bba first semester bba 101: foundation course (english language)

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B.B.A. First Semester BBA 101: Foundation Course (English Language) Proposal for Part Revision of Barkatullah University Syllabus For First Semester BBA w e f July 2013 Max.Marks- 70 Min. Marks : 28 Unit -1 15 Marks Language Content (unchanged) Unit- 2 10 Marks Reading Comprehension (unchanged) Unit-3 15 Marks Writing Skills (unchanged) Unit-4 10 Marks Speaking (unchanged) Unit- 5 Text 20 Marks 1. Astrologer’s Day by R.K Narayan 2. The Thief by Ruskin Bond 3. A Village Song by Sarojini Naidu 4. On Killing A Tree by Gieve Patel 5. My Message to the Youth A Speech by Swami Vivekanand 6. My Three Visions For India by Dr. APJ Abdul Kalam Note: Internal Assessment (CCEs) should focus on assessing the speaking skills of students. 30 marks Scheme of Examination: Total Marks 100 (70 External and 30 Internal): Objective type questions: 10 marks. Short answer type questions: 20 marks. Long answer type questions: 40 marks.

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Page 1: BBA First Semester BBA 101: Foundation Course (English Language)

B.B.A. First Semester BBA 101: Foundation Course (English Language)

Proposal for Part Revision of Barkatullah University Syllabus For First Semester

BBA w e f July 2013

Max.Marks- 70 Min. Marks : 28

Unit -1 15 Marks

Language Content (unchanged)

Unit- 2 10 Marks

Reading Comprehension (unchanged)

Unit-3 15 Marks

Writing Skills (unchanged)

Unit-4 10 Marks

Speaking (unchanged)

Unit- 5 Text 20 Marks

1. Astrologer’s Day by R.K Narayan

2. The Thief by Ruskin Bond

3. A Village Song by Sarojini Naidu

4. On Killing A Tree by Gieve Patel

5. My Message to the Youth A Speech by Swami Vivekanand

6. My Three Visions For India by Dr. APJ Abdul Kalam

Note: Internal Assessment (CCEs) should focus on assessing the speaking skills of students. 30 marks

Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 2: BBA First Semester BBA 101: Foundation Course (English Language)

BBA-I SEMESTER BBA-102: Business Communication

Max. Marks: 70 Min. Marks: 28

Unit – I Communication: definition, nature, and importance to manager, communication process and its elements means of communication and methods, barriers to communication.

Unit – II Oral Communication: Speeches for different occasions, guide lines,

listening (problems and guide lines).

Unit – III Interview: Process, Problem guidelines, group discussions, conference, responsibility of chairman and participants.

Unit – IV Written Communication: essentials of good business letters, types of

business letters business correspondence, lay out of business letters, different types of drafts for replies to requests, orders, reply to orders, letters of complaints, circular letters, agency letters, foreign trade letters and job applications, various types of advertisements, notices, agenda and minutes, press releases, telegrams, report writing structure of report.

Unit – V Non Verbal communication: types and its uses and importance in

business communication.

Reference Books :-

Merphy & Pack : Effective Business Communication Mc Graw Hill Book Co. New York 1976.

Thomas & Howard : A Text Book in Applied Communication Prentice Hall Inc., New Jersy. M.V. Rodriques : Business Communication K.K Sinha : Business Communication Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 3: BBA First Semester BBA 101: Foundation Course (English Language)

B.B.A FIRST SEMESTER

BBA 103: Economics

Max. Marks: 70 Min. Marks: 28

Course content:-

UNIT-I: Introduction to Economics: Demand Curve, Supply Curve, and Market & Firm’s Equilibriums. Demand & Supply: Demand Curve, Supply Curve, Market & Firm’s Equilibrium, Elasticity of Demand and Supply. Utility Analysis: Marginal Utility Analysis & Indifference Curve Analysis of Demand, Consumer’s Surplus.

UNIT-II: Pricing: Price Equilibrium under Different Market Conditions.

Factors of Production and Their Rewards: Rend, Interest, Wages & Profit, Laws of Production, Least Cost Input Combination. Theories of Rent and Wages

UNIT-III: National Income: Related Concepts, Its Measurement & Analysis. Numerical

Problems. UNIT-IV: Public Finance: Fiscal Policy, Public Revenue Public Expenditure, Deficit

Financing, Central Budget, Taxation, Value Added Tax. UNIT-V: Planning: Economics Growth & Development, Five Year Plans & Their

Achievement, Current Five Year Plan. New Economic Policy: Liberalization, Globalization & Privatization.

Reference Books :- 1. M.L. Sharma : Economics (C.A. Foundation Course) 2. M.L. Seth : Principles of Economics. 3. Ahuja : Principles of Economics. 4. Dutta & Samuelson : Micro Economics. 5. K.K. Dewatt : Modern Economics Theory Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 4: BBA First Semester BBA 101: Foundation Course (English Language)

BBA –I SEMESTER

BBA 104: ACCOUNTANCY

Max. Marks: 70 Min. Marks : 28

Course content:-

Unit – I accounting: meaning, scope & relationship with other functional areas,

book keeping & accounting.

Unit – II Conceptual framework of Accounting: accounting principles,

accounting concepts, accounting conventions, systems of books keeping,

double entry system of book keeping.

- Journal, Ledger & Trial Balance

Unit – III Depreciation accounting: concept causes methods of providing

depreciation on different assets and depreciation policy.

Unit – IV Final Accounts: manufacturing account, trading account, profit & loss

account, balance sheet and adjustments.

Unit – V Bank Reconciliation Statement: Objective, importance & Techniques.

Reference Books :- 1. T.S. Grewal : Double Entry Book Keeping/ Accounting Principles 2. R.L. Gupta : Advanced Accountancy 3. Jain & Narang : Elements of Accounting 4. S.N. Maheshwari : Fundamentals of Accounting. 5. Shukla, Grewal & Gupta : Advanced Accounts. Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 5: BBA First Semester BBA 101: Foundation Course (English Language)

BBA- I SEMESTER

BBA 105: INTRODUCTION OF COMPUTER

Max. Marks: 70 Min. Marks: 28

Course Contents:-

Unit – I Computer System Concepts and Characteristics, Basic components of

Computer System.

Unit – II Software – Type of Software – System Software Operating system – Over

View and functions.

Unit – III Application Software – Word Processing, Spread Sheet, Presentation

Graphics and DTP.

Unit – IV DBMS – Introduction, Purpose of DBMS, Views of Data, Data Models,

Types of Data Base Languages.

