Sr.

No
.

Cod
e

Subject

Duratio
n of
theory
papers
(Hrs.
Per
Week)

Credit
s

Marks
Examinat
ion

Continuo
us
Assessm
ent

Tot
al

1.1

Basic
Quantitative
Techniques

60

40

100

1.2

Economic
Environment of
India

60

40

100

1.3

MIS

60

40

100

1.4

60

40

100

1.5

60

40

100

1.6

Project
Management

60

40

100

1.7

Human
Resource
Management

60

40

100

1.8

Research
Methodology

60

40

100

1.9

Financial
Management

60

40

100

10

1.1
0

Business
Taxation

60

40

100

11

1.1
1

Corporate Social
Responsibility

60

40

100

12

1.1
2

Entrepreneursh
ip approach to
Management

60

40

100

720

480

120
0

48

Cost and
Management
Accounting
Sales and
Distribution
Management

Total

PGDBM SEM II 1.1

Subject: Basic Quantitative Techniques
sessions)
Type : Core
Credits : 4
Marks : 100

Sr
.
N
o.

Duration: 45 Hrs (15

Topics

Introduction to OR: Concepts, Genesis, Application

potential to diverse problems in business & industry,
scope & limitations.
Assignment Problem: (AP) Concepts, Formulation of
model, Hungarian method of solution Maximization /
Minimization Balanced / Unbalanced Prohibited
assignment problems.

No. of
session
s
planned
3 Hrs.=
1
session
1

Transportation Problem (TP): Concepts, Formulation of

model Solution procedures for IFS and optimality
check balanced / unbalanced maximization/
minimization - Case of Degeneracy prohibited
routing problems post optimal sensitivity analysis

Linear Programming (LP) : Concepts, Formulation of

Models, Diverse problems Graphical explanation of
solution maximization / minimization simplex
algorithm use of slack/surplus/artificial variables
big M method/ two-phase method interpretation of
the optimal tableau (Unique optimum, multiple
optimum, unbounded ness, infeasibility & redundancy
problems.)

Linear Programming (LP) : Duality principles

primal/dual inter relation post optimal sensitivity
analysis for changes in b-vector, c-vector, addition /
deletion of variables / constraints dual simplex
method problems. Limitations of LP vis--vis non
linear programming problems. Brief introduction to
non lp models and associated problems.

Network Analysis : Minimal spanning tree problem

shortest route problem maximal flow in capacitated
network concepts and solution algorithm as applied
to problems project planning & control by use of CPM
/ PERT concepts.

Definitions of Project, Jobs, Events Arrow diagrams

Time analysis and derivation of the critical path
concepts of floats(total, free, interfering, independent)
Crashing of a CPM Network Probability assessment
in Pert Network

Queuing (Waiting line) Models : Concepts Types of

queuing systems (use of 6 character code) queues in
series and parallel problems based on the results of
following models (M/M/1) single channel queue with
passion arrival rate, & negative exponential service
time, with & without limitations of Queue size. (M/G/I)
Single channel with Poisson arrival rate, and rate, and
general service time, pk formulae

Inventory Models : Types of inventory situation : fixed

quantity/ fixed Review period - cost involved
deterministic probability models- Economic-orderquantity (EOQ) and EBQ for finites production ratesensitivity Analysis of EOQ under price break
determination of safety stock and Recorder levels
static inventory model (insurance spares).

10

Digit simulation : concept areas of application

random digits and method of Generating probability
distribution application to problems in queuing.
Inventory, new product, profitability, maintenance etc.

11

Replacement and maintenance models:- Replacement

of items subject to deterioration and item subject
random total failure - group vs individual
Replacement policies.

12

Game theory:- Concept 2- person , n-person gameszero sum and Non zero- Sum games solution
procedures to 2- person zero sum games saddle
point, missed strategy , sub games Method for m x 2
or 2 x n games graphical Methods, Equivalence of
game theory and linear programming models solution
of 3X3

13

Games by LP simplex including duality application for

maximizing / minimizing players strategy.

Reference Text
1. Operations Research Taha
2. Quantitative Techniques in Management - N.D. Vohra
3. Quantitative Techniques in Management - L.C. Jhamb
4. Quantitative Techniques in Management - J .K. Sharma
5. Operations Research V. K. Kapoor

PGDBM SEM II -1.2

Subject: Economic Environment Of India
sessions)
Type : Core
Credits : 4
Marks : 100
Sr
.
Topics
N
o.

Duration: 45 Hrs (15

No. of
session
s
planned
3 Hrs.=
1
session
2

The Scope & subject Matter of Macroeconomics,

circular flow of f product and money in a four sector
model, an introduction to the Indian Economy its
salient features, Governments role in the economy.

Keynes theory of National Income Determination,

Multiplier effect, National Income Concept and
Measurement. Indias Gross Domestic Product and
Gross National Product ( its components and the
significance of the same to growth )

Inflation meaning, measurement and control

measures. Phillips curve. Business Cycles and
stabilization.1991 Liberalization Policy measures.
Issues related to unemployment.

