SRM UNIVERSITY

MBA – MARKETING
II SEMESTER

MBN502 HUMAN RESOURCE MANAGEMENT L T P C

3 0 0 3

OBJECTIVE: To give brief knowledge to the students about Human Resource, and its
management to implement in the modern business environment.

TEACHING METHODOLOGY:

The course is taught through lectures, discussion, presentations, written tests,

assignments, guest lecturers, case discussion, exercises.

CLASS SCHEDULE
UNITS TOPIC FOR DISCUSSION HOURS REFERENCE
NO BOOKS
1 Meaning, Nature and scope of HRM 1 R1. 3 -7
Personnel Mgt Versus HRM & Importance of 1 R1. 11
HRM
HRM Functions & HRM Classification 1 R1. 9-12
Organization of HRM 1 R1 13-16
Qualities and Qualification of HRM manager 1 R1. 24-25
Case 1-Human resource department for S&s 2 R7

2 HRP(, benefits and Strategic for HRP 1 R1.87-114

Process of HRP and Factors affecting HRP 1
Demand and Supply forecasting 1
Recent Trends in HRP) 1
Objectives, Strategies & Policy of Recruitment 1 R1. 166-187
Sources of Recruitment & Factors affecting 1
Recruitment
Job Analysis & Job Specification 1 R1. 123-143
Purpose and Techniques of Job Description 1
Case 4-Manpoer planning at foodies unlimited 2 R7

3 Meaning and Essential of Selection 1 R1. 195-214

Organization for Selection 1
Selection Procedure 1
Different types of Psychological test 1
Line Manager’s Decision 1
Placement problems 1 R1.228
Induction programme 1 R1.220-227
Retention of Employees 1
Case 9-Managing careers at ACME hospitality 2 R7
 services

4 Need and Importance of Training 1 R1.237-268

Techniques of Training 2
Benefits of Training and MDP 1
Knowledge Management 1 R8.80
Job Enlargement & Job Enrichment 1 R1.
Job Evaluation 1 R1 313-320
Case 13-Traning dilemma at lunar system 2 R7

5 Need, Importance and Benefits of Performance 1 R1. 278-314

Appraisal(PA)
Techniques of Performance Appraisal 2
Career Planning ,succession planning& Career 1 R1. 268-272
Development
Time Management 1 R8. 499
Retaining and Motivating 1 R1.110
Corporate Social Responsibility 1 R8.418,429&548
Case 17-Pay raise at Akash manufacturing 2 R7

Reference Books:

R1. K. Aswathappa, Human Resource Management- sixth edition,McGraw Hill

R2. Flippo E. E, Personnel Management- McGraw Hill
R3. Subba Rao.A, Personnel and Human Resource Management – Himalaya Publishers
R4. Chandramohan.A, Human Resource Management- APH Publishing Corporation
R5. Arun Monappa, Managing Human Resource – Mac Millan India Ltd
R6. Kaushal.H, Case Study Solution for HRD – Mac Millan India Ltd
R7.Snell,Bohlander,Vohra,Human Resource management-cengage learning
R8.C.B.MEMORIAPersonnel managemen –Himalaya publishers.

Prepared By: Mr.R.Shanmugam

Co-ordinator for Human Resource Management
Mobile: 9047684878 Email: shanmugamramar@gmail.com

MBN 502 Human Resource Management – Mini Project

This shall be done as a group project, where the number of members in the group is not
more than FIVE.

The company and the topic of study shall be chosen in consultation with the concerned
faculty member.

The study could be amongst any of the areas such as Human Resource audit, Human
Resource Information System, Human Resource Accounting, Employee retention,
performance appraisal, training and development, career development, knowledge
management.

Suitable On Duty/Permissions/Letters of Authorization shall be furnished to the students,

based on the needs and requirements of the students in consultation with the concerned
faculty member and the suitable approval by their respective Dean.

Evaluation shall be done based on a Project Report and a Group Presentation of the field
project.

Co-ordinator Dean/MBA
 PRODUCTION AND OPERATIONS L T P C
MBN510
MANAGEMENT 2 2 0 2

LESSON PLAN
OBJECTIVES
To enable students understand the principles, practices and areas of application in
shop floor management.

METHODOLOGY: Lectures, Classroom discussions, Student presentations, Case

analysis, Mini projects and Local industry visits

Sl. No. of
Topics Reading Material
No: Hours
Production & Operations Management – Meaning, B1: (Pg: 1 - 4)
1 Scope, Functions, Systems, Relationship between POM B2: (Pg: 2 - 8 & 1
and other functional areas of Management 10 – 12)
Classification of Production Systems – Intermittent, Job B1: (Pg: 4 - 8)
2 shop, Batch, Continuous, Flow and Mass Production 2
Systems B2: (Pg: 68 - 71)

Product Design – Definition, Need, characteristics, B1: (Pg: 19-21)

3 Stages - Preliminary Design, Final Design, Modular 2
Design and Reverse Engineering B2: (Pg: 56-59)

4 Process Planning – Steps and flow diagram PM1 1

B1: (Pg: 33 - 40)
5 Make or Buy Decision – Theory and Problems 1
B2: (Pg: 71 - 80)
Computer Integrated Manufacturing, Computer Aided
6 Design, Computer Aided Manufacturing, and Flexible R2: (Pg: 133 - 139) 1
Manufacturing Systems
Production Planning & Control – Preplanning, B1: (Pg: 280 - 284)
7 Forecasting, Scheduling, Routing, Loading, Dispatching B2: (Pg: 208 - 210 2
and Expediting & 220 - 222)
Plant Location – Factors Influencing Plant Location,
Single and Multi Facility Location, Gravity Location, B1: (Pg: 94 - 116)
8 2
Mini max Location and Relocation – Theory and B2: (Pg: 118 - 128)
Problems
Plant Layout – Principles, Flow Patterns, Types
(Product, Process, Combined, Cellular and Fixed B1: (Pg: 128 - 131)
9 2
position Layouts) - Concept, Advantages, B2: (Pg: 140 - 151)
Disadvantages and Applications
10 Sequencing (M Job 2 machines and M Job 3 Machines) B1: (Pg: 312 - 317) 2
 - Theory and Problems
Capacity Planning - Types of Capacity (Design and B1: (Pg: 46 - 49)
11 System capacity) Capacity Decision, Capacity Planning 1
Strategies - Theory and Problems B2: (Pg: 106 - 110)

Inventory Management – Definition, Functions, B1: (Pg: 205 – 215;

Classification of Inventories – Purchase Model (EBQ –
221 - 224)
12 With & Without shortage), and Manufacturing Model 2
(EOQ – With & Without shortage), P & Q Systems - B2: (Pg: 530 – 532;
Theory and Problems 538 - 542)

MRP-I & MRP-II, Just in Time – Concepts, B1: (Pg: 264 - 266)
13 Characteristics, Elements, JIT manufacturing and B2: (Pg: 262 - 273; 1
Benefits 570-583)
Selective Inventory Control Techniques (ABC, VED, B1: (Pg: 231 - 236)
14 XYZ, FSN, HML, SDE, SOS, and GOLF) – Theory and 1
Problems B2: (Pg: 543 - 548)

Statistical Quality Control – Definition, Importance, B1: (Pg: 406 - 417)

15 Mean, Range, Number of Defectives chart (P & C 2
Charts) - Theory and Problems B2: (Pg: 394 - 405

Type I & II Error, Producer risk, Consumer risk, OC B1: (Pg: 418 - 421)
16 1
Curve, Acceptance Sampling and Single sampling plan B2: (Pg: 406 - 410)
Work study - Method Study (Steps, Symbols, Charts, B1: (Pg: 387 - 405)
Diagrams) and Time Study (Steps, Methods,
17 B2: (Pg: 176 - 182; 3
Allowances and rating), Work sampling - Theory and
Problems 185-195; 199-204)

Maintenance Management – Types (Preventive, Break B1: (Pg: 440 - 450)

18 down and Scheduled Maintenance), Procedure, Cost B2: (Pg: 444 - 459) 1
Balance, Failure analysis (Bath Tub Curve) B3: (Pg: 415 – 425)
Purchase Management – Fundamentals, Functions, B1: (Pg: 224 - 228)
19 1
Types, Procedure, Vendor Rating B2: (Pg: 490 - 508)
Stores Management – Functions, Types, Stock Keeping, B1: (Pg: 228 - 230)
20 Stock Verification, Store Records and documentations B2: (Pg: 510 - 517 1
and Materials handling - FIFO, LIFO etc. & 523 - 526)
Total Hours 30

Case Studies:
B3: Case No 2, 3, 4, 6, 10, 12 & 13 (Pg: 537 - 564)
(Note: Other suitable case studies can also discuss in the class)

(Note: B1, B2 & B3 – Text Book Numbers; R1, R2, R3, R4 & R5 - Reference Book
Numbers; PM1 – Printed Material 1)
Problems to be solved in the class:
• Make or Buy Decisions
• Location (Single Facility Location, Gravity Location and Mini max Location)
• Sequencing (M Job 2 machines & M Job 3 Machines)
• Capacity Planning
• Purchase Models (Economic Order Quantity - EOQ) with & without shortages
• Manufacturing Models (Economic Batch Quantity – EBQ) with & without
shortages
• P & Q Systems
• ABC Analysis
• Time Study and Work Sampling
• Statistical quality control charts (X, R, P & C Charts)
• Individual Replacement Problems

Theory Problem Ratio:

Theory – 60%
Problem – 40%

Cycle Test Question paper Pattern:

Theory Problem Total Marks per Total

Part
Questions (Nos) Questions (Nos) Questions (Nos) Questions Marks
A 3 1 4 5 20
B 1 1 1 (1 out of 2) 10 10
C 1 (Case) 1 (Case) 2 10 20
Total 50

Model Exam Question paper Pattern:

Theory Problem Total Marks per Total

Part
Questions (Nos) Questions (Nos) Questions (Nos) Questions Marks
A 4 2 6 5 30
B 2 2 3 (3 out of 4) 10 30
C 2 (1 in each Case) 2 (1 in each Case) 4 10 40
Total 100
Internal Valuation Pattern:

Component Marks
Cycle test 10
Surprise Test 10
Model Exam 10
Mini Project 10
Viva Voce 5
Attendance 5
Total 50

Text Books:
1. R.  Panneerselvam,  Production  and  Operations  Management,  Prentice  hall  India 
publications, 2nd Edition, 2010. 
2. K. Aswathappa and K. Sridhara bhat, Production and Operations Management, Himalaya 
publishing home, 2nd Edition, 2010. 
3. R.V.  Badi  and  N.V.  Badi,  Production  and  Operations  Management  –  Text  and  cases, 
Vrinda publications Pvt Ltd, 3rd Edition, 2009. 