Unit – V Network – LAN, WAN, MAN, Components of LAN, Internet-Evolution,

Protocols and Interface, E-mail, www, viruses Antivirus, Antispywares,

Fire Wall,

Reference Books :-

1. Texali : PCSoftware. 2. P.K. Sinha : Fundamentals of Computer. 3. Loen : Fundamentals of Information Technology,Vikas pub. 4. V. Rajaraman : Fundamental of Computers, Prantice hall. 5. Saxena : First Course in Computers, Vikas Pub. 6. S. Jaiswal : Computer Today, Galgotia Publication. 7. Dhiraj Sharma : Foundations of IT, Excel Books.

Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 6: BBA First Semester BBA 101: Foundation Course (English Language)

BBA-II SEMESTER

BBA 106: PRINCIPLES OF MANAGEMENT

Max. Marks : 70 Min. Marks : 28

Course Contents :-

Unit – I Concept of Management: Management thought and thinkers, Robert Owen, F.W. Taylor, Henry Fayol etc., Neo Classical theories, functions and Responsibilities of Management.

Unit – II Planning: Objective, Strategies and Policies.

Unit – III Organizing: Structures, types of organizations, Departmentation, delegation of authority, centralization/decentralization.

Unit – IV Directing and Controlling: System and process of controlling and

controlling techniques. Unit – V Leadership and leadership styles, Motivation and motivation theories.

Communication: Communication process, types of communication, barriers of communication.

Reference Books :- 1. Rovwer J.C. & Daniel : Management & Practice, John Wiley & Sons 2. Koontz d. & Welhrich : Management, International Student Edn. Tokyo 1980 3. R.D. Agrawal : Organization & Management McGraw Hill, New Delhi. 4. Newman & Warran : The process of Management : concepts, Behaviour and Prctice, P.H.I. 5. Diwan & Agrawal : Management, Principle and Practices, Excel Books. Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 7: BBA First Semester BBA 101: Foundation Course (English Language)

BBA-II SEMESTER BBA 107: Business Statistics

Max. Marks : 70 Min. Marks : 28 Course content :-

Unit – I Meaning and definition of statistics, Statistical investigations; Distrust Laws of statistics, Scope of statistics, Limitation of statistics.

Unit – II Collection of data, Presentation of data, Frequency distribution, Primary and

Secondary Data. Unit – III Measures of Central Tendencies: Mean Median, Mode, Geometric, Mean,

Harmonic mean.

Unit – IV Dispersion – Quartile Deviation, mean Deviation and skewness

Unit – V Correlation Analysis; Karl Pearson’s, spearmens Rank Correlation, Coefficient of Concurrent Deviation.

Reference Books :- 1. D.N. Elhance : Fundamental of Statistics, Kitab Mahal, Allahabad 2. S.P. Gupta : Business Statistics, Sultan Chand and Sons, New Delhi. 3. R.S. Bhardwaj : Business Statistics, Excel Books Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 8: BBA First Semester BBA 101: Foundation Course (English Language)

BBA-II SEMESTER

BBA 108: FINANCIAL ACCOUNTING

Max. Marks: 70 Min. Marks : 28

Course content:-

Unit – I Analysis of Financial Statement – Ratio Analysis, Trend Analysis,

Comparative Statement, Common Size statement.

Unit – II Fund Flow Statement, Cash Flow Statement, BEP Analysis

Unit – III Single Entry System, Hire Purchase Accounting.

Unit – IV Inventory Valuation – Methods, FIFO, LIFO, HIFO, Average Cost Method,

Weighted Average Cost Method.

Unit – V Cost Accounting – Cost Sheet, Standard Cost – Basic concepts, Cost

Reconciliation Statement.

Reference Books :- 1. Financial Account : Dr. S.N. Maheshwari 2. Financial Accounting : R.L. Gupta 3. Advanced Accountancy : S.M. Shukla 4. Modern Accountancy : Mukherjee & Hanif Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 9: BBA First Semester BBA 101: Foundation Course (English Language)

BBA –II SEM BBA 109: Business laws

Max. Marks: 70 Min. Marks : 28 UNIT I: Contract Act, Essentials of valid contract, Capacity to Contract, Minors contract,

Free-consent, Performance of the contract.

UNIT II: Unlawful & Void Agreements, Discharge of contract, Remedies for breach of Contract.

UNIT III: Bailment, Pledge & Agency. UNIT IV: Law of Sale of Good Act, Conditions & Warranties. UNIT V: Rights of unpaid seller & suits for breach of sale of goods – contract.

Reference Books :- 1. N.D. Kapoor : Elements of Mercantile Law 2. R.C. Chawla : Mercantile Law 3. Ashwathapa : Principles of Business Laws 4. R.P. Maheshwari : Business Law

Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 10: BBA First Semester BBA 101: Foundation Course (English Language)

BBA-II SEMESTER

BBA 110: Indian Culture & Business Ethics Max. Marks: 70 Min. Marks: 28 Course content:- Unit – I Indian Culture: Meaning and Elements of Culture, Characteristics of Indian

Culture.

Unit – II Indian art: Meaning of art, the foundation (bases) of Indian art brief survey of Indian music, dance, painting, sculpture, architecture and folk art (visit to monuments)

Unit – III Influence of Indian Culture on the World, External Influence on Indian

culture, and Indian Heritage in Production & Consumption.

Unit – IV Nature of Business Ethics: Definition, Approaches and Evolution of Business Ethics, Indian Culture and ancient Indian Ethos, Misconceptions/Myths about business ethics. Business and Society: Relationship of Business with society (Stake Holder

Theory, Social Contract Theory) and problems.

Unit – V Leadership Business: Leadership Behavior, Charisma Mentoring as a

Leadership Process and leadership Transformation.

Reference Books:- 1. Rogene A. Buchloz and Sandra B.Rasenthal, Business Ethics, New Delhi, PHI Pvt. Ltd. 1998. . 2. K. Chakraborty, Ethics, New Delhi, Oxford University Press, 1997. 3. S.K. Bhatia Business Ethics & Managerial Values. 4. Rituparna Raj, A study in Business Ethics, Himalaya Publishing House. 5. N.M. Khandelwal, Ethics & Values for Mangers, Himalaya Publishing House. 6. A.N. Tripathi, Human Values, New Age International. Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 11: BBA First Semester BBA 101: Foundation Course (English Language)

B.B.A THIRD SEMESTER

BBA-111: MARKETING MANAGEMENT

Max. Marks: 70 Min. Marks: 28

Course Content:-

Unit I: Nature and Scope of Marketing, Marketing System and Environment, Marketing

Research and Marketing Information System, Management Philosophies.

Unit II: Consumerism, Consumer Market and Industrial Markets, Consumer Behavior,

Decision Making Process in Buying.

Unit III: Market Segmentation, Grouping Of Market, Targeting And Positioning, Product

Decisions.