Role and functions of central banking. Monetary policy.

The capital and money markets.

Balance of payments meaning, disequilibrium and

adjustment. Aspects of balance of payment
management; exchange rate management through
macro-economic policies;
Approaches to manage trade and bop deficits;
managing internal and external balance
simultaneously; corporate responses to variations in

exchange rates and policies. The world bank and IMF

conditionalitys leading to liberalization.
6

Components of national budget. Fiscal Policy reforms

and effect on private business.

Case studies and presentations.

Reference Text
1. Economic Environment of Business, S.K. Misra and V.K.Puri, Himalaya
Publishing House, 2005
2. Business Environment , Francis CHerunilam, Himalaya Publishing House,2005
3. Business Environment , Aswathappa, HPH
4. Raj Aggrawal Business Environment ( Excel)
5. Adhikary, M.Economic Environment of Business in India ( Sultan Chand )

PGDBM SEM II -1.3

Subject: MIS
Type : Core
Marks : 100
Sr
.
N
o.

Duration: 45 Hrs (15 sessions)

Credits : 4
Topics

Information
Information Concepts
Classification of Information
Methods of Data and Information Collection
General Model of a Human as a Information Processor

Foundations of Information Systems

Why Information System?
Organizations and Information Systems
Perspectives on Information System
MIS and Information concepts
Information System in the Enterprise
Major types of system in organization
TPS
KWS
OAS
DSS
MIS
ESS

No. of
session
s
planned
3 Hrs.=
1
session
1

Development of MIS
2
Features of MIS
Impact of MIS in organization
Determining the Information Requirement
Information Technology Implementation Plan
Development and Implementation of MIS
MIS : the Factors for Success and Failure
Enterprise Applications and Business Process Integration
2
Enterprise Systems
Supply chain Management Systems
Customer Relationship Management Systems
Enterprise Integration Trends
E-Commerce Applications & Issues
Term Work:- Term work/Assignment :Each
candidate will submit a journal in which at least 10
assignments based on the above syllabus and the
internal test paper. Test will be graded for 10 marks
and assignments will be graded for 15 marks

Reference Text
1. Management Information System, Oz Thomson Learning 5th Edition
2. Management Information Systems, W. S. Jawadekar, 3rd Edition, TMH.
3. Management Information System, James O'Brien, 7th edition, TMH.
4. Information Systems the Foundation of E-Business, Steven Alter, 4th
Edition, Pearson Education.
5. Information Technology for Management, Turban, McLean, Wetherbe, 4th
edition, Wiley
6. Management Information Systems, Loudon and Loudon, 10th Edition,
Pearson Educations.
7. Management Information Systems, Jaiswal Oxford Press
8. Case based approach can be adopted to explain various
concepts during tutorials (Internal Evaluation)

PGDBM SEM II 1.4

Subject: Cost and Management Accounting
45 Hrs (15 sessions)
Type : Core
Marks : 100

Sr
.
N
o.

Duration:
Credits : 4

Topics

Introduction to cost accounting, objectives of cost

accounting, elements of costs, Classification of costs.

Preparation of cost sheet

Methods of costing:
a) Process costing: (Theory and practical): process
accounts, normal loss, abnormal loss, abnormal
gains
b) Service costing: (Theory and practical):
Passenger
transport, goods transport,
hospitals etc.
Marginal costing: (Theory and practical): basics of
marginal costing and decision making
Standard costing: (Theory and practical): Material
variances, Labour variances, Sales variances

4
5
6

Budgetary control: (Theory and practical): fixed and

flexible budgets. Zero based budgeting. (6 Hours)

No. of
session
s
planned
3 Hrs.=
1
session
1

4
3
2

Reference Text
1. Cost and management accounting- S. M Inamdar
2. Accounting for management- Dr. Jawaharlal
3. Cost Management- Saxena&Vashisht

PGDBM SEM II 1.5

Subject : Sales & Distribution ManagementDuration: 45 Hrs (15
sessions)
Type : Core
Credits : 4
Marks : 100
Sr
No. of
.
Topics
session
N
s
o.
planned
3 Hrs.=
1
session
1 Personal selling & sales Management Overview:
1
Nature and Scope of Sales Management, objectives,
developing personal selling objectives & strategies

1
Sales Planning
potential

&

Budgeting

estimating

market

Organizing the sales effort- functions and qualities of

sales executives, Recruitment and Selection and
Training and Development of Sales Personnel

Evaluation and Control of Sales Personnel

Sales Organization

Sales Budget and Managing Accounts

Directing the sales force: time & Territory

management,
Sales
Allocations
and
Quotas,
Compensation and Motivation of Sales Personnel

Sales Control, field sales reporting & evaluating the

sales force, Cost Analysis

Sales Presentation techniques

10

Current issues in sales management vs International

sales management

11

Marketing Channels: Structure,

Relationships, Design and Planning

12

Managing the Marketing Channels, Information

Systems
and
Channel
Management,
policies,
Assessing Marketing Channel Performance

13

Logistics of Distribution structure, Distribution

Objective and Strategy, inventory management,
materials handling, order processing, warehousing &
storage, logistics information system

14

Case study and presentations.