Reference Books:
1. Joseph  G.  Monks,  Operations  Management  –  Theory  and  Problems,  McGraw  Hill 
International editions, Management series, 3rd edition, 1987. 
2. Everett  E.  Adam,  Jr.  Ronald  J.  Ebert,  Production  and  Operations  Management  – 
Concepts, Models, and Behaviour, Prentice hall of India Pvt Ltd, 5th edition, 2005. 
3. Norman  Gaither  and  Greg  Frazier,  Operations  Management,  South  western  cengage 
learning India Pvt Ltd, India edition, 9th edition, 2008. 
4. Elwood  S.  Buffa  and  Rakesh  K  Sarin,  Modern  Production  /  Operations  Management, 
john wiley and sons Inc, 2005. 
 
 
 
Prepared by,        Verified by,        Approved by, 
 
 
Mr. R. Arivazhagan      Mr. Sundara rajan      Dr.  Jayshree 
Suresh 
Coordinator ‐ POM      HOD – Operations      Dean ‐ MBA 
MBN504 FINANCIAL MANAGEMENT L T P C
3 2 0 3

The main objective of this course is to familiarize the students with the concepts and
techniques of financial management. It is also aimed to impart to the students a working
knowledge to enable them to take decisions in finance. To achieve the above objectives,
an optimum blend of theory, practice and case study is proposed to be done in the class
room.
Theory and numerical will be in the proportion of 60:40.

S. Title Hours Lecture/presentation

No.
1 Introduction. Nature, scope and 2 lecture
objectives of finance functions.
Organization of finance functions. Role 2 Lecture
2. of finance managers in general and in
India
3. Case analysis : It makes or breaks 2 Discussion R 2
4. Introduction to Investment analysis 1 Lecture
5 Techniques of investment appraisal – 4 Lecture/problems/discussion
Traditional and discounted cash flow
techniques
6 Case analysis – G.S.Petropull company 2 Discussion R1 pg.165 &
– Calmex company Ltd. Pg.166
7 Working capital management - 3 Lecture
Meaning, Types and Factors
determining working capital –
Estimation of working capital
requirements
8 Inventory management and problems 2 Problems/ discussion
9 Case analysis – It’s a tight rope walk 1 Discussion R2 pg.549
10 Receivables management 2 Lecture/discussion
11 Case analysis - Relax pharmaceuticals 2 Discussion R 1. pg.623
Ltd.

12 Cash management – Baumol’s model 2 Lecture/problem

13 Pay out decision – practical 3 Lecture/discussion
considerations in dividends payment –
dividend policies – constant dividend
per share, constant percentage of
earnings, constant dividend per share
plus extra dividends
14 Case analysis – The Great Eastern 1 Discussion R1 pg.394
Shipping Co. Ltd.
15 Financing decision – Introduction – 3 Lecture
 Long term and short term financing -
sources of long term and short term
funds
16 Cost of capital 1 Lecture
17 Computation if cost of capital - 2 Discussion / problems
problems
18 Capital structure – Practical 3 Discussion/problems
considerations and Indifference points
between debt, equity and preference.
19 Leverages – Financial and Operating 2 Discussion/problems
leverage
20 Case analysis 1 discussion
21 Financial information systems 1 Presentation
22 Economic value addition 1 Discussion
23 Basics of management control system 1 Discussion/leture
24 Corporate governance 1 Lecture/question & answers

Reference Books:
1. I M Pandey – Financial Management - Vikas publishing house PVT. Ltd. New
Delhi.
2. Rajiv Srivastava & Anil Mishra – Financial Management - Oxford University
Press, New Delhi.
3. Prasanna Chandra – Financial Management – Tata Mc. Graw Hill, New Delhi.
4. M.y.Khan & PK.Jain – Financial Management– Tata Mc. Graw Hill, New Delhi
5. S.N.Maheswari – Financial Management principles and practice – Sultan Chand
& Sons, New Delhi.
6. James C Van Horne& mMWachowicz, Jr. – Fundamentals of Financial
Management – PHI Learning Private Limited – New Delhi.
MBN508 MARKETING – II L T P C
2 2 0 2

Session Topics Hours Books and page

no.

1 Concepts, components of marketing and 2 B.No. 3, 11 – 23,

MIS 738 – 743
2 Marketing research process 2 B.No.3, 743 – 764
3 Marketing metrics 2 B.No. 1, 102
4 Product characteristics, classification, 2 B.No.3, 372 – 406
differentiation, hierarchy, co-branding
5 Packaging and labeling 2 B.No.1, 331- 334
6 Warranties and guarantees 1 B.No.1, 334- 335
7 New product development 2 B.No.3, 470 - 487
8 Case studies 1 B.No.2, 661
9 Pricing, setting, types, changes 3 B.No. 2, 320 –
340
10 Case studies 2 B.No. 2, 739
11 Marketing channels, functions, design 2 B.No.3, 504 – 523
and channel management
12 E-commerce, retailing and its types 1 B.No.2, 476 – 491
13 Managing sales force 2 B.No.2, 436-449
14 Case studies 1 B.No.2, 717
15 Market communication 1 B.No.3, 650 – 657
16 Components of promotion 2 B.No.3, 413 – 423
17 Direct, interactive marketing 1 B.No.2, 492 – 499
18 Case studies 1 B.No.2, 696

Reference Books:
1. Book  No.1  Philip  Kotler,  Kevin  Lane,  Abraham  Koshy‐  Marketing  Management‐  a 
south Asian perspective – pearson / Prentice Hall India Ltd 
2. Book No.2 Rajan  Saxena – Marketing Management – Tata McGraw Hill 
3. Book  No.3  Ramaswamy  and  Namakumari  –  Marketing  Management  –  Global 
Perspective – India Context – Mac Million India Ltd. 
MBN516 RESOURCE MANAGEMENT TECHNIQUES L T P C
3 2 0 3

OBJECTIVE:
The students will be able to analyze the various dimensions in decision making for
functional areas of management and make the students to apply resource management
techniques in real life situation.

UNIT – I
Serial number Topic No of lecture Page number
hours
1. OR- 1 1 - 10(Ref bk 1)
Introduction,background
2. Models &Modelling in OR 2 -do-
3. General methods for 1 -do-
solving OR models
&methodology of OR
4. Applications & Scope of 1 -do-
OR

UNIT – II
Serial number Topic No:of lecture hours Page number
1. LPP-Formulation 2 11 – 63(Ref bk 1)
2. Graphical Method 2 65 – 67(Ref bk 1)
3. Simplex Method 2 99 – 171(Ref bk1)
4. Big M Method 1 -do-
5. Two phase Method 1 -do-

UNIT - III
Serial number Topic No:of lecture hours Page number
1. Duality in LPP- 1 219-239(Ref bk 1)
Primal & Dual
2. Dual simplex method 2 193-203(Ref bk 1)
3. Games With Saddle 1 459 – 494(Ref bk 1)
point
4. Games with out 2 - do -
saddle point-
Dominance property
5. Graphical method 1 -do-
6. Simulation in 3 747 - 783(Ref bk 1)
queuing , Inv control
UNIT - IV
Serial number Topic No: of lecture Page number
hours
1. Tranportation problem- 2 329- 373(Ref bk
IBFS by 1)
NWCM,LCEM&VAM

2. Optimality test by MODI 2 - do -

3. Maximization-Unbalanced 2 - do -
TP
4. Assignment problem- 2 375 – 407(Ref bk
Hungarian method 1)
5. Travelling salesman 2 - do -
problem

UNIT – V

Serial number Topic No: of lecture Page number

hours
1. Network Analysis – 2 495 – 569(Ref bk 1)
Constructing net
works
2. CPM 2 - do -
3. PERT 2 - do -
4. Crashing 2 - do -

Mini project : For mini project students are requested to prepare a managerial report for
case study problems using spreadsheets.

Reference :
1. Operations Research – J.K.Sharma
2. Resource management Techniques –Prof .V.Sundaresan
3. Quantitative analysis for management - Barry Rendor ,Ralph M.Stair ,Jr
4. An Introduction to management science – Anderson ,Sweeney,Williams
MBN506 BUSINESS TAXATION L T P C
2 0 0 2