Marketing Mix: Elements of Marketing Mix, Product Mix, Branding and Package

Decisions,

Unit IV: Promotional Mix, Pricing Decisions, Methods of Setting Prices, Pricing Strategies,

Production Promotion.

Unit V: Channel of Distribution, Marketing Channels and Agencies.

.

REFERENCE BOOKS:

1. Philip Kotler , Principles of Marketing, Prentice Hall of India.

2. William J. Stanton . Fundamentals of Marketing McGraw , New Delhi.

3. Ramaswamy and Namkumari, Marketing Management analysis, Planning and context.

4. Rajan Saxena ,. Marketing Management Tata McGraw Hill.

Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 12: BBA First Semester BBA 101: Foundation Course (English Language)

B.B.A THIRD SEMESTER

BBA-112: PERSONNEL MANAGEMENT

Max. Marks: 70 Min. Marks: 28

Course Content:-

UNIT I: Introduction: Overview of Personnel Management Evolution of Personnel Management, Importance of People in Organizations Concepts and Definitions of Personnel Management Nature of Personnel Management, Role of Personnel Manager, Qualities of Personnel Manager – Personal Attributes

OPERATIVE FUNCTIONS

UNIT II: Procurement Function

Job Analysis, Process, Use of Job Analysis Data Job Description (Job Content) Job Specification (Qualities Required) Human Resource Planning – Determination of Manpower Needs: Definition of Man Power Planning, Meaning, Significance Man Power Forecast, Man Power Inventory/Man Power Audit, Man Power Planning Process Recruitment and Selection: Methods of Recruitment, Sources, Factors Affecting Recruitment, Selection Process Interview, Types of Interview Placement and Induction

UNIT III: Development Function

Training and Development of Human Resource Approach to Training, Training Methods and Techniques Development – Meaning, Concepts of Development, Development Methods Logic of Development of Human Resource Performance Evaluation and Promotion: Steps in Evaluation, Evaluation Process Promotion, Demotion, Transfers – Logic and Basis 360 – Degree Feedback

Compensation Function Wage and Salary Administration – Job Evaluation, Objectives, Process, Principles of Job Evaluation Program Determination of Wages and Salaries, Factors Determining Wage and Salary Structure Minimum Wage, Fair Wage, Living Wage Formulating Sound Wage and Salary Policies

UNIT IV: Integration Function

Meaning, Concepts, Definition of Integration, Why and How of Integration, Industrial Disputes, Types of Disputes, Causes of Disputes, Settling Disputes (Process) Grievance Handling – Meaning Of Grievance, Causes, Grievance Handling Process Discipline – Meaning of Discipline, Nature of Discipline, Causes of Indiscipline, Means of Enforcing Discipline, the When and Why of Discipline, Procedure for Disciplinary Action Counseling – Need for Counseling, Concepts and Approaches, Benefits Industrial Relations – Relations with the Industrial Community

UNIT V: Maintenance Function

Page 13: BBA First Semester BBA 101: Foundation Course (English Language)

Health And Safety – Meaning of Health, Organization’s Responsibility for Health Safety and Safety Measures, Statutory Provisions

Separation Function What Is Separation, and Why Separation? Labour Turnover: Meaning, Causes, Methods of Dealing with Abnormal Turnover for Organizational Health Processes of Separation: Retirement, Layoff and Discharge Exit Feedback: Relationship with Separated Personnel, Methods of Feedback, Assisting In Re-Employment of Separated Personnel as a Social Responsibility, Common Methods of Feedback

REFERENCES: Personnel Management – Edwin B. Flippo Personnel Management – A.K.Ahuja Personnel Management – C.B.Manoria Human Resource Management – Ian Beardwell, Len Holden Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 14: BBA First Semester BBA 101: Foundation Course (English Language)

B.B.A THIRD SEMESTER

BBA-113: FINANCIAL MANAGEMENT

Max. Marks: 70 Min. Marks: 28

Course Content:-

Unit I: Meaning of Finance, Finance Function. Approaches to Finance Function, Objectives,

Financial Decisions.

Unit II: Capitalization: Capital, Sources of Capital, Over and Under Capitalization.

Unit III: Financial Analysis, Tools and Techniques, Ratio Analysis, Fund Flow and Cash

Flow Analysis.

Unit IV: Working Capital Management and Capital Structure (Basic Concepts Only).

Unit V: Capital Budgeting, Methods of Investment Evaluation, Payback Period, Accounting

Rate of Return, Discounted Cash Flow Method and Internal Rate Return.

REFERENCE:

1. Khan and Jain: Financial Management, Tata, McGraw Hill, New Delhi.

2. S.C Kucchal: Financial Management, Chaitnya, Pub. House.

3. R.K Sharma and Shashi K.Gupta , Financial Management.

Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 15: BBA First Semester BBA 101: Foundation Course (English Language)

B.B.A THIRD SEMESTER

BBA-114: PRODUCTION MANAGEMENT

Max. Marks: 70 Min. Marks: 28

Course Content:-

Unit I: Introduction Production Function, Nature and Scope of Production Management,

Production Process – Intermittent System, Continues System, Production Planning and

Control.

Unit II: Plant Location and Plant Layout.

Unit III: Productivity Production Order, Time and Work Study.

Unit IV: Routing, Scheduling, CPM and PERT, Inventory Management.

Unit V: Demand Forecast, Quality Control and Plant Maintenance.

REFERENCE:

1. B.S Goel : Production operations Management (Pragati Prakashan, Meerut)

2. Basotia and Sharma : Production and Operations Management, Mangal Deep Pub.

3. E.S Buffa Production Planning and Control.

Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 16: BBA First Semester BBA 101: Foundation Course (English Language)

B.B.A THIRD SEMESTER

BBA-115: BUSINESS ORGANISATION

Max. Marks: 70 Min. Marks: 28

Course Content:-

Unit I: Business Organization – Nature and Objectives of Business (Organic, Economic, Social

& Human Objectives), Characteristics of Business, Essentials of Successful Business.

Unit II: Forms Of Business Organizations- Sole Proprietorship, Partnership Types, Formation,

Rights & Duties Of Partners, Co-Ownership, Joint Hindu Family Firm, Joint Stock-

Company, Cooperative Organizations – Types & Formation Along With Their Merits

And Demerits. Factors Influencing Choice of Suitable Type.

Unit III : Promotion of a Company : Formation and Incorporation of a Company, Capital

Subscription, Memorandum and Articles of Association, Prospectus , Types of

Companies : Classification, Exemptions & Privileges of Private Companies.

Unit IV: Public Enterprises, Characteristics, Objectives, Merits and Demerits, Economic & Social

Significance of Public Enterprises. Public Corporations, Govt. Companies, Joint Sector

Companies and Public Utilities. Small Business Definition, Scope, Role, Govt. Policy,

Operating Problems of Small Business,

Unit V: Corporate Social Responsibility: Concept, Social Responsibility Of Business Towards

Different Stakeholders In Corporate World. CSR in India. Corporate Governance:

Definition, Need, Importance and Principles of Corporate Governance.