Functions,

and

Reference Text
1. Still, Cundiff, &Govoni- Sales Management
2. Stern, L.W., EI Ansari, A.I., Coughlan, A.T. - Marketing Channels.
3. M. Lambert, James R. Fundamentals of Logistics Management

PGDBM SEM II 1.6

Subject : Project Management
Duration: 45 Hrs (15 sessions)
Type : Core
4
Marks : 100
Sr
.
N
o.

Topics

Introduction: Concept of Project Management. Scope

& Coverage.
Project Function in an Organization f Project
Department organization structures.
Project Identification : Selection of product,
identification of market, preparation of feasibility
study/report. Project formulation - Evaluation of
risks, preparation of Project report.
Selection of location & site of the project Factors
affecting location policies of Central State
Government towards location Legal aspects of
project management.
Financial Analysis : Profitability Analysis Social cost
Benefit Analysis preparation of Budget
and Cash Flows.

Credits :

No. of
session
s
planned
3 Hrs.=
1
session
2

Materials Management in Project Planning

Procurement storage disposal.
5

7
8

Financing of the Project :- Source of Finance

Cost implications thereof Financial Institutions
Guidelines for funding projects, Risk Analysis
Sensitivity Analysis.
Quantitative Aspects of projects :- PERT/CPM Network
Analysis for monitoring of the project
Other quantitative techniques for monitoring and
Control of project

Computer Applications: - Selection of software

packages for application to Project management.
Case Studies and Presentations

Reference Texts
1.
2.
3.
4.
5.
6.

PMP - Project Management Professional - Study Guide - By KimiHeldman

Project Management - By S. Choudhary
Text Book of Project Management - By P Gopalakrishnan, V. E. Ramamoorthy
Project Management - By Prasanna Chandra
Project Appraisal - By P. K. Mattoo
Project Management - By Vasant Desai

PGDBM SEM II 1.7

Subject : Human Resource Management
(15 sessions)
Type : Core
Marks : 100

Sr
.
N
o.
1

Duration: 45 Hrs
Credits : 4

Topics
Human resources Management-Introduction and
Importance-Evolution difference between Personnel
Management and HRM- Strategic HRM- role of a HR
Manager.

Human Resources Planning-Objectives-Importance-

HRP Process- Manpower Estimation-Job analysis-Job

Description-Job Specification. Recruitment-Sources of
Recruitment,

Selection

Process,

Placement

and

Induction
3

Retention of Employees.
Training and Development- Objectives and Needs-

Training Process-Methods of Training Tools and AidsEvaluation of Training Programs.

4

Career Planning- Succession Planning.

Performance

Management

System-Definition,

Concepts and Ethics-Different methods of Performance

6

Appraisal- Rating Errors.

Compensation
Management

and

Components-Job Evaluation- Incentives and Benefits.

Industrial relations-Discipline, Grievance Procedure-

collective Bargaining-Settlement of Disputes.

Retirement/Separation-Superannuation-Voluntary

Concepts

Retirement Schemes-Resignation-Discharge-Dismissal9

Suspension-Layoff.
Management of Change - Introduction, Model of a

planned change, factors for change & introduction to

10

OD
Emerging (Recent) Trends in Human Resource

Management: Talent Management, Global HRM

Reference Text
1. Personnel/Human Resource Management, 3 rdedDecenzo, David A. / Robbins,
Stephen P. Prentice Hall of India
2. Human Resource Management, 10 thedDessler, Gary. Prentice Hall of India
3. Human Resource Management Camell, Michael R et al. Prentice Hall
4. Managing Human Resources, 13 thedBohlander / Snell. Thomson 2004
5. Human Resource Management, 10 thedIvancevich, John M. Tata McgrawHill
2007
6. Cases & Exercises in Human Resource Management, 6 thed,Stevens, George
E. McGrawHill/Irwin 1995

PGDBM SEM II 1.8

Subject:Research Methodology Duration: 45 Hrs (15 sessions)
Type : Core
Credits : 4
Marks : 100
Sr.
N
o.

Topics

No. of
sessions
planned
3 Hrs.=
1 session
1

Research: Meaning/ Concepts/ Definition/ Types

Role of Research in Management:

Conceptualization of Management in the Context of Research
Functional Aspect of Management & Research
Management as a System / Sub System and Role of Research
Research Processes: Steps / Stages to follow

Research Problem: Identification, Need for Identification,

Techniques for Identification of Research Problem,
Objectives, Hypothesis

Research Design (RD): Concepts, Need for RD,

Typifications, Classifications Categories, Case Studies,
Survey, Experiment
Sources of data Primary & Secondary, Methods and

8
9

10

Tools of Data Collection, Observation, Interview,

Questionnaire, Pre-testing
Qualitative Research: Concepts
Significance of Qualitative Research
Key Issues of Qualitative Approach to Research (Self &
Society)
Tools, An Evaluation Assessments
Measurement Scaling techniques, reliability & validity of
scales
Sampling: Procedures, Sampling Error, Confidence Interval
Sampling Distribution, Sample size
Testing of Hypothesis Null Hypothesis, Alternate Hypothesis,
Power of a test, Parametric and Non-parametric tests, Chisquare test, t-tests,

1
1

11

Regression Analysis, Analysis of Variance.

