Vinayaka Mission University
Vinayaka Missions University (VMU) is a pioneering and vibrant school offering a multi-social experience with an atmosphere checked by the ideal congruity of living in differing qualities.
Years1
UNIT - 01
MANAGEMENT INFORMATION SYSTEM - EVOLUTION OF MIS - GROWTH OF MIS -
MANAGEMENT THEORY AND MIS - THEORIES OF EVOLUTION OF MIS - DEFINITION OF
MIS - CHARACTERISTICS OF MIS
UNIT - 02
CONCEPTS OF INFORMATION - DATA AND INFORMATION - STEPS IN DATA PROCESSING
- FEATURES IN INFORMATION - DIMENSIONS OF INFORMATION - DATA REDUCTION -
DATA SUMMARIZATION - QUALITY OF INFORMATION
UNIT - 03
STRUCTURE OF MANAGEMENT INFORMATION SYSTEMS - MULTIPLE APPROACHES TO
STRUCTURE OF MIS - EXTENT OF INTEGRATION OF INFORMATION SYSTEM -
INFORMATION NETWORK
UNIT - 04
TRANSACTION PROCESSING SYSTEM - TRANSACTION PROCESSING CYCLE - FEATURES
OF TPS - TRANSACTION DOCUMENTS - TRANSACTIONS PROCESSING MODES -
FUNCTIONAL TPS
UNIT - 05
DECISION SUPPORT SYSTEM - CHARACTERISTICS OF DSS - COMPONENTS OF DSS -
DSS TOOLS FOR DIFFERENT LEVELS OF MANAGEMENT - GROUP DECISION SUPPORT
SYSTEM
UNIT - 06
ENTERPRISE RESOURCE PLANNING SYSTEMS - EVOLUTION OF ERP - MANUFACTURING
RESOURCE PLANNING - FUNCTIONALITIES OF SAP R / 3 - ERP IMPLEMENTATION -
ISSUES IN IMPLEMENTING ERP - BENEFITS OF ERP
UNIT - 07
ROLE OF COMPUTERS IN MIS - ROLE OF COMPUTER IN MIS SUBSYSTEMS -
PRODUCTION INFORMATION SYSTEM - MARKETING INFORMATION SYSTEM - FINANCE
INFORMATION SYSTEM PERSONNEL INFORMATION SYSTEM
UNIT - 08
PLANNING FOR MIS - STRATEGIC INFORMATION SYSTEM PLANNING - ALIGNING
INFORMATION SYSTEM AND THE BUSINESS PLANNING - MAJOR CONSIDERATIONS IN
STRATEGIC PLANNING FOR INFORMATION SYSTEM - APPROACHES TO INFORMATION
SYSTEM PLANNING - CHALLENGES IN INFORMATION SYSTEM PLANNING - PRINCIPLES
OF PLANNING
Vinayaka Missions University,Directorate of Distance Education
Salem India
MASTER OF ARTS IN BUSINESS ECONOMICS
1 Yr.
MANAGEMENT INFORMATION SYSTEM (MBA)(2040401)
UNIT - 09
SYSTEMS DEVELOPMENT - SYSTEM DEVELOPMENT METHODOLOGIES - PEOPLE
INVOLVED IN SYSTEM DEVELOPMENT - TOOLS FOR SYSTEMS DEVELOPMENT -
EVOLUTIONARY SOFTWARE PROCESS MODELS
UNIT - 10
SYSTEM ANALYSIS - REASONS FOR INITIATING SYSTEMS ANALYSIS - STRUCTURED
SYSTEMS ANALYSIS - SYSTEM ANALYSIS TOOLS AND TECHNIQUES - ADVANTAGES OF
DATABASE SYSTEMS - DISADVANTAGES OF DATABASE
UNIT - 11
SOCIAL AND LEGAL ASPECTS OF COMPUTERIZATION - MORAL DIMENSIONS OF
INFORMATION TECHNOLOGY USE - SOCIAL ISSUES - COMPUTER CRIMES - IMPACT OF
COMPUTERS IN INDIVIDUALS - ORGANIZATION AND SOCIETY
UNIT - 12
ELECTRONIC COMMERCE - TYPES OF ELECTRONIC COMMERCE - ELECTRONIC DATA
INTERCHANGE - BUSINESS OPPORTUNITIES OPENED UP BY THE INTERNET - THREATS
FROM INTERNET BASED ELECTRONIC COMMERCE
MIS - P. MOHAN - HIMALAYA PUBLISHING HOUSE - MUMBAI
ACCOUNTING - DEFINITION - ACCOUNTING FOR HISTORICAL FUNCTION AND
MANAGERIAL FUNCTION - SCOPE OF ACCOUNTING - FINANCIAL ACCOUNTING AND
MANAGEMENT ACCOUNTING
FINANCIAL STATEMENT ANALYSIS - FINANCIAL STATEMENTS - NATURE OF FINANCIAL