REFERENCE:

1. R.K Sharma & Shashi K.Gupta , Business Organization , Kalyani Pub. New Delhi.

2. Chhabra Ankur, A Text book of Business Organization , Sun India Pub. New Delhi.

3. Jan D.P Business Organisation & Management , Vrinda Pub. Delhi.

4. Sherlekar, Modern Business Organisation & Management, Himalaya Pub. House, New Delhi.

5. P.G Aguims, Organisation Structure & Design, Excel Books, New Delhi.

6. Dr. Khushpat S. Jain ,Business Organization , 2009 , Himalaya publishing House, Mumbai.

Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 17: BBA First Semester BBA 101: Foundation Course (English Language)

B.B.A FOURTH SEMESTER BBA-116: QUANTITAVIE TECHNIQUES

Max. Marks: 70 Min. Marks: 28 Course Content:-

Unit I: Nature and Importance of Quantitative Techniques in Statistical Data Interpretation.

Unit II: Standard Deviation, Variation. Unit III: Forecasting-Concept, Techniques, Advantages, Disadvantages, Methods.

Unit IV: Time Series- Concept, Advantages, Disadvantages, Methods, Simple Average Method,

Moving Average Method.

Basic Concepts of Index Numbers (Only Theory)

Unit V: Hypothesis Testing, Chi-Square Test & T-Test

REFFERENCE BOOKS:-

1. D.N Elhance: Practical Problems in statistics fundamentals of statistics.

2. B. N Gupta : Statistics

3. S. P Gupta: Statistics Methods.

4. Richard Levin: Statistics for Management.

5. Dr. Aditham .B. Rao : Quantitative Technique.

Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 18: BBA First Semester BBA 101: Foundation Course (English Language)

B.B.A FOURTH SEMESTER

BBA-117: RESEARCH METHODOLOGY

Max. Marks: 70 Min. Marks: 28

Course Content:-

Unit I: Introduction: Concept. Meaning, Definition and Importance of Research in Business.

Unit II: Types of Research Applied Research, Fundamental Research and Other Types of

Research.

Unit III: Identification and Research Problem, Deciding Hypothesis, Objectives and Methodology,

Sampling Concept, Importance & Techniques.

Unit IV: Data Collection –– Concept, Sources Of Data, Primary Data Collection- Questionnaire

Schedule, Case Analysis, Interview, Census & Sampling Enquiry.

Unit V: Tabulation, Interpretation & Report Writing, Diagrammatic Representation of Statistical

Data, Charts, Graphs and Diagrams.

REFERENCE BOOKS:-

1. C.R Kothari : Research Methodology

2. Sadhu & Singh : Research Methodology in .Social Science

3. Dwivedi R.S : Research Methodology in Behavioral Science

4. Michael V.P : Research Methodology in Management.

Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 19: BBA First Semester BBA 101: Foundation Course (English Language)

B.B.A FOURTH SEMESTER

BBA-118: ORGANIZATIONAL BEHAVIOUR

Max. Marks: 70 Min. Marks: 28

Course Content:-

Unit I: Organizational Behavior: Meaning, Modern Perspective, Scientific Management, Human

Relations Movement, Hawthorne Studies, Group Dynamics, Power, Politics and

Organizations.

Unit II : Personality and Behavior: Meaning and Development of Personality, Major

Determinants of Personality, Theories of Personality, Meaning of Stress, Causes and

Effects of Stress, Job Stress, Conflicts and Conflict Resolution Leadership and

Supervision, Communication.

Unit III : Motivation, Job Design, Performance Appraisal, Goal Setting, Theories of Motivation,

Maslow’s Hierarchy of Needs, Herzberg’s Two Factor Model, McClelland’s

Achievement Theory, Incentives for Motivation-Financial and Non-Financial Incentives.

Unit IV: Leadership, Classical Studies on Leadership, Theories of Leadership, and New

Theoretical Framework for Leadership, Styles, and Style Flex, Style-Rigidity, Style

Resilience.

Unit V: (A) Managerial Effectiveness: Meaning, Overview of 3 D Theory of W J Reddin,

Managerial Styles 3D Situational Elements, and Situational Dynamics

(B) Organization Development: Meaning, Importance, Management Change, Concept

and Process of Organizational Change.

REFERENCE:

1. Keith Devis : Organizational Behaviour, Tata McGraw Hill, New Delhi.

2. S.P Robbins : Organizational behavior, Prentice Hall of India Ltd. New Delhi.

3. Sarma V.S Velux : Organizational Behavior Jaico publishing house, New Delhi.

4. Fred Luthans: Organizational Behavior-McGraw-Hill Publishers.

Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 20: BBA First Semester BBA 101: Foundation Course (English Language)

B.B.A FOURTH SEMESTER

BBA-119 BUSINESS POLICY

Max. Marks: 70 Min. Marks: 28

Course Content:

Unit I: Introduction to Business Policy & Strategic Management, Nature, Importance & Purpose

of Business Policy, Mission, Vision, Goal, Objectives and Business Definition.

Unit II: Process and Nature of Strategic Decision Making, Approaches

Unit III: Various Business Models-BCG Matrix, GE Matrix, SWOT Analysis

Unit IV: Environmental Appraisal, Organizational Appraisal & Business and Corporate Strategies

& Process of Strategic Choice. Strategic Implementation and Evaluation.

Unit V: Social Responsibilities & Strategic Management, Corporate Culture and Corporate

Policies.

REFERENCE:

1. Azhar Kazmi : Business Policy.

2. P.K Ghosh : Business Policy.

3. Satish Seth : Corporate Strategy.

4. L.M Prasad : Business Policy & Strategic Management.

Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 21: BBA First Semester BBA 101: Foundation Course (English Language)

B.B.A FOURTH SEMESTER BBA-120 ENTERPRENURESHIP

Max. Marks: 70 Min. Marks: 28

Course Content:-

Unit I: Entrepreneur and Entrepreneurship: Concepts, Characteristics and Functions of an Entrepreneur, Types of Entrepreneur & Entrepreneurships. Major Entrepreneurial Competencies, Developing Competencies and Role of Enterprises in Economic Development.

Unit II: Project Identification and Formulation: Criteria for Selecting a Particular Project,

Scanning of Business Environment and Project Evaluation (Organizational, Commercial and Legal Aspects).

Unit III: Preparation of Business Plan / Project Report: Significance, Contents, Formulation,

Planning Commission Guidelines for the Formulating the Project Report and Common Errors in Project Formulation.