Course Co-ordinator: Dr.Sarprasatha Joe

OBJECTIVES: 1. To provide working knowledge of the law and procedure relating to
Central Excise, Customs and Central Sales tax.
To integrate the relevance of these laws with financial planning and managerial
decisions.
Pedagogy: Lecture cum Project: The course is delivered through class room lectures,
special addresses with the auditors and practitioners and Excise and Customs officers.
Simultaneously students are asked to visit the SMEs and meet the entrepreneurs to find
out the problems faced in reporting to taxation authorities. In addition they are asked to
consult the tax practitioners to find solutions for the problems encountered by the
entrepreneurs of SMEs. Finally students are asked to prepare a report and present in the
class room for evaluation.
INTERNAL MARKS CRITERIA: Surprise Tests-=10 Marks
Cycle Test-I =10 Marks
Viva =10 Marks
Model Exam =10 Marks
Project =10 Marks
Total Marks =50 Marks
CHAPTER.NO TOPIC NO.OF REFERENCE
HOURS
Introduction to taxation in India 1
Indirect Taxation-Nature and Scope 1
I Role of Indirect Taxes in Planning and 1 R1-PP1.1-
Development 1.38
Tax Management related to Indirect 1
taxes
Indirect Taxation and Economic & 1
Social Development
Central Excise Act-1944 – Nature and 1
Scope
Classification of Excisable goods and 1
Valuation
II Schemes of Taxation and Exemptions 1 R1-PP2.1-
from excise duty 2.104
Central Excise Registration Procedure 1
Daily Stock accounts and Procedure 2
for Clearance of Samples, Finished
goods, return and retention of duty
paid goods
Adjudication and appeals 1
Procedure before Excise authorities 1
and Tribunal
 The Customs Act 1962-Nature and 1
Scope
Procedure in levy, Collection and 1
III Exemption R1-PP3.1-
Documentation and Valuation of 1 3.68
goods
Procedure in relation to transportation 1
and warehousing
Preparation and Submission of 1
Drawback claim forms
Adjudication and appeals 1
Procedure before Customs authorities 2
and Tribunal
The Central Sales Tax Act 1956- 1
Nature and Scope
Inter state sales and Intra state sales 1
Sales in the course of Import and 1
Export
IV Taxability of inter depot and inter 1 R1-PP4.1-
branch transfer of goods 4.41
Levy and Collection of Sales tax 1
Assessment-Appeal-Revision- 1
Rectification and assessment of Sales
tax
Concept of Consignment tax 1
Central Value added tax (CENVAT) 1
Basic of Indian Income tax Act 1
Service Tax-Nature and Scope- 1
V Procedure to levy-Collections- Returns R1-PP3.5.1-
and Appeals 5.45
Fringe Benefit Tax- Nature and 1 R1-PP8.1-8.4
Scope- Applications
Entry and Octroi Charges- Nature and 1
Scope- Levy Procedure-Authorities
responsible to collect –Appeals.
Total Hours 30

Reference Books: 1. Business Taxation – T.S.Reddy & Dr.Y.Hari Prasad Reddy-

Margham Publishers-2010.
2. Relevant Bare Acts
3. Indirect Taxation- Vinod Singhania- Taxmen Publishers
4. Indirect Taxation- Manoharan- Sitaraman & Co Publishers.
 MBN518 - MANAGERIAL ORAL COMMUNICATION- II
OBJECTIVE: The objective of this course is to improve the oral communication skill of the students
through Group discussions, News presentations, talk shows and improve their personal skill for
Interview.Students have to complete all the exercises as per the lesson plan t. Marks to be allotted on
the basis of quality of presentations / participation.

No. of
Unit TOPIC
Hours
Group Discussion

1 Explanation of Basic necessity. 1

Practising Exercises -1 4
Practising Exercises -2 4
Personal Interview

1
2 Explanation of Basic necessity & Describing Mehthodology
Practising Exercises -1 4
Practising Exercises -2 4
Talk Shows

3 Introduction & Procedures 1

Practising Exercises -1 4
Practising Exercises -2 4
News Presentations

4 Intoduction & Procedures 1

Practising Exercises -1 4
Practising Exercises -2 4
Articles / Thesis presentation
5 Introduction & Procedures, Body Language 1
Practising Exercises -1 & 2 3
Total Hours 40

Reference Books

1. Menakshi Raman, Prakash Singh – Business Communication-Oxford University Press

Coordinator Head - HRM DEAN – MBA

MBN514 BUSINESS HISTORY L T P C
2 0 0 2
Lesson Plan
Course Objectives:
Course objectives are the following:
1. To impart knowledge on how Governments influence business environment and success 
 
2. To provide a historical perspective of developments in Business over centuries across 
the World and India to provide a foundation for understanding recent trends 
 
3. To impart knowledge on  a specific developments in Business in India and Internationally 
in the last  3 to 4 decades and Future Trends. 

Topic Hours
Book Ref:
Unit I: Basic Concepts: 3
(CN: 1 to 12)
1. Business – Definition and Classification 
2. Types of Governmental system 
3. Types of Markets 
4. Business Environment 
5. Sectoral division of business 
6. Forms of Organisation 
7. Forms of growth of business’ 
8. Role of Entrepreneurship 
9. Need for Buisiness Histroy  

Unit II: Business History: Historical perspective

up to late 1980s (performs)-India 6
(CN:12 to 30)
1,. Genesis of Indian business: perspectives B1:1 to 48,

B2:255 to 362
2. Pre Independence era in Indian Business: perspectives B1: 49 to 143
363 to 584
3.Post Independence era (up to 1980s)                                                            B1 :144 to 208 
 
Unit III: Business History: 
Hisstorical perspectyives up to 1970s                                    5          (CN: 30 to 43) 
 
1.Developed Coun ttries‐ eg. UK, Germany, USA 
2.Post World War II Eastern (Communist) block‐ Russia 
3.South east Asia – China . S. Korea 

Unit IV : Business History with Economic Reforms 8 (CN: 43 to 69)

In the last 3 to 4 decades
1. International :Overview, Radical reforms & 
 2. Impact on Business:
3. India (from 1991)‐ Reforms and Impact on Business                                 B1 : 207 to 240 

Unit V: Future scenario of global/national issues: 2 (CN: 69 to 70)

Case studies 6

Book/Notes references:
1.  The  Concise  Oxford  History  of  Indian  Business  by  D  Tripathi  &  J  Jumani,  Oxford 
university press                                                                    
2. A Comprehensive History of Business in India By P N Agarwala, Tata Mcgraw Hill                                              
 
3. Web resources on International Business Developments     
                      
4. Class notes                                                                                                                 
 
 
 
 
Prepared By Ms.R.Poonguzhali               Dean/MBA 
 Lesson Plan
Subject: Management Information Systems and ERP
( Theory and Lab )

Mode of Assessment

No: of periods for the theory - 3 (Credit: 3)

No: of periods for the Lab - 2 (Credit: 1)

Total Credits -4

Division of Marks:

Theory (75 marks) + Lab (25 marks)

Division of Marks for theory (75):

External Marks (50 marks) -------- (Conducted for 100 marks and to be converted for 50
Marks)

Internal Marks (25 marks) --------- (Conducted for 50 marks and to be converted for 25
Marks)
(Cycle test (10) + 2 Surprise tests (10) +
Mini Project (10) + Com Viva (10) +
Model Exam (10))

Division of Marks for Lab (25):

15 marks for the exercises (5 exercises x 3 marks = 15 Marks)

5 marks for Record note
5 marks for ERP Project Presentation
MBN512 MANAGEMENT INFORMATION SYSTEMS & ERP L T P C
3 0 2 4
(Theory and Practical)
No: of periods for Theory – 45
No: of periods for Practical - 30
OBJECTIVES
To understand the basic concepts of Information Systems applicable to Management
To study the design & development of Management Information Systems
To learn about the various modules in Enterprise Resource Planning System

MBN 512 MANAGEMENT INFORMATION SYSTEMS & ERP (Theory)

Lesson plan
S.No Topic No: of Chapter Page No: Book
Periods No: No:
1. Information System in 1 1 1-37 B1
the Enterprise, Digital
Convergence and the
changing business
environment
2. Perspectives on 1 1 1-37 B1
information systems,
Business perspective
on information systems
3. Dimensions of 1 1 1-37 B1
information systems,
Contemporary
Approaches to
Information Systems
4. Case Study 1 1 1-37 B1
5. Learning to Use 1 1 38 - 79 B1
Information Systems,
New Opportunities
with Technology
6. Major types of Systems 1 2 38 - 79 B1
in Organizations, ESS,
DSS
7. MIS, TPS 1 2 38 - 79 B1
8. Systems from a 1 2 38 - 79 B1
functional perspective
9. Introduction to BPO & 1 To be B1
KPO downloaded
from the
Internet
10 Case Study 1 2 38 - 79 B1
11 Information 1 5 168 - 221 B1
Technology
Infrastructure, Levels
of IT infrastructure
12 Evolution of IT 1 5 168 - 221 B1
infrastructure
13 Technology drivers of 1 5 168 - 221 B1
infrastructure
evolution
14 Case study: 1 5 168 - 221 B1
15 Managing data 1 6 222- 259 B1
resources, Organizing
data in a traditional
file environment
16 The database 1 6 222- 259 B1
approach to data
management
17 Types of data bases, 1 6 222- 259 B1
Hierarchical and
network DBMS,
Object oriented data
bases
18 Designing data bases 1 6 222- 259 B1
19 Database trends, Data 1 6 222- 259 B1
warehouse and data
mining, The web and
the hyper media
databases, Linking
internal databases to
the web, Cost benefit
consideration, Data
administration
20 Case study 1 6 222- 259 B1
21 The knowledge 1 11 428-469 B1
management
landscape, Important
dimensions of
knowledge, Knowledge
Management value
chain
22 Types of Knowledge 1 11 428-469 B1
Management Systems,
Enterprise wide
Management Systems,
Structured and Semi
structured knowledge
 Systems, Knowledge
network Systems,
Knowledge work
Systems
23 Intelligent techniques, 1 11 428-469 B1
Expert Systems, Case
based reasoning, Fuzzy
logic systems, Neural
networks, Genetic
Algorithms, Hybrid AI
Systems, Intelligent
agents
24 Case study 1 11 428-469 B1
25 Decision making & 1 12 470-508 B1
Decision support
Systems
26 Systems for decision 2 12 470-508 B1
support
27 Group decision 1 12 470-508 B1
support systems
28 Executive support in 1 12 470-508 B1
the enterprise,
Management
Opportunities
Challenges & Solutions
29 Case study 1 12 470-508 B1
30 Systems as planned 1 13 509-551 B1
organizational change,
Business process
reengineering &
process improvement
31 Overview of Systems 1 13 509-551 B1
Development, System
analysis, System design
32 Alternative System 1 13 509-551 B1
Building Approaches,
Traditional Systems
life cycle, Prototyping,
End user development
33 Case Study 1 13 509-551 B1
34 Information Systems 1 8 312-352 B1
security & control,
Systems vulnerability
& Abuse, Internet
vulnerabilities,
Wireless security
 challenges, Malicious
software
35 Hackers and cyber 1 8 312-352 B1
vandalism, Computer
crime and Cyber
terrorism
36 Business value of 1 8 312-352 B1
security & control
37 Technologies & tools 1 8 312-352 B1
for security and
control, Access
Control, Firewalls,
Intrusion Detection
systems, Encryption
and public key
infrastructure
38 Case Study 1 8 312-352 B1
39 Enterprise Resource 1 To be To be B2
planning, Introduction, downloaded downloaded
Related Technologies from the from the
Internet Internet
40 ERP Modules 1 To be To be B2
downloaded downloaded
from the from the
Internet Internet
41 Benefits of ERP, ERP 1 To be To be B2
Market downloaded downloaded
from the from the
Internet Internet
42 ERP Implementation 1 To be To be B2
Lifecycle, Future downloaded downloaded
Directions in ERP from the from the
Internet Internet
43 ERP Case studies 2 To be To be B2
downloaded downloaded
from the from the
Internet Internet