12

13

Correlations for Nominal, Ordinal & Interval/Ratio level

variables.
Documentation/Report Writing

14

Computer Aided data analysis (SPSS Package).

15

Types of research departments in companies,

Independent agencies and media agencies in research.

Reference Text
1. Business Research Methods Cooper Schindler
2. Research Methodology Methods and Techniques C R Kothari
3. Research for Marketing Decisions Green, Tull&Albaum ( Prentice Hall )
4. Marketing Research G C Beri ( TMH )
5. Statistics for Management - Levin & Rubin (Prentice Hall)
6. Non parametric Statistics - Sidney Siegel (Tata McGraw Hill)
7. Business Statistics - G C Beri (McGraw Hill)
8. Saunder : Research Methods for business students (Pearson)
9. Marketing Research : Haier, Bush, Ortinau (2nd edition, Tata McGraw Hill)
10.D K Bhattacharya : Research Methodology (Excel)
11.P C Tripathy : A Text Book of Research Methodology in Social Science (Sultan
Chand)
12.Marketing Research Text & Cases ( Wren, Stevens, Loudon, Jaico Publications )
13.Marketing Research Essentials : McDaniels& Gates ( 3 rd Edition SW College
Publications )
14.Marketing Research : Aker, Kumar, Day ( 7 th edition John Wiley & Sons )

PGDBM SEM II 1.9

Subject : Financial Management
45 Hrs (15 sessions)
Type : Core
Marks : 100
Sr
.
N
o.

Duration:
Credits : 4

Topics

Introduction to Financial Management

Scope of Financial Management Objectives of Financial
Management - Profit Maximization and Wealth
Maximization criteria. Introduction to Time Value of
Money

Sources of raising finance

Introduction to Debt and Equity Markets Introduction
to different instruments - long term and short term.
Cost of Capital Theory and problems

No. of
session
s
planned
3 Hrs.=
1
session
2

2
3

Cost of Equity, Cost of Retained Earnings, Cost of

Preference Shares
and Cost of Debt. Weighted Average Cost of Capital
Capital Structure Theories Net Income Approach, Net
Operating Income Approach, Modigliani and Miller
Approach, Traditional Approach
Capital Structure Planning EBIT-EPS Analysis,
Indifference Point
Leverages Operating, Financing and Combined
Leverages
Working Capital Management Estimation and
Financing,
Inventory Control, Receivables Management
Cash Management
Dividend Policy Theory and Problems
Walters Model, Gordons Model and Modigliani and
Miller Model Provisions with regard to payment of
dividend

Reference Text
1. Financial Management
2. Financial Management
3. Financial Management
4. Financial Management

M Y Khan and P K Jain

I M Pandey
Prasanna Chandra
S N Maheshwari

PGDBM SEM II 1.10

Subject:Business TaxationDuration: 45 Hrs (15 sessions)
Type : Core
Credits :
4
Marks : 100

Sr
.
N
o.

Topics

No. of
sessio
ns
plann
ed
3
Hrs.=
1
sessio
n

4
5
6
7

Introduction to tax and basic concepts of Tax act 1961

Elements of Income Tax:1 Scope and charge of income

tax, 2 Selected definition relevant to computation of
total income, 3 Residential Status.
4 Heads of Income and computation thereof 1. Income
from Salary, Income from House Property, Business
Income, Capital Gains and Income from other sources.
Exemptions from total income and deductions from gross
total income
Salient features of Maharashtra value added tax.(MVAT)
Salient features of Central Sales Tax Act
Salient features of central Excise act- Including
accessible value, CENCAT credit

2
2
2
2

Reference Text
1. Income Tax : Dr. Singhania
2. Indian Taxes : V. S. Datey
3. Direct and Indirect Taxes : Kishnadwala
4. Income Tax - Ainapure

PGDBM SEM II -1.11

Subject : Corporate Social Responsibility
45 Hrs (15 sessions)
Type : Core
Marks : 100

Duration:
Credits : 4

S.n
o

Topics

No. of sessions
planned
(1 session=3hrs)

Evolution of CSR (Global & Indian

Perspective )

Legislation - Indian Companies Act

Corporate Governance & Ethics in

Business/ Case study

Stakeholder Engagement

Steps in CSR Communication/Case

study

Sustainability and its strategy

formulation

Introduction to carbon and water

foot print

Reporting Guidelines (Global &

Indian Perspectives GRI, OECD,
UNGC, NVG etc.)