Unit IV: Institutional Finance to Entrepreneurs: Commercial Banks Financing Institutions

(IDBI, IFCI, IRBI, SFC, SIDC, SIDBI and EXIM Bank). Unit V: Institutional Finance to Entrepreneurs: Needs, Support Institutions, National Small

Industry Corporation Ltd. (NSIC), Small Scale Industries Development Organization (SIDO), Small Scale Industries (SSIB), State Small Industries Development Corp. (SSIDC), Small Industries Service Institutes (SISI), Specialized Institutes and Technical Consultancy Organizations (TCOS).

REFERENCE:

1. S.S Khanka . Entrepreneurial Development, New Delhi, S. Chand and Sons ,2nd

ed. 2000

2. Vasant Desai, Dynamics of Entrepreneurial development and Management, Bombay, Himalaya

Publishing house, 4th Ed.2000

3. Entrepreneurship Development – Centre for Research and Industrial Staff Performance, New

Delhi, Tata McGraw-Hill,1998

4. Thomas W. Zimmerer and Norman M. Scarborough, Entrepreneurship and New Venture

Formation, New Delhi, Prentice Hall of India ,1996

5. Hisrich, entrepreneurship ( Special Indian Edition), 6th Edition , McGraw-Hill Education.

6. G.S. Sudha, Fundamental of Entrepreneurship, Jaipur, Ramesh Book Depot, 2010-11.

Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 22: BBA First Semester BBA 101: Foundation Course (English Language)

B.B.A. FIFTH SEMESTER EXAMINATION

BBA-121: MANAGEMENT INFORMATION SYSTENS

Max. Marks Ext. Exam. : 70 Min Pass Marks: 28

Unit –I MIS Concept & its utility. Role of computer in MIS. Strategic issues & corporate

management information system. Process of MIS Development information need.

Planning organization & control.

Unit –II preparation of MIS Design, selection of design document. Conversion of Manual

MIS into Computerized MIS.

Unit –III Organization of Computer, its functional units, introduction to computer

software’s, use of computer in MIS, emerging Trends in computers

microcomputer & its application.

Unit –IV MIS (Decision and types of decision) & decision making, phases of Decision –

making process, MIS Support to decision making process, DSS; Decision support

system.

Unit –V Implementation of MIS, its stages & evaluation of the system, Maintenance of the

system.

Reference Books:

a. G.Murdic & Joel E.Ross: Information system for Management.

b. R C. Sinha Computer fundamentals.

c. Tata Mcgraw Hill: Management information system.

d. Management information system: Wawan S. Jawadekar.

Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 23: BBA First Semester BBA 101: Foundation Course (English Language)

B.B.A. FIFTH SEMESTER EXAMINATION

BBA-122 : RETAIL CONCEPTS & STRATEGIES.

Max. Marks Ext. Exam:70 Min. Pass Marks:28

Course Objective:

Unit – I Introduction to retail management. The concept of retailing. Nature and scope

,Function of Retailers. The evolution of retail in India .types of Retail Stores,

Theories for retail development.

Unit – II Retail stores operations, Category management.

Unit – III Retail Marketing mix. Retail communication mix. Role of advertising, Sales

promotion. Public relations and Personal selling in retailing.

Unit – IV Supply chain management in retailing, management of service and its quality in

retailing.

Unit –V Mall management, setting objectives for retailers’ performance, Management of

retail brand.

REFERENCE BOOKS:

1. Retailing management by Swapna Pradhan, Tata McGraw Hills.

2. Retailing management by Suja R.Nair, Himalaya Publication.

3. Retailing management by Gibson G.Vedamani, Jaico Books.

4. Retail management by Michael Levy, Tata McGraw Hills.

5. Retail management by Chetan Bajaj, Rajnish Tuli & Nidhi Shrivastav

6.Retail Management By, Sheikh and Fatima, Himalaya Publications

7.Communication for retail professionals, Rizvi and Kapoor, Tata McGraw Hills.

8.Supply chain management for retailing, Ray.R., Tata McGraw Hills.

9. Retail marketing management, Gilbert D., Pearson

Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 24: BBA First Semester BBA 101: Foundation Course (English Language)

B.B.A. FIFTH SEMESTER EXAMINATION

BBA-123 : MARKETING OF FINANCIAL SERVICES

.

Max. Marks Ext. Exam:70 Min. Pass Marks:28

Course Objective :

The objectives of the course are to help the student in understanding the Security Market, its

components and Analysis.

Unit I Indian banking system, Scheduled & Non scheduled Banks, Commercial Banking

System.

Unit II Insurance Concept, Types, Insurance Contracts, IRDA.

Unit III Venture Capital, Factoring Forfaiting and Bill Discounting,

Unit IV Mutual Funds (Meaning, Types, Advantages and Problems) AMFI, Mutual Funds

in India.

Unit V Other Financial services (Leasing, Hire Purchase; Debt Securitization; Housing

Finance, Credit Rating and Credit Cards.) Meaning, Nature, Advantages and

Types.

REFERENCE BOOKS: 1. Management of Financial Services: Khan & Jain, Tata McgrawHills

2. Management of Financial Services, Bhalla, V.K Anmol, New Delhi

3. Financial Institution, and Markets: Bhole, Tata McGrawHill.

4. Financial Services, Shashi K. Gupta, Nishi Aggarwal, Kalyani Publishers

Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 25: BBA First Semester BBA 101: Foundation Course (English Language)

B.B.A. FIFTH SEMESTER EXAMINATION

Specialization-MARKETING MANAGEMENT

BBA-124(M1): CONSUMER BEHAVIOUR

Max. Marks Ext. Exam. : 70 Min Pass Marks : 28

Course Content:

OBJECTIVE:

The basic objective of this course is to develop an understanding about the consumer decision

making process and its applications in marketing function of firms.

1. Consumer Behavior studies. Scope and their Application. Factors influencing Consumer

Behavior. Consumer Needs and Motives. Consumer as a Perceiver. Sensory systems,

Dynamics of Perception. Self images and Consumer Behavior. Consumer as a Learner.

Behavioral Learning Theories, Cognitive Learning Theory & their Applications.

2. Influence of Personality and Attitudes on Buying Behavior. Freudian Theory, Neo-

Freudian Theory & Trait Theory. Brand Personality. Theories of Attitudes. The ABC

Model of Attitudes.

3. Influence of Group Dynamics and Consumer Reference Groups on Consumer Behavior.

Consumer Relevant Groups. Types and Applications of Reference Group Concept. Word-

of Mouth Communication. Opinion Leadership Process, its Nature and Influence. Types

of Opinion Leaders.

4. Model of Consumer Decision Making Process, Decision Roles. Low and High

Involvement Decision Making. Organizational Decision Making. Types of

Organizational Buying Decisions. Model and Pattern of Industrial buying behavior in

India. Family Decision Making. The Family Life Cycle. Children as Decision Makers.