Text Books:

B1. Kenneth C. Laudon & Jane P.Laudon – Management Information Systems-Managing the
Digital Form-Tenth Edition, Prentice – Hall of India Pvt Ltd 2008
B2. Alexis Leon, Enterprise Resource Planning – Tata McGraw Hill Publishing Co. Ltd., New
Delhi – 2005
Head - Systems Dean – MBA
(V. M. Shenbagaraman) (Dr. Jayshree Suresh)
MBN 520 MANAGERIAL WRITTEN COMMUNICATION-II L T P C
0 0 2 1

To develop Written Communication

Internal & External
Agenda & minutes of the meeting
Abstract/Summary of AGM speeches
Preparing tenders and quotations
Daily report – Weekly Report – Monthly Report – Quarterly Report and Annual Report
Press Report – TV Report – Radio Report – Business Report – Use excels and develop a
report
Proposals – Web – Portals.

Reference Book:
1. Meenakshi Raman, Prakash Singh- Technical Communication – oxford University
Press.
2. Marlene Morais, G John Joseph Adaikalam -Business Communication-Scitech
publications
3. Krishna Mohan, Meera Banerji- Developing Communication skills-Macmillan
4. Bhatia-Business Communiation-Ane Books Pvt. Ltd.,

Objective: The objective of this course is to improve the written communication skill of
the students through various exercises such as, internal and external letter writing, agenda
preparation, minutes preparation, abstract preparation, summery preparation, speech for
Annual General body Meeting, preparing tenders, quotations, Preparing daily, weekly,
monthly, quarterly and annual reports, preparing reports for audio and visual media,
business report, improving excel operating skills and designing web portals.

Lesson Plan
Sl.No. Topic Hours Reference
1 Introduction – tips to develop 4 R2 ( pp.1.0 – 1.25),
written communication-business
communication
2 Internal & External 5 R2 ( pp.2.2 – 3.37)/
websites

3 Agenda & minutes of the meeting 5 R3 (pp.246-250)/

websites

4 Abstract/Summary of AGM 5 R3 (pp.172-181)/

speeches websites
5 Preparing tenders and quotations 4 R3 (pp.228-229)/
websites

6 Daily report – Weekly Report – 5 R3 (pp.157-165)/

Monthly Report – Quarterly websites
Report and Annual Report

7 Press Report – TV Report – Radio 4 R3 (pp.166-171)/

Report – Business Report websites

8 Use excels and develop a report 4 Websites/ exercise in lab

9 Proposals – Web – Portals. 4 Websites/ exercise in lab

Assessment of Marks: Total 40 hours

Internal 75 Marks
Exercise 1 15 Marks
Exercise 2 15 Marks
Exercise 3 15 Marks
Exercise 4 15 Marks
Exercise 5 15 Marks
External 25 Marks
TOTAL = 100 Marks
Exercise portion is left to the discretion of tutors.

Subject Co-ordinator Dean

                                                             
 SRM UNIVERSITY
MBA – HRM
II SEMESTER

MBN502 HUMAN RESOURCE MANAGEMENT L T P C

3 0 0 3

OBJECTIVE: To give brief knowledge to the students about Human Resource, and its
management to implement in the modern business environment.

TEACHING METHODOLOGY:

The course is taught through lectures, discussion, presentations, written tests,

assignments, guest lecturers, case discussion, exercises.

CLASS SCHEDULE
UNITS TOPIC FOR DISCUSSION HOURS REFERENCE
NO BOOKS
1 Meaning, Nature and scope of HRM 1 R1. 3 -7
Personnel Mgt Versus HRM & Importance of 1 R1. 11
HRM
HRM Functions & HRM Classification 1 R1. 9-12
Organization of HRM 1 R1 13-16
Qualities and Qualification of HRM manager 1 R1. 24-25
Case 1-Human resource department for S&s 2 R7

2 HRP(, benefits and Strategic for HRP 1 R1.87-114

Process of HRP and Factors affecting HRP 1
Demand and Supply forecasting 1
Recent Trends in HRP) 1
Objectives, Strategies & Policy of Recruitment 1 R1. 166-187
Sources of Recruitment & Factors affecting 1
Recruitment
Job Analysis & Job Specification 1 R1. 123-143
Purpose and Techniques of Job Description 1
Case 4-Manpoer planning at foodies unlimited 2 R7

3 Meaning and Essential of Selection 1 R1. 195-214

Organization for Selection 1
Selection Procedure 1
Different types of Psychological test 1
Line Manager’s Decision 1
Placement problems 1 R1.228
Induction programme 1 R1.220-227
Retention of Employees 1
Case 9-Managing careers at ACME hospitality 2 R7
 services

4 Need and Importance of Training 1 R1.237-268

Techniques of Training 2
Benefits of Training and MDP 1
Knowledge Management 1 R8.80
Job Enlargement & Job Enrichment 1 R1.
Job Evaluation 1 R1 313-320
Case 13-Traning dilemma at lunar system 2 R7

5 Need, Importance and Benefits of Performance 1 R1. 278-314

Appraisal(PA)
Techniques of Performance Appraisal 2
Career Planning ,succession planning& Career 1 R1. 268-272
Development
Time Management 1 R8. 499
Retaining and Motivating 1 R1.110
Corporate Social Responsibility 1 R8.418,429&548
Case 17-Pay raise at Akash manufacturing 2 R7

Reference Books:

R1. K. Aswathappa, Human Resource Management- sixth edition,McGraw Hill

R2. Flippo E. E, Personnel Management- McGraw Hill
R3. Subba Rao.A, Personnel and Human Resource Management – Himalaya Publishers
R4. Chandramohan.A, Human Resource Management- APH Publishing Corporation
R5. Arun Monappa, Managing Human Resource – Mac Millan India Ltd
R6. Kaushal.H, Case Study Solution for HRD – Mac Millan India Ltd
R7.Snell,Bohlander,Vohra,Human Resource management-cengage learning
R8.C.B.MEMORIAPersonnel managemen –Himalaya publishers.

Prepared By: Mr.R.Shanmugam

Co-ordinator for Human Resource Management
Mobile: 9047684878 Email: shanmugamramar@gmail.com

MBN 502 Human Resource Management – Mini Project

This shall be done as a group project, where the number of members in the group is not
more than FIVE.

The company and the topic of study shall be chosen in consultation with the concerned
faculty member.

The study could be amongst any of the areas such as Human Resource audit, Human
Resource Information System, Human Resource Accounting, Employee retention,
performance appraisal, training and development, career development, knowledge
management.

Suitable On Duty/Permissions/Letters of Authorization shall be furnished to the students,

based on the needs and requirements of the students in consultation with the concerned
faculty member and the suitable approval by their respective Dean.

Evaluation shall be done based on a Project Report and a Group Presentation of the field
project.

Co-ordinator Dean/MBA
 PRODUCTION AND OPERATIONS L T P C
MBN510
MANAGEMENT 2 2 0 2

LESSON PLAN
OBJECTIVES
To enable students understand the principles, practices and areas of application in
shop floor management.

METHODOLOGY: Lectures, Classroom discussions, Student presentations, Case

analysis, Mini projects and Local industry visits

Sl. No. of
Topics Reading Material
No: Hours
Production & Operations Management – Meaning, B1: (Pg: 1 - 4)
1 Scope, Functions, Systems, Relationship between POM B2: (Pg: 2 - 8 & 1
and other functional areas of Management 10 – 12)
Classification of Production Systems – Intermittent, Job B1: (Pg: 4 - 8)
2 shop, Batch, Continuous, Flow and Mass Production 2
Systems B2: (Pg: 68 - 71)

Product Design – Definition, Need, characteristics, B1: (Pg: 19-21)

3 Stages - Preliminary Design, Final Design, Modular 2
Design and Reverse Engineering B2: (Pg: 56-59)

4 Process Planning – Steps and flow diagram PM1 1

B1: (Pg: 33 - 40)
5 Make or Buy Decision – Theory and Problems 1
B2: (Pg: 71 - 80)
Computer Integrated Manufacturing, Computer Aided
6 Design, Computer Aided Manufacturing, and Flexible R2: (Pg: 133 - 139) 1
Manufacturing Systems
Production Planning & Control – Preplanning, B1: (Pg: 280 - 284)
7 Forecasting, Scheduling, Routing, Loading, Dispatching B2: (Pg: 208 - 210 2
and Expediting & 220 - 222)
Plant Location – Factors Influencing Plant Location,
Single and Multi Facility Location, Gravity Location, B1: (Pg: 94 - 116)
8 2
Mini max Location and Relocation – Theory and B2: (Pg: 118 - 128)
Problems
Plant Layout – Principles, Flow Patterns, Types
(Product, Process, Combined, Cellular and Fixed B1: (Pg: 128 - 131)
9 2
position Layouts) - Concept, Advantages, B2: (Pg: 140 - 151)
Disadvantages and Applications
10 Sequencing (M Job 2 machines and M Job 3 Machines) B1: (Pg: 312 - 317) 2
 - Theory and Problems
Capacity Planning - Types of Capacity (Design and B1: (Pg: 46 - 49)
11 System capacity) Capacity Decision, Capacity Planning 1
Strategies - Theory and Problems B2: (Pg: 106 - 110)

Inventory Management – Definition, Functions, B1: (Pg: 205 – 215;