Students Presentation

10

Case study based on the CSR and

Sustainability

11

Industrial interaction with an NGO

12

Project work

PGDBM
SEM II
1.12
Subject :

Entrepreneurship Management
Duration: 45 Hrs (15 sessions)
Type : Core
Credits : 4
Marks : 100

Sr
.
N
o.

Topics

No. of
session
s
planned
3 Hrs.=
1
session

a) Nature and development of entrepreneurship,

Gender issues in entrepreneurship
b) The dynamic role of small business / industry
in Economic development
c) Personality of an Entrepreneur
d) Innovation and Entrepreneurship

a) Policy perspectives in India to promote

entrepreneurship
b) Analysis of business opportunities in different
sectors on economy at National and Global
level
c) Quick- start routes to to establish an
Enterprise ( Franchising, Anciliaring and
acquisitioning)
d) Support organisation for an Entrepreneur and
their role
e) Legal framework for starting a business /
industry in India
a) Product / Project Identification
b) Developing a Project Report / Business Plan
c) Business Financing including Venture Capital
Finance
d) Managing early growth of a Business,
Incubation programme
e) New Venture expansion - Strategies and
Issues
Case Studies and presentation

Reference Text
1.
2.
3.
4.

Beyond Entrepreneurship : By James C Collins,William C. Lazier

Entrepreneurship Management - By P.N.Singh By J C Saboo
Entrepreneurship Development in India - Bishwanath Ghosh
Literature published by support institutions like a) SICOM ,b) SIDBI, c)
MSSIDC, d) NSIC

PGDBM SEM II 1.9

Subject:Financial ManagementDuration: 45 Hrs (15 sessions)
Type :Core
Credits : 4
Marks : 100
Sr
.
N
o.

Topics

Introduction to Financial Management

Scope of Financial Management Objectives of Financial
Management - Profit Maximization and Wealth
Maximization criteria. Introduction to Time Value of
Money

Sources of raising finance

No. of
session
s
planned
3 Hrs.=
1
session
2

Introduction to Debt and Equity MarketsIntroduction to

different instruments - long term and short term.
Cost of Capital Theory and problems
Cost of Equity, Cost of Retained Earnings, Cost of
Preference Shares
and Cost of Debt. Weighted Average Cost of Capital
Capital Structure Theories Net Income Approach, Net
Operating Income Approach, Modigliani and Miller
Approach, Traditional Approach
Capital Structure Planning EBIT-EPS Analysis,
Indifference Point
Leverages Operating, Financing and Combined
Leverages
Working Capital Management Estimation and
Financing,
Inventory Control, Receivables Management
Cash Management
Dividend Policy Theory and Problems
Walters Model, Gordons Model and Modigliani and
Miller ModelProvisions with regard to payment of
dividend

Reference Text
5. Financial Management
6. Financial Management
7. Financial Management
8. Financial Management

M Y Khan and P K Jain

I M Pandey
Prasanna Chandra
S N Maheshwari

PGDBM SEM II -1.3

Subject: MIS
Type : Core
Marks : 100

Sr
.
N
o.

Duration: 45 Hrs (15 sessions)

Credits : 4

Topics

No. of
session
s
planned
3 Hrs.=
1
session

Information
Information Concepts
Classification of Information
Methods of Data and Information Collection
General Model of a Human as a Information Processor

Foundations of Information Systems

1
Why Information System?
Organizations and Information Systems
Perspectives on Information System
MIS and Information concepts
Information System in the Enterprise
3
Major types of system in organization
TPS
KWS
OAS
DSS
MIS
ESS
Development of MIS
2
Features of MIS
Impact of MIS in organization
Determining the Information Requirement
Information Technology Implementation Plan
Development and Implementation of MIS
MIS : the Factors for Success and Failure
Enterprise Applications and Business Process Integration
2
Enterprise Systems
Supply chain Management Systems
Customer Relationship Management Systems
Enterprise Integration Trends
E-Commerce Applications & Issues
Term Work:- Term work/Assignment :Each
candidate will submit a journal in which at least 10
assignments based on the above syllabus and the
internal test paper. Test will be graded for 10 marks
and assignments will be graded for 15 marks

Reference Text
9. Management Information System, Oz Thomson Learning 5th Edition
10.Management Information Systems, W. S. Jawadekar, 3rd Edition, TMH.

11.Management Information System, James O'Brien, 7th edition, TMH.

12.Information Systems the Foundation of E-Business, Steven Alter, 4th
Edition, Pearson Education.
13.Information Technology for Management, Turban, McLean, Wetherbe, 4th
edition, Wiley
14.Management Information Systems, Loudon and Loudon, 10th Edition,
Pearson Educations.
15.Management Information Systems, Jaiswal Oxford Press
16.
Case based approach can be adopted to explain various
concepts during tutorials (Internal Evaluation)

PGDBM SEM II 1.4

Subject:Cost and Management Accounting Duration: 45 Hrs (15
sessions)
Type : Core
Credits : 4
Marks : 100

Sr
.
N
o.