5. Diffusion of Innovation, Meaning and Process of Diffusion. Adopting Innovation.

Prerequisites for Successful Adoption. Stages in the Adoption Process. Social economic

and cultural aspects of India Consumer market. Social and Economic Classes and their

Influence on Consumer behavior. Culture and Sub Cultures and their Influence on

Consumer Behavior.

REFERENCE BOOKS:

1. Assacl,Henry. ‘Consumer behavior and Marketing Action’ BRD ed.1987 Kent Roston.

2. Engel, J.F. and Black well R.D. Consumer behaviour 1982 Diyden Chicago.

3. Leon G. Schiffman and , Leslie Lazar Kanuk , ‘Consumer Behavior’6/e Prentice

Hall, 1997 4. Nair S.R. ‘Consumer Behavior in Indian Perspective’,Himalaya Publishing

House2001 , 5.Michael R. Solomon. ‘Consumer Behavior: Buying, Having and Being’2004

Pearson Education.

6. Batra & Kazmi, Consumer Behavior, 1/e Excel Books New Delhi 2004.

Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 26: BBA First Semester BBA 101: Foundation Course (English Language)

B.B.A. FIFTH SEMESTER EXAMINATION

Specialization-FINANCIAL MANAGEMENT

BBA-124(F1): MANAGEMENT OF WORKING CAPITAL

Max. Marks Ext. Exam:70 Min. Pass Marks:28

Course Objectives: To acquaint & equip the student with the conceptual knowledge of

Management of working capital mainly concerned with current assets & liabilities & methods of

raising short term finance.

Unit 1. Working capital, its conceptual knowledge, Operating cycle concept,

determinants of working capital, Adequate working capital, Risk and returns trade

off.

Unit 2. Sources of financing working capital, Approaches to working capital, Banking

reforms for financing working capital

Unit 3. Cash Management & marketable securities, cash planning.

Unit 4. Credit Management, Optimum Credit policy.

Unit 5. Inventory Management, Importance & goals of inventory Management, Main

techniques of inventory Management, Selective Inventory Control.

(Practical questions in unit 1 Operating cycle, Requirement of working capital

Unit 3 Cash Budget, Unit 5 Economic Order Quantity,

30% practical, 70% theory)

REFERENCE BOOKS:

1.Khan & Jain : Financial Management : Tata McGraw Hill : New Delhi.

2. I.M. Pandey : Financial Management : Vikas Pub. New Delhi 3. Bhalla, v. K. Working capital management, 1/en. Delhi, s. Chand2014.

4. Periasamy, p. Working capital management, 1/emumbai, himalaya pub. 2010.

Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 27: BBA First Semester BBA 101: Foundation Course (English Language)

B.B.A. FIFTH SEMESTER EXAMINATION

Specialization-HUMAN RESOURCE MANAGEMENT

BBA-124(HR1): HUMAN RESOURCE DEVELOPMENT

Max. Marks Ext. Exam. : 70 Min Pass Marks : 28

Course Objectives:

The objective of this course is to help the student main an understanding to the need and methods

of Management Development.

Course Content:

Unit–I Rationales for Training in organization. Determining Training Needs, Methods of

Training : On the Job and Off the job Training Methods. Training Effectiveness.

Unit – II Planning for training and Development. Organizing and Controlling Training.

Unit – III HR Planning: meaning, Objectives, Significance, Job description, Job

specification and Job design.

Unit – IV Human Resource Development:

A) Climate in Indian Organization.

B) Human Resource Development Practices

Unit – V Recent techniques in HRM: Competency Mapping, HR Matrix, BPO, HR Issues

& Knowledge management.

REFERENCE BOOKS:

1. T.V. Rao and D.R. Pereira, Recent Experiences in Human Resource Development, Oxtyd

& IBH Publications co. New Delhi,1986.

2. William R.Tracey, Managing Training Develoment System , Taraporewala Publishing

Industries,1980.

3. Ishwar Dayal, Management Training in Organisation, Prentice Hall of India Ltd., New

Delhi 1970.

Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 28: BBA First Semester BBA 101: Foundation Course (English Language)

B.B.A. SIXTH SEMESTER EXAMINATION

BBA-126: BUSINESS ENVIRONMENT

Max. Marks. : 70 Min Marks: 28

Course Content:

Unit – I: Nature and Scope of Business Environment, Environmental Analysis an Input in

Strategic Management. National Income Accounting: Introduction and Problem.

Unit – II: Economic Environment: Industrial Policy of 1991& a review of current policy.

Economic Reforms, Liberalization, Globalization and Privatization, Monetary and

Fiscal policy, Economic Reforms and Social justice, Inflation Business cycles.

Unit – III: Technological Environment: Technology and Business, Micro Level Problems

and Prospects.

Unit – IV: Political Environment: Changing Role of Government in Shaping Business

Environment.

Cultural and social Factors of Business environment.

Consumer Rights: Consumer Protection act 1986.

Social Responsibility of Business.

Unit – V: International Economic Environment: Foreign Exchange, Balance of Payment,

FEMA(Foreign Exchange Management Act.)

REFERENCE BOOKS:

1. K. Aswathappa, Business Environment for Strategic Management, Mumbai, Himalaya Publishing House, 1996

2. Francis Cherunillam, Business environment, Mumbai, Himalaya Publishing house 1993

3. M. Adhikari, Economic environment of business, New Delhi, SultanChand and Sons, 1996.

4. Raj Agrawal, Business environment, Excel Books.

Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 29: BBA First Semester BBA 101: Foundation Course (English Language)

B.B.A. SIXTH SEMESTER EXAMINATION

BBA-127 : ENVIRONMENTAL STUDIES

Max Marks:70 Min. Marks :28

Course Content:

Unit– I : The Multi disciplmary nature of environmental studies Definition. Scope and importance Need for public

awareness Natural Resources

Renewable and nonrenewable resources : Natural resources and associated Problems.

a) Forest resources Use and overexploitation, deforestation, case studies Timber extraction, mining, dams and

their effects on forests and tribal people.

b) Water resources Use and overutilization of surface and ground water floods, drought, conflicts over water ,

damsbenefits and problems.

c) Mineral resources : Use and exploitation, environmental effects of extracting and Using mineral resources,

cases studies.

d) Food resources : World food problems, changes caused by agriculture and overgrazing, effect of modern

agriculture, fertilizer pesticide problems water logging, salinity, case studies.

e) Energy resources Growing energy needs, renewable and nonrenewable

energy sources, use of alternate energy sources Case studies.

f) Land resource : Land as a resource, land degradation, man induced landslides, soil erosion and

desertification.Role of an individual in conservation of natural resources.Equitable use of resources for

sustainable lifestyles.