Classification of Inventories – Purchase Model (EBQ –
221 - 224)
12 With & Without shortage), and Manufacturing Model 2
(EOQ – With & Without shortage), P & Q Systems - B2: (Pg: 530 – 532;
Theory and Problems 538 - 542)

MRP-I & MRP-II, Just in Time – Concepts, B1: (Pg: 264 - 266)
13 Characteristics, Elements, JIT manufacturing and B2: (Pg: 262 - 273; 1
Benefits 570-583)
Selective Inventory Control Techniques (ABC, VED, B1: (Pg: 231 - 236)
14 XYZ, FSN, HML, SDE, SOS, and GOLF) – Theory and 1
Problems B2: (Pg: 543 - 548)

Statistical Quality Control – Definition, Importance, B1: (Pg: 406 - 417)

15 Mean, Range, Number of Defectives chart (P & C 2
Charts) - Theory and Problems B2: (Pg: 394 - 405

Type I & II Error, Producer risk, Consumer risk, OC B1: (Pg: 418 - 421)
16 1
Curve, Acceptance Sampling and Single sampling plan B2: (Pg: 406 - 410)
Work study - Method Study (Steps, Symbols, Charts, B1: (Pg: 387 - 405)
Diagrams) and Time Study (Steps, Methods,
17 B2: (Pg: 176 - 182; 3
Allowances and rating), Work sampling - Theory and
Problems 185-195; 199-204)

Maintenance Management – Types (Preventive, Break B1: (Pg: 440 - 450)

18 down and Scheduled Maintenance), Procedure, Cost B2: (Pg: 444 - 459) 1
Balance, Failure analysis (Bath Tub Curve) B3: (Pg: 415 – 425)
Purchase Management – Fundamentals, Functions, B1: (Pg: 224 - 228)
19 1
Types, Procedure, Vendor Rating B2: (Pg: 490 - 508)
Stores Management – Functions, Types, Stock Keeping, B1: (Pg: 228 - 230)
20 Stock Verification, Store Records and documentations B2: (Pg: 510 - 517 1
and Materials handling - FIFO, LIFO etc. & 523 - 526)
Total Hours 30

Case Studies:
B3: Case No 2, 3, 4, 6, 10, 12 & 13 (Pg: 537 - 564)
(Note: Other suitable case studies can also discuss in the class)

(Note: B1, B2 & B3 – Text Book Numbers; R1, R2, R3, R4 & R5 - Reference Book
Numbers; PM1 – Printed Material 1)
Problems to be solved in the class:
• Make or Buy Decisions
• Location (Single Facility Location, Gravity Location and Mini max Location)
• Sequencing (M Job 2 machines & M Job 3 Machines)
• Capacity Planning
• Purchase Models (Economic Order Quantity - EOQ) with & without shortages
• Manufacturing Models (Economic Batch Quantity – EBQ) with & without
shortages
• P & Q Systems
• ABC Analysis
• Time Study and Work Sampling
• Statistical quality control charts (X, R, P & C Charts)
• Individual Replacement Problems

Theory Problem Ratio:

Theory – 60%
Problem – 40%

Cycle Test Question paper Pattern:

Theory Problem Total Marks per Total

Part
Questions (Nos) Questions (Nos) Questions (Nos) Questions Marks
A 3 1 4 5 20
B 1 1 1 (1 out of 2) 10 10
C 1 (Case) 1 (Case) 2 10 20
Total 50

Model Exam Question paper Pattern:

Theory Problem Total Marks per Total

Part
Questions (Nos) Questions (Nos) Questions (Nos) Questions Marks
A 4 2 6 5 30
B 2 2 3 (3 out of 4) 10 30
C 2 (1 in each Case) 2 (1 in each Case) 4 10 40
Total 100
Internal Valuation Pattern:

Component Marks
Cycle test 10
Surprise Test 10
Model Exam 10
Mini Project 10
Viva Voce 5
Attendance 5
Total 50

Text Books:
1. R.  Panneerselvam,  Production  and  Operations  Management,  Prentice  hall  India 
publications, 2nd Edition, 2010. 
2. K. Aswathappa and K. Sridhara bhat, Production and Operations Management, Himalaya 
publishing home, 2nd Edition, 2010. 
3. R.V.  Badi  and  N.V.  Badi,  Production  and  Operations  Management  –  Text  and  cases, 
Vrinda publications Pvt Ltd, 3rd Edition, 2009. 

Reference Books:
1. Joseph  G.  Monks,  Operations  Management  –  Theory  and  Problems,  McGraw  Hill 
International editions, Management series, 3rd edition, 1987. 
2. Everett  E.  Adam,  Jr.  Ronald  J.  Ebert,  Production  and  Operations  Management  – 
Concepts, Models, and Behaviour, Prentice hall of India Pvt Ltd, 5th edition, 2005. 
3. Norman  Gaither  and  Greg  Frazier,  Operations  Management,  South  western  cengage 
learning India Pvt Ltd, India edition, 9th edition, 2008. 
4. Elwood  S.  Buffa  and  Rakesh  K  Sarin,  Modern  Production  /  Operations  Management, 
john wiley and sons Inc, 2005. 
 
 
 
Prepared by,        Verified by,        Approved by, 
 
 
Mr. R. Arivazhagan      Mr. Sundara rajan      Dr.  Jayshree 
Suresh 
Coordinator ‐ POM      HOD – Operations      Dean ‐ MBA 
MBN504 FINANCIAL MANAGEMENT L T P C
3 2 0 3

The main objective of this course is to familiarize the students with the concepts and
techniques of financial management. It is also aimed to impart to the students a working
knowledge to enable them to take decisions in finance. To achieve the above objectives,
an optimum blend of theory, practice and case study is proposed to be done in the class
room.
Theory and numerical will be in the proportion of 60:40.

S. Title Hours Lecture/presentation

No.
1 Introduction. Nature, scope and 2 lecture
objectives of finance functions.
Organization of finance functions. Role 2 Lecture
2. of finance managers in general and in
India
3. Case analysis : It makes or breaks 2 Discussion R 2
4. Introduction to Investment analysis 1 Lecture
5 Techniques of investment appraisal – 4 Lecture/problems/discussion
Traditional and discounted cash flow
techniques
6 Case analysis – G.S.Petropull company 2 Discussion R1 pg.165 &
– Calmex company Ltd. Pg.166
7 Working capital management - 3 Lecture
Meaning, Types and Factors
determining working capital –
Estimation of working capital
requirements
8 Inventory management and problems 2 Problems/ discussion
9 Case analysis – It’s a tight rope walk 1 Discussion R2 pg.549
10 Receivables management 2 Lecture/discussion
11 Case analysis - Relax pharmaceuticals 2 Discussion R 1. pg.623
Ltd.

12 Cash management – Baumol’s model 2 Lecture/problem

13 Pay out decision – practical 3 Lecture/discussion
considerations in dividends payment –
dividend policies – constant dividend
per share, constant percentage of
earnings, constant dividend per share
plus extra dividends
14 Case analysis – The Great Eastern 1 Discussion R1 pg.394
Shipping Co. Ltd.
15 Financing decision – Introduction – 3 Lecture
 Long term and short term financing -
sources of long term and short term
funds
16 Cost of capital 1 Lecture
17 Computation if cost of capital - 2 Discussion / problems
problems
18 Capital structure – Practical 3 Discussion/problems
considerations and Indifference points
between debt, equity and preference.
19 Leverages – Financial and Operating 2 Discussion/problems
leverage
20 Case analysis 1 discussion
21 Financial information systems 1 Presentation
22 Economic value addition 1 Discussion
23 Basics of management control system 1 Discussion/leture
24 Corporate governance 1 Lecture/question & answers

Reference Books:
1. I M Pandey – Financial Management - Vikas publishing house PVT. Ltd. New
Delhi.
2. Rajiv Srivastava & Anil Mishra – Financial Management - Oxford University
Press, New Delhi.
3. Prasanna Chandra – Financial Management – Tata Mc. Graw Hill, New Delhi.
4. M.y.Khan & PK.Jain – Financial Management– Tata Mc. Graw Hill, New Delhi
5. S.N.Maheswari – Financial Management principles and practice – Sultan Chand
& Sons, New Delhi.
6. James C Van Horne& mMWachowicz, Jr. – Fundamentals of Financial
Management – PHI Learning Private Limited – New Delhi.
MBN508 MARKETING – II L T P C
2 2 0 2

Session Topics Hours Books and page

no.

1 Concepts, components of marketing and 2 B.No. 3, 11 – 23,

MIS 738 – 743
2 Marketing research process 2 B.No.3, 743 – 764
3 Marketing metrics 2 B.No. 1, 102
4 Product characteristics, classification, 2 B.No.3, 372 – 406
differentiation, hierarchy, co-branding
5 Packaging and labeling 2 B.No.1, 331- 334
6 Warranties and guarantees 1 B.No.1, 334- 335
7 New product development 2 B.No.3, 470 - 487
8 Case studies 1 B.No.2, 661
9 Pricing, setting, types, changes 3 B.No. 2, 320 –
340
10 Case studies 2 B.No. 2, 739
11 Marketing channels, functions, design 2 B.No.3, 504 – 523
and channel management
12 E-commerce, retailing and its types 1 B.No.2, 476 – 491
13 Managing sales force 2 B.No.2, 436-449
14 Case studies 1 B.No.2, 717
15 Market communication 1 B.No.3, 650 – 657
16 Components of promotion 2 B.No.3, 413 – 423
17 Direct, interactive marketing 1 B.No.2, 492 – 499
18 Case studies 1 B.No.2, 696

Reference Books:
1. Book  No.1  Philip  Kotler,  Kevin  Lane,  Abraham  Koshy‐  Marketing  Management‐  a 
south Asian perspective – pearson / Prentice Hall India Ltd 
2. Book No.2 Rajan  Saxena – Marketing Management – Tata McGraw Hill 
3. Book  No.3  Ramaswamy  and  Namakumari  –  Marketing  Management  –  Global 
Perspective – India Context – Mac Million India Ltd. 
MBN516 RESOURCE MANAGEMENT TECHNIQUES L T P C
3 2 0 3

OBJECTIVE:
The students will be able to analyze the various dimensions in decision making for
functional areas of management and make the students to apply resource management
techniques in real life situation.