Topics

Introduction to cost accounting, objectives of cost

accounting, elements of costs, Classification of costs.

Preparation of cost sheet

Methods of costing:
b) Process costing: (Theory and practical): process
accounts, normal loss, abnormal loss, abnormal
gains
b) Service costing: (Theory and practical):
Passenger
transport, goods transport,
hospitals etc.
Marginal costing: (Theory and practical): basics of
marginal costing and decision making
Standard costing: (Theory and practical): Material
variances, Labour variances, Sales variances

4
5

No. of
session
s
planned
3 Hrs.=
1
session
1

4
3

Budgetary control: (Theory and practical): fixed and

flexible budgets. Zero based budgeting. (6 Hours)

Reference Text
4. Cost and management accounting- S. M Inamdar
5. Accounting for management- Dr. Jawaharlal
6. Cost Management- Saxena&Vashisht

PGDBM SEM II 1.5

Subject:Sales & Distribution ManagementDuration: 45 Hrs (15 sessions)
Type : Core
Credits : 4
Marks : 100

Sr
.
N
o.

Topics

Personal selling & sales Management Overview:

Nature and Scope of Sales Management, objectives,
developing personal selling objectives & strategies

No. of
session
s
planned
3 Hrs.=
1
session
1

1
Sales Planning
potential

&

Budgeting

estimating

market

Organizing the sales effort- functions and qualities of

sales executives, Recruitment and Selection and
Training and Development of Sales Personnel

Evaluation and Control of Sales Personnel

Sales Organization

Sales Budget and Managing Accounts

Directing the sales force: time & Territory

management,
Sales
Allocations
and
Quotas,
Compensation and Motivation of Sales Personnel

Sales Control, field sales reporting & evaluating the

sales force, Cost Analysis

Sales Presentation techniques

10

Current issues in sales management vs International

sales management

11

Marketing Channels: Structure,

Relationships, Design and Planning

12

Managing the Marketing Channels, Information

Systems
and
Channel
Management,
policies,
Assessing Marketing Channel Performance

13

Logistics of Distribution structure, Distribution

Objective and Strategy, inventory management,
materials handling, order processing, warehousing &
storage, logistics information system

14

Case study and presentations.

Functions,

and

Reference Text
4. Still, Cundiff, &Govoni- Sales Management
5. Stern, L.W., EI Ansari, A.I., Coughlan, A.T. - Marketing Channels.
6. M. Lambert, James R. Fundamentals of Logistics Management
PGDBM SEM II 1.7
Subject:Human Resource Management
(15 sessions)
Type : Core
Credits : 4
Marks : 100

Sr
.
N
o.

Topics

Duration: 45 Hrs

No. of
session
s
planned
3 Hrs.=
1
session

Human resources Management-Introduction and

Importance-Evolution difference between Personnel

Management and HRM- Strategic HRM- role of a HR
Manager.

Human Resources Planning-Objectives-Importance-

HRP Process- Manpower Estimation-Job analysis-Job

Description-Job Specification. Recruitment-Sources of
Recruitment,

Selection

Process,

Placement

and

Induction
Retention of Employees.
3

Training and Development- Objectives and Needs-

Training Process-Methods of Training Tools and AidsEvaluation of Training Programs.

4

Career Planning- Succession Planning.

Performance

Management

System-Definition,

Concepts and Ethics-Different methods of Performance

Appraisal- Rating Errors.
6

Compensation

Management

Concepts

and

Components-Job Evaluation- Incentives and Benefits.

7

Industrial relations-Discipline, Grievance Procedure-

collective Bargaining-Settlement of Disputes.

8

Retirement/Separation-Superannuation-Voluntary

Retirement Schemes-Resignation-Discharge-DismissalSuspension-Layoff.
9

Management of Change - Introduction, Model of a

planned change, factors for change & introduction to

OD
10

Emerging (Recent) Trends in Human Resource

Management: Talent Management, Global HRM

Reference Text
7. Personnel/Human Resource Management, 3 rdedDecenzo, David A. / Robbins,
Stephen P. Prentice Hall of India
8. Human Resource Management, 10 thedDessler, Gary. Prentice Hall of India
9. Human Resource Management Camell, Michael R et al. Prentice Hall
10.Managing Human Resources, 13 thedBohlander / Snell. Thomson 2004
11.Human Resource Management, 10 thedIvancevich, John M. Tata McgrawHill
2007
12.Cases & Exercises in Human Resource Management, 6 thed,Stevens, George
E. McGrawHill/Irwin 1995

PGDBM SEM II 1.6

Subject:Project Management
sessions)
Type : Core
Credits : 4
Marks : 100

Duration: 45 Hrs (15

Sr.
N
o.

Topics

No. of
sessions
planned
3 Hrs.=
1 session

Logistic Management Basics Supply Chain Management : Definitions,

Activities, Evolution.
Procurement, Planning , Transportation ,warehousing and
distribution, Various issues in supply chain: responsiveness
Agility and globalization, Use of IT.