Unit – II Ecosystems

· Concept of an ecosystem.

· Structure and function of an ecosystem.

· Producers, consumers and decomposers.

· Energy flow in the ecosystem.

· Ecological succession.

· Food chains, food webs and ecological pyramids.

· Introduction, types, characteristic features, structure and function of the following ecosystem:

a. Forest ecosystem

b. Grassland ecosystem

c. Desert ecosystem

d. Aquatic ecosystem(ponds, streams, lakes, rivers, oceans, estuaries.

Biodiversity and its conservation.

· Introduction Definition :genetic, species and ecosystem diversity.

· Biogeographically classification of India.

· Value of biodiversity : consumptive use, productive use, social, ethical, aesthetic and option values.

· Biodiversity at global, National and local levels.

· India as amegadiversity nation.

· Hotspots of biodiversity.

· Threats to biodiversity : habital loss, poaching of wildlife, man wildlife conflicts.

· Endangered and endemic species of India.

· Conservation of biodiversity : isitu and Exsitu conservation of biodiversity.

Unit – III Environmental Pollution Definition, Causes, effects and control measures of:

a.Air pollution

b. Water pollution

c. Soil pollution

d. Marine pollution

e. Noise pollution

f. Thermal pollution

g. Nuclear hazards

· Solid waste Management Causes, effects and control measure of urban and industrial wastes.

· Role of an individuation prevention of pollution.

· Pollution case studies.

· Disaster management : floods, earthquake, cyclone and landslides.

Unit – IV Social Issues and the Environment

Page 30: BBA First Semester BBA 101: Foundation Course (English Language)

· From unsustainable to Sustainable development

· Urban problem related to energy.

· Water conservation, rain water harvesting/watershed management

· Resettlement and rehabilitation of people, its problem and concerns. Case studies.

· Environmental ethics. Issues & possible solution.

· Climate change, global warming

· Acid rain

· Ozone layer depletion.

· Nuclear accidents and holocaustcase studies.

· Wasteland reclamation.

· Consumerism and waste products.

· Environment protection Act.

· Air (Prevention and control of pollution) Act.

· Wildlife protection Act.

· Forest Conservation Act. Issues involved in enforcement of environmental legislation, public Awareness.

Unit – V Human population and the environment

· Population growth, variation among nations.

· Population explosionFamily Welfare Programmer.

· Environment and human health.

· Human Rights

· Value Education

· HIV/AIDS

· Women and child welfare

· Role of information Technology Welfare Environment and human health.

REFERENCE BOOKS:

1. Agrawal. K.C. 2001 Environmental Biology Nidi Pub.Ltd Bikaner.

2. Bhurucha lrach. The Biodiversity of India Mapin Publishing Pvt Ltd.Abmedabad380011, India Email mapin@icenet net®.

3. Burnner R.C. 1989 Hazardous Wasteincineration .McGraw Hills Inc.480 p.

4. Cark R S,Marine pollution, Clanderson press oxford(TB)

5. Cunnigham W P. Cooper.T H Gorhani, E.& Herworth, M.T. 2001. Environment Encyslocredia., Jalco PUbli. House

Mumbai.,1196 P.

6. D.A.K., Environment Chemistry,Wiley Eastern Ltd.

7. Dawn to Earth, Centre for Science and Environment (R)

8. Gelek, H Population 1993 Water in erisis, Pacific Institute for Studies m Dev, Environment & Security Stockholm Eninstitute

Oxford Univ. press 473 p.

9. Hawkins R.E. Encyclopedia of Indian Natural History. Bombay Natural History Society, Bombay (R).

10. Haywood, V H & Watson, It R.T. 1995.Global Biodiversity Assessment, Cambridge University. Press 1140P.

11. Jadhav H. & Bhosale, V.M. 1995 Environmental Protection and Laws Himalaya Pul. House ,Delhi284p.

12. Nckinney M.L.& School,R.M. 1996 Environmental Science Systems & Solutions, Web enhanced edition, 639 p.

13. Bhaskar A K, Matter IIazadous, TechnoSciencePublications(TB)

14. Miller T.G. Jr. Environmental Science,Wadsworth Publication Co(TB)

15. Odum, E P. 1971 Fundamentals of Ecology, W B Saunders Co USA. 574 p.

16. Rao M.N. & Datta, A.K. 1987 Waste Water treatment Oxford & IBH Pub1.Co. Pvt. Ltd 345 P.4.

17. Sharma B K 2001

18. Survey of the Environmental The Hindu(M).

19. Townsend C. Harper J. and)4ichael

20. Trivedi R.K. Handbook of Environment Laws. Rules Guidelines compliances and standards. VolI

and II Enviro Media ( R)

21. Trivedi R.K. and P.K. Goel. Introduction to air pollution. TechnoSicece publications (TB)

22. Wanger K.D. 1998 Environmental Management W.B. Sounders Co. Philadelphia. USA 499 P.

Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 31: BBA First Semester BBA 101: Foundation Course (English Language)

B.B.A. SIXTH SEMESTER EXAMINATION

MARKETING MANAGEMENT

BBA-128(M2): SALES MANAGEMENT

Max Marks: 70 Min Marks: 28

COURSE CONTENT:

1. Scope & Nature of Sales Management. Characteristics of Sales Management.

Significance of Sales Management. Functions of Sales Management. Functions of Sales

Manager. Essential Qualities of an Efficient Sales Manager.

2. Market Potential, Sales Potential, Sales Forecasting. Steps in Sales Forecasting. Types of

Sales Forecasts. Methods of Sales Forecasting. Sales Planning & its Significance. Process

of Sales Planning. Sales Organization : Objectives and Significance. Factors Determining

the structure of Sales Organization. Steps in setting up the Sales Organization. Types of

Sales Organization.

3. Sales Budget: Nature , Objective, Scope and Types. Procedure for Sales Budget

Approaches to Sales Budgeting. Methods of Funding Sales Budget. Sales Quota and its

Need. Factors Considered while setting the Quotas. Requisites of successful Quota

System. Methods of setting the Sales Quotas. Types of Sales Quotas. Development of

Sales Strategy.

4. Operational Sales Management. Steps in Sales Force Management: Job Analysis and Job

Description. Significance & Methods of Selection Training Compensation and

Motivation of Sales force along with their Merits and Demerits.

5. Evaluation and Control of sales. Establishing Quantitative and Qualitative Sales

Performance Standards, Recording Actual Performance, Evaluating Performance against

the Standards & Taking Appropriate Action. Methods of Performance Appraisal:

Qualitative and Quantitative Methods. Alternative Approach. Sales Audit as a tool for

Sales Control. Field Sales Reports. Essentials of a good Sales Report.