UNIT – I
Serial number Topic No of lecture Page number
hours
1. OR- 1 1 - 10(Ref bk 1)
Introduction,background
2. Models &Modelling in OR 2 -do-
3. General methods for 1 -do-
solving OR models
&methodology of OR
4. Applications & Scope of 1 -do-
OR

UNIT – II
Serial number Topic No:of lecture hours Page number
1. LPP-Formulation 2 11 – 63(Ref bk 1)
2. Graphical Method 2 65 – 67(Ref bk 1)
3. Simplex Method 2 99 – 171(Ref bk1)
4. Big M Method 1 -do-
5. Two phase Method 1 -do-

UNIT - III
Serial number Topic No:of lecture hours Page number
1. Duality in LPP- 1 219-239(Ref bk 1)
Primal & Dual
2. Dual simplex method 2 193-203(Ref bk 1)
3. Games With Saddle 1 459 – 494(Ref bk 1)
point
4. Games with out 2 - do -
saddle point-
Dominance property
5. Graphical method 1 -do-
6. Simulation in 3 747 - 783(Ref bk 1)
queuing , Inv control
UNIT - IV
Serial number Topic No: of lecture Page number
hours
1. Tranportation problem- 2 329- 373(Ref bk
IBFS by 1)
NWCM,LCEM&VAM

2. Optimality test by MODI 2 - do -

3. Maximization-Unbalanced 2 - do -
TP
4. Assignment problem- 2 375 – 407(Ref bk
Hungarian method 1)
5. Travelling salesman 2 - do -
problem

UNIT – V

Serial number Topic No: of lecture Page number

hours
1. Network Analysis – 2 495 – 569(Ref bk 1)
Constructing net
works
2. CPM 2 - do -
3. PERT 2 - do -
4. Crashing 2 - do -

Mini project : For mini project students are requested to prepare a managerial report for
case study problems using spreadsheets.

Reference :
1. Operations Research – J.K.Sharma
2. Resource management Techniques –Prof .V.Sundaresan
3. Quantitative analysis for management - Barry Rendor ,Ralph M.Stair ,Jr
4. An Introduction to management science – Anderson ,Sweeney,Williams
MBN506 BUSINESS TAXATION L T P C
2 0 0 2

Course Co-ordinator: Dr.Sarprasatha Joe

OBJECTIVES: 1. To provide working knowledge of the law and procedure relating to
Central Excise, Customs and Central Sales tax.
To integrate the relevance of these laws with financial planning and managerial
decisions.
Pedagogy: Lecture cum Project: The course is delivered through class room lectures,
special addresses with the auditors and practitioners and Excise and Customs officers.
Simultaneously students are asked to visit the SMEs and meet the entrepreneurs to find
out the problems faced in reporting to taxation authorities. In addition they are asked to
consult the tax practitioners to find solutions for the problems encountered by the
entrepreneurs of SMEs. Finally students are asked to prepare a report and present in the
class room for evaluation.
INTERNAL MARKS CRITERIA: Surprise Tests-=10 Marks
Cycle Test-I =10 Marks
Viva =10 Marks
Model Exam =10 Marks
Project =10 Marks
Total Marks =50 Marks
CHAPTER.NO TOPIC NO.OF REFERENCE
HOURS
Introduction to taxation in India 1
Indirect Taxation-Nature and Scope 1
I Role of Indirect Taxes in Planning and 1 R1-PP1.1-
Development 1.38
Tax Management related to Indirect 1
taxes
Indirect Taxation and Economic & 1
Social Development
Central Excise Act-1944 – Nature and 1
Scope
Classification of Excisable goods and 1
Valuation
II Schemes of Taxation and Exemptions 1 R1-PP2.1-
from excise duty 2.104
Central Excise Registration Procedure 1
Daily Stock accounts and Procedure 2
for Clearance of Samples, Finished
goods, return and retention of duty
paid goods
Adjudication and appeals 1
Procedure before Excise authorities 1
and Tribunal
 The Customs Act 1962-Nature and 1
Scope
Procedure in levy, Collection and 1
III Exemption R1-PP3.1-
Documentation and Valuation of 1 3.68
goods
Procedure in relation to transportation 1
and warehousing
Preparation and Submission of 1
Drawback claim forms
Adjudication and appeals 1
Procedure before Customs authorities 2
and Tribunal
The Central Sales Tax Act 1956- 1
Nature and Scope
Inter state sales and Intra state sales 1
Sales in the course of Import and 1
Export
IV Taxability of inter depot and inter 1 R1-PP4.1-
branch transfer of goods 4.41
Levy and Collection of Sales tax 1
Assessment-Appeal-Revision- 1
Rectification and assessment of Sales
tax
Concept of Consignment tax 1
Central Value added tax (CENVAT) 1
Basic of Indian Income tax Act 1
Service Tax-Nature and Scope- 1
V Procedure to levy-Collections- Returns R1-PP3.5.1-
and Appeals 5.45
Fringe Benefit Tax- Nature and 1 R1-PP8.1-8.4
Scope- Applications
Entry and Octroi Charges- Nature and 1
Scope- Levy Procedure-Authorities
responsible to collect –Appeals.
Total Hours 30

Reference Books: 1. Business Taxation – T.S.Reddy & Dr.Y.Hari Prasad Reddy-

Margham Publishers-2010.
2. Relevant Bare Acts
3. Indirect Taxation- Vinod Singhania- Taxmen Publishers
4. Indirect Taxation- Manoharan- Sitaraman & Co Publishers.
 MBN518 - MANAGERIAL ORAL COMMUNICATION- II
OBJECTIVE: The objective of this course is to improve the oral communication skill of the students
through Group discussions, News presentations, talk shows and improve their personal skill for
Interview.Students have to complete all the exercises as per the lesson plan t. Marks to be allotted on
the basis of quality of presentations / participation.

No. of
Unit TOPIC
Hours
Group Discussion

1 Explanation of Basic necessity. 1

Practising Exercises -1 4
Practising Exercises -2 4
Personal Interview

1
2 Explanation of Basic necessity & Describing Mehthodology
Practising Exercises -1 4
Practising Exercises -2 4
Talk Shows

3 Introduction & Procedures 1

Practising Exercises -1 4
Practising Exercises -2 4
News Presentations

4 Intoduction & Procedures 1

Practising Exercises -1 4
Practising Exercises -2 4
Articles / Thesis presentation
5 Introduction & Procedures, Body Language 1
Practising Exercises -1 & 2 3
Total Hours 40

Reference Books

1. Menakshi Raman, Prakash Singh – Business Communication-Oxford University Press

Coordinator Head - HRM DEAN – MBA

MBN514 BUSINESS HISTORY L T P C
2 0 0 2
Lesson Plan
Course Objectives:
Course objectives are the following:
1. To impart knowledge on how Governments influence business environment and success 
 
2. To provide a historical perspective of developments in Business over centuries across 
the World and India to provide a foundation for understanding recent trends 
 
3. To impart knowledge on  a specific developments in Business in India and Internationally 
in the last  3 to 4 decades and Future Trends. 

Topic Hours
Book Ref:
Unit I: Basic Concepts: 3
(CN: 1 to 12)
1. Business – Definition and Classification 
2. Types of Governmental system 
3. Types of Markets 
4. Business Environment 
5. Sectoral division of business 
6. Forms of Organisation 
7. Forms of growth of business’ 
8. Role of Entrepreneurship 
9. Need for Buisiness Histroy  

Unit II: Business History: Historical perspective

up to late 1980s (performs)-India 6
(CN:12 to 30)
1,. Genesis of Indian business: perspectives B1:1 to 48,

B2:255 to 362
2. Pre Independence era in Indian Business: perspectives B1: 49 to 143
363 to 584
3.Post Independence era (up to 1980s)                                                            B1 :144 to 208 
 
Unit III: Business History: 
Hisstorical perspectyives up to 1970s                                    5          (CN: 30 to 43) 
 
1.Developed Coun ttries‐ eg. UK, Germany, USA 
2.Post World War II Eastern (Communist) block‐ Russia 
3.South east Asia – China . S. Korea 

Unit IV : Business History with Economic Reforms 8 (CN: 43 to 69)

In the last 3 to 4 decades
1. International :Overview, Radical reforms & 
 2. Impact on Business:
3. India (from 1991)‐ Reforms and Impact on Business                                 B1 : 207 to 240 

Unit V: Future scenario of global/national issues: 2 (CN: 69 to 70)

Case studies 6

Book/Notes references:
1.  The  Concise  Oxford  History  of  Indian  Business  by  D  Tripathi  &  J  Jumani,  Oxford 
university press                                                                    
2. A Comprehensive History of Business in India By P N Agarwala, Tata Mcgraw Hill                                              
 
3. Web resources on International Business Developments     
                      
4. Class notes                                                                                                                 
 
 
 
 
Prepared By Ms.R.Poonguzhali               Dean/MBA 
 Lesson Plan
Subject: Management Information Systems and ERP
( Theory and Lab )

Mode of Assessment

No: of periods for the theory - 3 (Credit: 3)

No: of periods for the Lab - 2 (Credit: 1)

Total Credits -4

Division of Marks:

Theory (75 marks) + Lab (25 marks)

Division of Marks for theory (75):

External Marks (50 marks) -------- (Conducted for 100 marks and to be converted for 50
Marks)

Internal Marks (25 marks) --------- (Conducted for 50 marks and to be converted for 25
Marks)
(Cycle test (10) + 2 Surprise tests (10) +
Mini Project (10) + Com Viva (10) +
Model Exam (10))

Division of Marks for Lab (25):

15 marks for the exercises (5 exercises x 3 marks = 15 Marks)

5 marks for Record note
5 marks for ERP Project Presentation
MBN512 MANAGEMENT INFORMATION SYSTEMS & ERP L T P C
3 0 2 4
(Theory and Practical)
No: of periods for Theory – 45
No: of periods for Practical - 30
OBJECTIVES
To understand the basic concepts of Information Systems applicable to Management
To study the design & development of Management Information Systems
To learn about the various modules in Enterprise Resource Planning System