Quality Management : Definition, Importance, Quality thoughts,

quality techniques : visual ,
Statistical Quality Systems: quality circles, TQM, ISO, Kaizen, JIT. Etc.
BPR & Benchmarking : Definitions, Business process and functional
process, Importance.
Rengineering .
Benchmarking: Origins, definition , Internal and External Benchmarking.

Project Management : Various types of Projects : Concept of Project Managem

Scope & Coverage. Project Function in an organization Layout of
Project Department.
Role of Consultants in Project Management

Maintenance Management : Importance and Definition of

maintenance, Types ,
Techniques for maintenance

TPM
Operations in Service Industry : Service Strategies Similarities and
differences between
Manufacturing and Service industry , new service development and
design,
Service location and layout , service capacity planning

Reference Text
1. Modern Production / Operation management by Elwood S. Buffa&Rakesh K. Sarin (Wiley
Publication)
2. Operations Management by Richard B Chase, Jacobs, Aquilano and Agarwal (Tata McGraw
Hill)
3. Operations Management byS. N. Chary (Tata McGraw Hill)
4. Operations Management by Ashwathapa ( Himalaya Publication)
5. Supply Chain Management by Bowersox
6. Business Logistics By Ballon

7. Supply Chain Management by Suneil Chopra

PGDBM SEM II 1.1

Subject:Basic Quantitative Techniques
Type : Core
Credits : 4
Marks : 100

Duration: 45 Hrs (15 sessions)

Sr
.
N
o.

Topics

No. of
session
s
planned
3 Hrs.=
1
session

Introduction to OR: Concepts, Genesis, Application

potential to diverse problems in business & industry,
scope & limitations.
Assignment Problem: (AP) Concepts, Formulation of
model, Hungarian method of solution Maximization /
Minimization Balanced / Unbalanced Prohibited
assignment problems.

Transportation Problem (TP): Concepts, Formulation of

model Solution procedures for IFS and optimality
check balanced / unbalanced maximization/
minimization - Case of Degeneracy prohibited
routing problems post optimal sensitivity analysis

Linear Programming (LP) : Concepts, Formulation of

Models, Diverse problems Graphical explanation of
solution maximization / minimization simplex
algorithm use of slack/surplus/artificial variables
big M method/ two-phase method interpretation of
the optimal tableau (Unique optimum, multiple
optimum, unbounded ness, infeasibility & redundancy
problems.)

Linear Programming (LP) : Duality principles

primal/dual inter relation post optimal sensitivity
analysis for changes in b-vector, c-vector, addition /
deletion of variables / constraints dual simplex
method problems. Limitations of LP vis--vis non
linear programming problems. Brief introduction to
non lp models and associated problems.

Network Analysis : Minimal spanning tree problem

shortest route problem maximal flow in capacitated
network concepts and solution algorithm as applied
to problems project planning & control by use of CPM
/ PERT concepts.

Definitions of Project, Jobs, Events Arrow diagrams

Time analysis and derivation of the critical path
concepts of floats(total, free, interfering, independent)
Crashing of a CPM Network Probability assessment
in Pert Network

Queuing (Waiting line) Models : Concepts Types of

queuing systems (use of 6 character code) queues in
series and parallel problems based on the results of
following models (M/M/1) single channel queue with
passion arrival rate, & negative exponential service
time, with & without limitations of Queue size. (M/G/I)
Single channel with Poisson arrival rate, and rate, and
general service time, pk formulae

Inventory Models : Types of inventory situation : fixed

quantity/ fixed Review period - cost involved

deterministic probability models- Economic-orderquantity (EOQ) and EBQ for finites production ratesensitivity Analysis of EOQ under price break
determination of safety stock and Recorder levels
static inventory model (insurance spares).
10

Digit simulation : concept areas of application

random digits and method of Generating probability
distribution application to problems in queuing.
Inventory, new product, profitability, maintenance etc.

11

Replacement and maintenance models:- Replacement

of items subject to deterioration and item subject
random total failure - group vs individual
Replacement policies.

12

Game theory:- Concept 2- person , n-person gameszero sum and Non zero- Sum games solution
procedures to 2- person zero sum games saddle
point, missed strategy , sub games Method for m x 2
or 2 x n games graphical Methods, Equivalence of
game theory and linear programming models solution
of 3X3

13

Games by LP simplex including duality application for

maximizing / minimizing players strategy.

Reference Text
6. Operations Research Taha
7. Quantitative Techniques in Management - N.D. Vohra
8. Quantitative Techniques in Management - L.C. Jhamb
9. Quantitative Techniques in Management - J .K. Sharma
10.Operations Research V. K. Kapoor

PGDBM SEM II -1.3

Subject:MIS
Type : Core
Marks : 100

Sr
.
N
o.