REFERENCE BOOKS:

1. Still Cundiff. Sales Management : Decision strategies and cases, Prentice Hill India Ltd.

2. S. A. Chunawala ,Advertising, Sales and Promotion Management, Himalaya Publishing

House, 2010

3. S. A. Chunawala Sales and DistributionManagement, Himalaya Publishing House, 2007

4. Sontakki C. N. Advertising and Sales Management, Kalyani Publishers,2001.

5. Sudha G.S.Sales & AdvertisementManagement, Ramesh Book DepotJaipur2006

Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 32: BBA First Semester BBA 101: Foundation Course (English Language)

B.B.A. SIXTH SEMESTER EXAMINATION

Specialization-FINANCIAL MANAGEMENT

BBA-128(F2):: SECURITY ANALYSIS & INVESTMENT MANAGEMENT

Max Marks: 70 Min Marks: 28

Course Content:

Unit– I Meaning and definition of Security, Types of Investment, Advantages and

Limitation of Various types of Investment. Importance of Security Analysis

Unit – II Indian Capital market, Saving Pattern, NSE & BSE.

Unit – III Regulatory Agencies: RBI, SEBI, AMFI.

Unit – IV Fundamental Analysis, Economy Analysis,

Company Analysis, Top down, Bottom up Approach.

Technical analysis Meaning and concepts only

Unit – V Introduction to Derivative market Futures,

Options, Forward Contracts. Basic concepts only

REFERENCE BOOKS:

1.Investment Management : Prassana Chandra, Tata Mcgrawhills

2. Investment Management : IM Pandey, Vikas Publication

3. Security Analysis. & Portfolio : Bhatt, Excel Publication

4. Bhalla, v. K. Fund. Of investment management, 2/en. Delhi, s. Chand2012.

5. Bhalla, v. K. Investment mgmt: security analysis & portfolio mgmt, 18/e N. Delhi, s. Chand2012.

6. Avadhani, v. A. Securities analysis & portfolio mgmt., 10/emumbai, himalaya pub. 2011.

Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 33: BBA First Semester BBA 101: Foundation Course (English Language)

B.B.A. SIXTH SEMESTER EXAMINATION

Specialization-HUMAN RESOURSE MANAGEMENT

BBA-128(HR2): ORGANISATIONAL DEVELOPMENT

Max Marks: 70 Min Marks :28

Course Content:

UNIT I: Organizational development: Overview, Concept, Meaning, Objectives,

Assumptions of OD, Values and beliefs in OD.

UNIT II: Organizational development Process and general Organizational development

competencies.

UNIT III: OD Intervention strategies: Interpersonal, Team, Intergroup and Structural.

UNIT IV: Evaluation: Evaluation of OD, Ethics of OD professionals.

UNIT V: Power, Politics and Organizational development, changing environment future

and Organizational development.

REFERENCE BOOKS:

1. T.U. Rao Recent Expriences in Human Resources Department, Oxford & IBH

publication, NewDelhi.

2. S.K.Chakravorty, Managerial Depot & Appraisal, Machillan Co., Ltd., New Delhi.

3. Iswar Dhyal, Management Training in organisation practice Hall Indian Ltd., New Delhi

Scheme of Examination:

Total Marks 100 (70 External and 30 Internal):

Objective type questions: 10 marks.

Short answer type questions: 20 marks.

Long answer type questions: 40 marks.

Page 34: BBA First Semester BBA 101: Foundation Course (English Language)

B.B.A. SIXTH SEMESTER EXAMINATION

BBA-130: FIELD WORK AND COMPREHENSIVE VIVAVOCE

Max Marks :100 Min Marks : 40

RESEARCH PROJECT

Objective

The objective of Research Project is to enable to develop the understanding and implementation

capabilities of research problems.

Examination

The Research Project will be based on a micro topic from any specialization,

Finance/Marketing/Human resource. The candidates have to select an organisation within the

city of Bhopal for research. The institute will provide a project guide under whose guidance the

project work will be conducted by the candidate. The college will constitute an expert committee

to review and approve the synopsis. Duly approved synopsis shall be submitted by the students

to the respective Project Guides within 20 days from the commencement of BBA VI semester

classes. The student will be required to submit the final Research Report in the hard bound form

in the number and format specified by the College. This Research Project will carry a maximum

of 100 marks- out of which, 50 marks will be for the report and its contents and 50 marks will be

for the presentation/viva-voce. A panel of external and internal examiners will jointly award both

of these components of marks. The Examination Department of the college appoints the external

examiner and the HOD with the permission of the principal of the college appoints the internal

examiner.

PROJECT REPORT FORMAT

Title Page

Executive Summary

The Executive Summary is a comprehensive restatement of the document’s purpose, scope,

methods, results, conclusions, findings, and recommendations. The Executive Summary should

be proportional to the length of your paper. For purposes of the project report, there should be

250-word in Executive Summary.

Introduction The introduction provides the students with background information for the research. Its purpose

is to establish a framework for the research, so that the students can understand how it is related

to other research. The Introduction has multiple purposes, namely to create student interest in the

Page 35: BBA First Semester BBA 101: Foundation Course (English Language)

topic, establish the problem that leads to the study, place the study within the larger context of

the scholarly literature, and reach out to a specific audience.

Literature Review The review of previous research accomplishes several purposes. It shares with the student the

results of other studies that are closely related to the study being reported, it relates the study to

the larger, ongoing dialogue in the literature about the topic, and it provides a framework for

establishing the importance of the study. It can serve as a benchmark for comparing the results of

the study with other findings.

Methodology This section specifies the type of research design utilized in the research, such as the approach to

data collection, analysis, and report writing. It should detail the context of the research, e.g. type

of organization, jurisdiction, indicate how subjects were selected, e.g. random, key informants,

discuss techniques for data collection, e.g. interviews, questionnaire, document review, study of

case files, and explain the underlying rationale for these decisions. It may be useful to discuss the

strengths and weaknesses of the chosen design.

Analysis

The analysis compares the findings of the study with benchmarks established in the review of

literature. It may point out similarities and differences, agreements and contradictions, and

explanations for these relationships. Normally, it will not assume a burden of proof or disproof,

nor claim superiority or insights not justified by the small sample size or singularity of the

subject or methodology. Cautious conjecture, with appropriate language and solid reasoning,

however is encouraged.

Conclusions and Recommendations Although this section does not need to be long, the students have an opportunity to tie up loose

ends, summarize findings, and draw inferences. Specific recommendations are a good way of

concluding the paper. The student should recommend possible changes in current administrative

practices, suggest new methods of management or analysis, or propose changes in ordinances

and statutes, for example. The recommendations should flow from the present study and be

related directly to the analysis.

References and Appendices