MBN 512 MANAGEMENT INFORMATION SYSTEMS & ERP (Theory)

Lesson plan
S.No Topic No: of Chapter Page No: Book
Periods No: No:
1. Information System in 1 1 1-37 B1
the Enterprise, Digital
Convergence and the
changing business
environment
2. Perspectives on 1 1 1-37 B1
information systems,
Business perspective
on information systems
3. Dimensions of 1 1 1-37 B1
information systems,
Contemporary
Approaches to
Information Systems
4. Case Study 1 1 1-37 B1
5. Learning to Use 1 1 38 - 79 B1
Information Systems,
New Opportunities
with Technology
6. Major types of Systems 1 2 38 - 79 B1
in Organizations, ESS,
DSS
7. MIS, TPS 1 2 38 - 79 B1
8. Systems from a 1 2 38 - 79 B1
functional perspective
9. Introduction to BPO & 1 To be B1
KPO downloaded
from the
Internet
10 Case Study 1 2 38 - 79 B1
11 Information 1 5 168 - 221 B1
Technology
Infrastructure, Levels
of IT infrastructure
12 Evolution of IT 1 5 168 - 221 B1
infrastructure
13 Technology drivers of 1 5 168 - 221 B1
infrastructure
evolution
14 Case study: 1 5 168 - 221 B1
15 Managing data 1 6 222- 259 B1
resources, Organizing
data in a traditional
file environment
16 The database 1 6 222- 259 B1
approach to data
management
17 Types of data bases, 1 6 222- 259 B1
Hierarchical and
network DBMS,
Object oriented data
bases
18 Designing data bases 1 6 222- 259 B1
19 Database trends, Data 1 6 222- 259 B1
warehouse and data
mining, The web and
the hyper media
databases, Linking
internal databases to
the web, Cost benefit
consideration, Data
administration
20 Case study 1 6 222- 259 B1
21 The knowledge 1 11 428-469 B1
management
landscape, Important
dimensions of
knowledge, Knowledge
Management value
chain
22 Types of Knowledge 1 11 428-469 B1
Management Systems,
Enterprise wide
Management Systems,
Structured and Semi
structured knowledge
 Systems, Knowledge
network Systems,
Knowledge work
Systems
23 Intelligent techniques, 1 11 428-469 B1
Expert Systems, Case
based reasoning, Fuzzy
logic systems, Neural
networks, Genetic
Algorithms, Hybrid AI
Systems, Intelligent
agents
24 Case study 1 11 428-469 B1
25 Decision making & 1 12 470-508 B1
Decision support
Systems
26 Systems for decision 2 12 470-508 B1
support
27 Group decision 1 12 470-508 B1
support systems
28 Executive support in 1 12 470-508 B1
the enterprise,
Management
Opportunities
Challenges & Solutions
29 Case study 1 12 470-508 B1
30 Systems as planned 1 13 509-551 B1
organizational change,
Business process
reengineering &
process improvement
31 Overview of Systems 1 13 509-551 B1
Development, System
analysis, System design
32 Alternative System 1 13 509-551 B1
Building Approaches,
Traditional Systems
life cycle, Prototyping,
End user development
33 Case Study 1 13 509-551 B1
34 Information Systems 1 8 312-352 B1
security & control,
Systems vulnerability
& Abuse, Internet
vulnerabilities,
Wireless security
 challenges, Malicious
software
35 Hackers and cyber 1 8 312-352 B1
vandalism, Computer
crime and Cyber
terrorism
36 Business value of 1 8 312-352 B1
security & control
37 Technologies & tools 1 8 312-352 B1
for security and
control, Access
Control, Firewalls,
Intrusion Detection
systems, Encryption
and public key
infrastructure
38 Case Study 1 8 312-352 B1
39 Enterprise Resource 1 To be To be B2
planning, Introduction, downloaded downloaded
Related Technologies from the from the
Internet Internet
40 ERP Modules 1 To be To be B2
downloaded downloaded
from the from the
Internet Internet
41 Benefits of ERP, ERP 1 To be To be B2
Market downloaded downloaded
from the from the
Internet Internet
42 ERP Implementation 1 To be To be B2
Lifecycle, Future downloaded downloaded
Directions in ERP from the from the
Internet Internet
43 ERP Case studies 2 To be To be B2
downloaded downloaded
from the from the
Internet Internet

Text Books:

B1. Kenneth C. Laudon & Jane P.Laudon – Management Information Systems-Managing the
Digital Form-Tenth Edition, Prentice – Hall of India Pvt Ltd 2008
B2. Alexis Leon, Enterprise Resource Planning – Tata McGraw Hill Publishing Co. Ltd., New
Delhi – 2005
Head - Systems Dean – MBA
(V. M. Shenbagaraman) (Dr. Jayshree Suresh)
MBN 520 MANAGERIAL WRITTEN COMMUNICATION-II L T P C
0 0 2 1

To develop Written Communication

Internal & External
Agenda & minutes of the meeting
Abstract/Summary of AGM speeches
Preparing tenders and quotations
Daily report – Weekly Report – Monthly Report – Quarterly Report and Annual Report
Press Report – TV Report – Radio Report – Business Report – Use excels and develop a
report
Proposals – Web – Portals.

Reference Book:
1. Meenakshi Raman, Prakash Singh- Technical Communication – oxford University
Press.
2. Marlene Morais, G John Joseph Adaikalam -Business Communication-Scitech
publications
3. Krishna Mohan, Meera Banerji- Developing Communication skills-Macmillan
4. Bhatia-Business Communiation-Ane Books Pvt. Ltd.,

Objective: The objective of this course is to improve the written communication skill of
the students through various exercises such as, internal and external letter writing, agenda
preparation, minutes preparation, abstract preparation, summery preparation, speech for
Annual General body Meeting, preparing tenders, quotations, Preparing daily, weekly,
monthly, quarterly and annual reports, preparing reports for audio and visual media,
business report, improving excel operating skills and designing web portals.

Lesson Plan
Sl.No. Topic Hours Reference
1 Introduction – tips to develop 4 R2 ( pp.1.0 – 1.25),
written communication-business
communication
2 Internal & External 5 R2 ( pp.2.2 – 3.37)/
websites

3 Agenda & minutes of the meeting 5 R3 (pp.246-250)/

websites

4 Abstract/Summary of AGM 5 R3 (pp.172-181)/

speeches websites
5 Preparing tenders and quotations 4 R3 (pp.228-229)/
websites

6 Daily report – Weekly Report – 5 R3 (pp.157-165)/

Monthly Report – Quarterly websites
Report and Annual Report

7 Press Report – TV Report – Radio 4 R3 (pp.166-171)/

Report – Business Report websites

8 Use excels and develop a report 4 Websites/ exercise in lab

9 Proposals – Web – Portals. 4 Websites/ exercise in lab

Assessment of Marks: Total 40 hours

Internal 75 Marks
Exercise 1 15 Marks
Exercise 2 15 Marks
Exercise 3 15 Marks
Exercise 4 15 Marks
Exercise 5 15 Marks
External 25 Marks
TOTAL = 100 Marks
Exercise portion is left to the discretion of tutors.

Subject Co-ordinator Dean

                                                             
 IV SEMESTER
MBN M655 SERVICES MARKETING L T P C

2 0 0 2

OBJECTIVE:
To enable the students to understand the services marketing concepts,
applications and practices in organizations, globally.

METHODOLOGY:
Lectures, Class room discussions, Mini Projects, Sharing Web Knowledge,
Case Analysis, Discussions and Presentations.

SESSION TOPIC
1 Introduction - Service economy – Growth of service sector
2 Characteristics of services – Tangibility spectrum –
Implications for service managers
3 Expanded Marketing mix – Purchase evaluation of services
– Service marketing triangle
4 Dimensions of Service Quality
5 Classification of services
6&7 Case
8 Services segmentation – consumer behaviour in services
9 & 10 Case
11 Service Failure – Service recovery
12 Service Blueprinting
13 & 14 Case
15 New Service Development – Service Design
16 & 17 Case
18 MR in Services
19 & 20 Case
21 Tourism and travel – Hotel management – Hospital
management
22 & 23 Case
24 Educational – Financial – Entertainment
25 & 26 Case
27 & 28 Seminars
29 & 30 Mini Project Presentations
Text Book:
B1 -- Christopher Lovelock et al – Services Marketing – People,
Technology, Strategy - A South Asian Perspective – 5th Edition – Pearson
Education – 2009

Recommended Books for extra reading:

B2 -- Valerie Zeithaml, Ajay Pandit et al – Services Marketing –
Integrating Customer Focus across firm – Special Indian Edition – 4th
Edition – Tata McGraw-Hill – 2008

B3 – Govind Apte – Services Marketing – Oxford Press, 2004.