Duration: 45 Hrs (15 sessions)

Credits : 4

Topics

Information
Information Concepts
Classification of Information
Methods of Data and Information Collection
General Model of a Human as a Information Processor

No. of
session
s
planned
3 Hrs.=
1
session
1

Foundations of Information Systems

1
Why Information System?
Organizations and Information Systems
Perspectives on Information System
MIS and Information concepts
Information System in the Enterprise
3
Major types of system in organization
TPS
KWS
OAS
DSS
MIS
ESS
Development of MIS
2
Features of MIS
Impact of MIS in organization
Determining the Information Requirement
Information Technology Implementation Plan
Development and Implementation of MIS
MIS : the Factors for Success and Failure
Enterprise Applications and Business Process Integration
2
Enterprise Systems
Supply chain Management Systems
Customer Relationship Management Systems
Enterprise Integration Trends
E-Commerce Applications & Issues
Term Work:- Term work/Assignment :Each
candidate will submit a journal in which at least 10
assignments based on the above syllabus and the

internal test paper. Test will be graded for 10 marks

and assignments will be graded for 15 marks

Reference Text
17.Management Information System, Oz Thomson Learning 5th Edition
18.Management Information Systems, W. S. Jawadekar, 3rd Edition, TMH.
19.Management Information System, James O'Brien, 7th edition, TMH.
20.Information Systems the Foundation of E-Business, Steven Alter, 4th
Edition, Pearson Education.
21.Information Technology for Management, Turban, McLean, Wetherbe, 4th
edition, Wiley
22.Management Information Systems, Loudon and Loudon, 10th Edition,
Pearson Educations.
23.Management Information Systems, Jaiswal Oxford Press
24.
Case based approach can be adopted to explain various
concepts during tutorials (Internal Evaluation)

PGDBM SEM II -1.2

Subject:Economic Environment Of India

sessions)
Type : Core
Credits : 4
Marks : 100

Sr
.
N
o.

Duration: 45 Hrs (15

Topics

No. of
session
s
planned
3 Hrs.=
1
session
2

The Scope & subject Matter of Macroeconomics,

circular flow of f product and money in a four sector
model, an introduction to the Indian Economy its
salient features, Governments role in the economy.

Keynes theory of National Income Determination,

Multiplier effect, National Income Concept and
Measurement. Indias Gross Domestic Product and
Gross National Product ( its components and the
significance of the same to growth )

Inflation meaning, measurement and control

measures. Phillips curve. Business Cycles and
stabilization.1991 Liberalization Policy measures.
Issues related to unemployment.

Role and functions of central banking. Monetary policy.

The capital and money markets.

Balance of payments meaning, disequilibrium and

adjustment. Aspects of balance of payment
management; exchange rate management through
macro-economic policies;
Approaches to manage trade and bop deficits;
managing internal and external balance
simultaneously; corporate responses to variations in
exchange rates and policies. The world bank and IMF
conditionalitys leading to liberalization.

Components of national budget. Fiscal Policy reforms

and effect on private business.

Case studies and presentations.

Reference Text

6. Economic Environment of Business, S.K. Misra and V.K.Puri, Himalaya

Publishing House, 2005
7. Business Environment , Francis CHerunilam, Himalaya Publishing House,2005
8. Business Environment , Aswathappa, HPH
9. Raj Aggrawal Business Environment ( Excel)
10.Adhikary, M.Economic Environment of Business in India ( Sultan Chand )

PGDBM SEM II 1.12

Subject:Entrepreneurship Management
sessions)
Type : Core
Credits : 4
Marks : 100

Sr
.
N
o.

Duration: 45 Hrs (15

Topics

e) Nature and development of entrepreneurship,

Gender issues in entrepreneurship
f) The dynamic role of small business / industry
in Economic development
g) Personality of an Entrepreneur
h) Innovation and Entrepreneurship

f) Policy perspectives in India to promote

entrepreneurship
g) Analysis of business opportunities in different
sectors on economy at National and Global
level
h) Quick- start routes to to establish an
Enterprise ( Franchising, Anciliaring and
acquisitioning)
i) Support organisation for an Entrepreneur and
their role
j) Legal framework for starting a business /
industry in India
f) Product / Project Identification
g) Developing a Project Report / Business Plan
h) Business Financing including Venture Capital
Finance
i) Managing early growth of a Business,
Incubation programme
j) New Venture expansion - Strategies and
Issues
Case Studies and presentation

No. of
session
s
planned
3 Hrs.=
1
session
4

Reference Text
5. Beyond Entrepreneurship : By James C Collins,William C. Lazier

6. Entrepreneurship Management - By P.N.Singh By J C Saboo

7. Entrepreneurship Development in India - Bishwanath Ghosh
8. Literature published by support institutions like a) SICOM ,b) SIDBI, c)
MSSIDC, d) NSIC

PGDBM SEM II -1.11

Subject:Corporate Social Responsibility
sessions)
Type : Core
Credits :
4
Marks : 100

Sr
.
N
o.

2
3
4
5
6

Topics

Duration: 45 Hrs (15

No. of
session
s
planned
3 Hrs.=
1
session

7
Reference Text