application oriented)
I. Subjects with maximum of 100 marks
Section A:
Objective type questions with no ochoice.10X1=10
(10 questions - 2 each from every unit)
Section B:
Short answer questions of either/or type 5x6=30
(5 questions - 1 each from every unit)
Section C:
Essay-type questions of either/or type 5x12=60
(5 questions - 1 each from every unit)
II. Subjects with maximum of 50 marks
Section A:
Short answer questions of either/or type 5 x 4 = 20
(5 questions - 1 each from every unit)
Section C:
Essay-type questions – open choice 3 x 10= 30
(3 questions to be answered out of 5 questions)
III. CASE ANALYSIS
Four Cases x 25 marks = 100 marks
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