– Services Marketing – Macmillan, 1999

B4 – Srinivasan.R. – Services Marketing – The Indian Context – Prentice

Hall of India, 2004

Internal Valuation:

Cycle Test – 10 Marks

Surprise Test -- 10 Marks
Model Exam -- 10 Marks
Viva- voce -- 10 Marks
Mini Project -- 10 Marks
------------
Total -- 50 Marks
------------

Course coordinator HOD-Marketing Dean

 BRAND MANAGEMENT L T P C
MBN M666
Lesson Plan 2 0 0 2

S. No. Topics Hours References (T1)

1 To gain insights into working of a 1-2 T1, T2 & R1
Brand.
2 What is a Brand? 3 3-8
3 Can anything be Branded? 3 13-33
4 Strategic Brand Management Process 4 44-50
5 Criteria for Choosing Brand Elements 5 175-181
6 Options and Tactics for Brand Elements 6 181-217
7 Building a Strong Brand: The 4 Steps of 7 75-95
Brand Building
8 Brand-Building Implications 8 96-101
9 Identifying and Establishing Brand 9 119-136
Positioning
10 Positioning Guidelines 10 136-150
11 Brand Values 11 150-156
12 Internal Branding 11 156-161
13 Co - Branding 12 360-370
14 Corporate Branding 13 T2
15 Brand Audit 14 162-172
16 Brand Equity Concepts 15 41-43
17 Integrating Marketing Communications 16 282-334
to Build Brand Equity
18 Brand Leveraging 17 351-353
19 Establishing a Brand Equity 17 408-417
Management System
20 Qualitative Research Techniques 18 432-453
21 Quantitative Research Techniques 19 453-466
22 The Brand Product Matrix 20 521-534
23 Brand Hierarchy 21 534-551
24 Designing a Brand Strategy 22 551-563
25 Brand Extensions 23 576-581
26 Reinforcing Brands 24-25 634-651
27 Revitalizing Brands 25-26 651-663
28 Corporate Rebranding 26-27 676-678
29 Adjustments to the Brand Portfolio 28 663-668
30 Retiring Brands 29 668-671
 31 Case Studies 30 T1, T2 & R1
Prepared By Approved By
T.S.Edwin, Subject In-charge Dr.Jayshree Suresh,Dean

MBN M660 INDUSTRIAL MARKETING L T P C

3 0 0 3

LEARNING OBJECTIVE:
This subject is an applied subject of Marketing with emphasis on organizational
buyers.Oganisational purchases are characterized by bulk purchases, few buyers and
systematic buyers.
The students will learn about the market, characteristics of organizational buyers, buyer’s
behavior, Marketing strategy, Relationship Marketing.

TEACHING METHODOLOGY:
This subject shall be taught by the following Techniques.
1. Design and development of real life Marketing programmes.
2. Field visits to observe leading Industrial products markets.
3. Case study analysis.
4. Project presentation.
5. Class room lectures.

DETAILS OF INTERNAL MARKS:

Cycle test - 10 marks.
Surprise test - 10 marks
Model exam - 10 marks
Mini project - 10 marks.
Viva-voce - 10 marks.

LESSON PLAN.

S.NO. TOPICS HOURS PAGE NO.

1. Business Marketing perspective. 1 Text : 1-5
2. The Industrial market. 1 Text : 6-7
3. Perspective on the organizational buyer. 1 Text : 99-100
4. Dimensions of Organizational buying. 1 Text : 100-103
Case study - Asea Brown Boveri Ltd. (ABB) & 58-60
5. Organizational buyer behavior. 1 Text :103-129
Case study - Nicco cable corporation. (NCCL) & 176-180
6. Business Marketing Intelligence. 2 Text : 425-428
7. Segmenting the Organizational Market. 1 Text :222-227
8. Organizational Demand Analysis. 2 R1 :105-112
9. Measuring Market Potential and Sales Forecasting. 2 R1 :108-112
10. Business Marketing Planning. 1 Text :18-23
Case study- Glaxo India. & 272-273
11. Strategic perspective 1 R1 :49-55
12. Managing the business product line. 2 R1 :322-324
13. Business Marketing Channels. 1 Text :274-291
Case study- BOC-Ohmeda ltd. & 314-316.
14. Business Pricing Function 1 Text :248-260
15. Business Advertising 1 R1 :486-501
16. Sales promotion. 1 R1 :501-510
17. Personal Selling Function 2 Text :317-342
18. Controlling Industrial Marketing Strategy. 2 R1 :41-58
19. Managing Customer service. 1 R1 :350-358
20. Sales profile. 1 Text :342-358
21. Choosing CRM strategy. 1 Text :370-375
Case study –BOC India ltd. & 401-417
22. Tools for capturing customer Information. 1 R1:160-161 &
511-514
23. Managing Relationships through conflict 2 R1 :511-514
Resolution
Total 30

Text book:
1. Industrial Marketing, P.K.Ghosh Oxford University Press.

Reference book:
1. Marketing management, Philip Kotler, Kevin lane ,Abraham` koshy,
Mithileshwar Jha, A South Asian perspective, Prentice Hall India ltd.

Course Co-coordinator Head /Marketing Dean/MBA

(Mr.V.SIVA SANKARAN) (Mr. S.SENTHIL KUMAR) (Dr.JAYASHREE SURESH)
MBN M664 INTERNATIONAL MARKETING L T P C
2 0 0 2
LESSON PLAN
S.No Topic for Discussion Reference Session
1. Introduction of International Pg5 - Pg21 1,2 &3
Marketing, The concepts of
International Marketing

2. Glocal Marketing 4

3. Emerging opportunities in Pg.22 – Pg.36 5 &6

International Marketing

4. W.T.O Pg.81- Pg.117 7

5. Economic environment Pg.36 – Pg.62 8&9

6. International Marketing Research Pg.279 – Pg.318 10 &

11
7. Decision Making Process Pg.373 – Pg.408 12

8. Market Selection – Entering Pg.322 – Pg.357 13 &

International Markets 14

9. Product Strategy – Product Quality Pg.373- Pg.408 15 &

16
10. Building brands in International Pg.422 – Pg.454 17 &
markets 18

11. Pricing Decisions Pg.604 – Pg.628 19

12. International Logistics & distribution Pg.459 – Pg.491 20 &

21
13. Communication – Export , Import Pg.533 – Pg.551 22 &
Policies 23

14. International Trade- Risk Pg.499 – Pg.515 24 &

management 25

15. Export procedure – Documentation – Pg.321 –Pg. 328 26 , 27

Infra structure & 28

16. Emerging issues 29 &

30
MBN M657 SALES MANAGEMENT L T P C
3 0 0 2
LESSON PLAN
Sl.No. TITLE Hours Reference
1 Evaluation of Sales Department, TB(P. No.
Sales Management Definition, Nature, 1-4,36-76)
Objectives.
Personal Selling:
- Position of Personal Selling and Sales 5
Management in the Marketing Mix.
- Objectives
- Types
- Setting Sales Volume Some Important
Terms are Market Potential, Sales
Potential, Sales Forecast, Market Index
Analysis.
Sales Related Marketing Policies.
CASE STUDIES
2 Sales Executives: TB(P.No.170-
- Meaning, Objectives. 181)
- Duties and Responsibilities
- Functions
- Qualities 4
- Relations with Top Management
- Relations with Managers of other
Marketing Activities.
- Compensation Patterns.
- CASE STUDIES
3 Sales Organisation: TB(P.No.184-
- Meaning, Purpose 204)
- Setting up a Sales Organization
- Types of Sales Organization Structure 4
- Field Organization of the Sales
Department.
- Schemes for Dividing Line Authority in
Sales Organization.
- CASE STUDIES
4 Personnel Management in the Selling Field: TB(P.No.288-
- Sales Force Management, Job Analysis, 339)
Job Description, Job Specification.
- Organisation for Recruiting and
Selection.
- The prerecruiting reservoir. 5
- Sources of Sales Force Recruits.
- The Recruiting Effort
Selection Sales Personnel:-
 - CASE STUDIES

5 Training Programs: TB(P.No.340-

- Building Sales Training Programs 380)
- Defining Training Aims
- Training Needs
- Deciding Training Content
- Selecting Training Methods
Executing and Evaluating Sales Training 4
Programs:
- Organisation for Sales Training
- Evaluating Sales Training Programs
Motivating Sales Personnel:
- Motivational “Help” From Management.
- CASE STUDIES
6 Compensating Sales Personnel: TB(P.No.381-
- Requirements of a Good Sales 397, 525-535)
Compensation Plan.
- Types of Compensation Plans
- Fringe Benefits 4
Sales Budget:
- Sales Budged Meaning, Purpose
- Estimating Budgeted Selling Expenses
- Budgetary Procedure / Process
- CASE STUDIES
7 Sales Quotas: TB(P.No.536-
- Meaning, Objectives 575)
- Types of Quotas
- Quota – Setting Procedures
Sales Territories:
- Meaning, Objectives 4
- Reason for Establishing or Revising
Sales Territories.
- Procedures for Setting up or Revising
Sales Territories.
- CASE STUDIES
Total 30

Text Book:
 1.Richard R.Still,Edward W.Cundiff,Norman A.P. Govoni, Sales Management
Decisions, Strategies and Cases

Reference:
1.Ramneek Kappor, Fundamentals of Sales Management, Macmillan.
2.Inagram, Laforge, Avila, Schwepker Je., Williams, Sales Management,Thomson.
3.Robert J.Calvin, Sales Management, McGraw-Hill Executive Series
4.William L.Cron, Thomas E. Decarlo.
 MBN M656 Event Management L T P C
2 0 0 2

Unit Topic No of Reference Page

hours no
1 Introduction to events 1 R1
What are events
Why events R1
2
Goals and objectives R1
Types of events R1
Types of special events
Case Study1: leisure/sporting events: the R2
Olympic games
2 9-12
Case study2:organizational events: the Paris
exposition
Characteristics of events 1 R2
Marketing environment for events R1&R2
2
Scope and scale of events business
Case study: Estimating market size and scope R2
1 24
of events
The events business: supply and suppliers
• Nature of events business
2 R2
• Overview of events services
• Examine the role of public, private and
voluntary bodies
Social, economic, political and development seminar
implications of running events- 1
2 5stages of event management R1
2
Activities in the event management
5W’s 1 R1
SWOT analysis
Design from the event managers point of view assignment
 Planning 1 R1
Case study: demand planning: the opening
R2 89
night of the millennium dome
Coordination
Evaluation
2 R1
Important concepts of communication for
events
3 Special event Management 1 R1
Principles of special event Management
Administration ,coordination, marketing, legal 3 R1&R2
ethical, risk management
Case study 2 R2
4 Design & decoration 1

Types of Special events

Sponsorship 2

Ticketing
R1 & R3
Media
Development & publicity
3
Public relation & advertisement
Celebrity and management
30

Reference 1: Event Marketing and Management by sanjaya Singh gaur& vikas

publications
Reference 2: Successful Event Management by Anton shone. Bryn Parry
Reference 3: Event Marketing by Leonard H.HoyleJr.CAE, CMP

Coordinator HOD

Assignment:
• Plan a special event
• Special event master plan
• Special event analysis
• Class presentation