STATEMENTS - LIMITATIONS OF FINANCIAL STATEMENTS - ANALYSIS OF
INTERPRETATION - TYPES OF ANALYSIS - EXTERNAL VS INTERNAL ANALYSIS -
HORIZONTAL VS VERTICAL ANALYSIS - TOOLS OF ANALYSIS - TREND ANALYSIS
RATIO ANALYSIS - TYPES - LIQUIDITY RATIOS - PROFITABILITY RATIOS - TURNOVER
RATIOS - PROPRIETARY RATIOS - MARKET EARNINGS RATIOS - FACTORS AFFECTING
EFFICIENCY OF RATIOS - HOW TO MAKE EFFECTIVE USE OF RATIO ANALYSIS - USES
AND LIMITATION OF RATIOS
CONSTRUCTION OF PROFIT AND LOSS ACCOUNT AND BALANCE SHEET WITH RATIOS
AND RELEVANT FIGURES - INTER-FIRM - INTRA-FIRM COMPARISONS
FUND FLOW STATEMENTS - NEED AND MEANING - PREPARATION OF SCHEDULE OF
CHANGES IN WORKING CAPITAL AND THE FUND FLOW STATEMENT - MANAGERIAL USES
AND LIMITATION OF FUND FLOW STATEMENT
CASH FLOW STATEMENT - NEED - MEANING - PREPARATION OF CASH FLOW
STATEMENT - MANAGERIAL USES OF CASH FLOW STATEMENT - LIMITATIONS -
DIFFERENCES BETWEEN FUND FLOW AND CASH FLOW ANALYSIS
CAPITAL BUDGETING SYSTEM - IMPORTANCE - METHODS OF CAPITAL EXPENDITURE
APPRAISAL
PAYBACK PERIOD METHOD - ARR METHOD
DCF METHODS - NPV AND IRR METHODS - THEIR RATIONALE - CAPITAL RATIONING
MASTER OF COMMERCE
FINANCE MANAGEMENT & MANAGEMENT ACCOUNTING(2040103)
FINANCIAL MANAGEMENT - MEANING - NATURE AND SCOPE OF FINANCE - FINANCIAL
GOAL - PROFIT VS WEALTH MAXIMIZATION - FINANCE FUNCTIONS - INVESTMENT -
FINANCING AND DIVIDEND DECISIONS
MANAGEMENT OF WORKING CAPITAL - MEANING - SIGNIFICANCE AND TYPES OF
WORKING CAPITAL - CALCULATING OPERATING CYCLE PERIOD AND ESTIMATION OF
WORKING CAPITAL REQUIREMENTS
SOURCES OF WORKING CAPITAL - FACTORING SERVICES - VARIOUS COMMITTEE
REPORTS ON BANK FINANCE - DIMENSIONS OF WORKING CAPITAL MANAGEMENT -
FINANCING OF WORKING CAPITAL - REQUIREMENTS - FINANCING OF WORKING CAPITAL
AND NORMS OF BANK FINANCE
LINEAR PROGRAMMING PROBLEMS (LPP): LPP- MEANING - FORMULATION OF LPP -
GRAPHICAL METHOD - SIMPLEX SOLUTION- BIG M METHOD
TRANSPORTATION & ASSIGNMENT PROBLEMS: TRANSPORTATION PROBLEM-NORTH -
WEST CORNER SOLUTION - LEAST COST METHOD
VOGEL`S APPROXIMATION METHOD- STEPPING STONE METHOD - MODI METHOD -
ASSIGNMENT MODEL- HUNGARIAN METHOD
SEQUENCING PROBLEM - PROCESSING N JOBS THROUGH 2 MACHINES- PROCESSING N
JOBS THROUGH 3 MACHINES -PROCESSING N JOBS THROUGH M MACHINESPROCESSING
2 JOBS THROUGH M MACHINES
GAME THEORY - MEANING - SADDLE POINT - TWO PERSONS ZERO SUM GAMESDOMINANCE
PROPERTY
NETWORK PROJECT SCHEDULING &REPLACEMENT THEORY: NETWORK AND BASIC
COMPONENTS- RULES - CPM AND PERT FOR PROJECT SCHEDULING
SAMPLING DISTRIBUTION: SAMPLING DISTRIBUTION CONCEPTS-NORMAL
DISTRIBUTION-T-DISTRIBUTION-SAMPLE SIZE-STANDARD ERROR, ESTIMATION: POINT
AND INTERNAL ESTIMATES OF PROPORTIONS AND MEAN FROM LARGE & SMALL
SAMPLES
TESTING OF HYPOTHESIS: HYPOTHESIS TESTING OF PROPORTION AND MEAN-SINGLE
AND TWO TAILED - TESTS-ERRORS IN HYPOTHESIS TESTING-MEASURING THE POWER
OF HYPOTHESIS TEST
CORRELATION REGRESSION: CORRELATION - MEANING - TYPES - METHODS OF
STUDYING CORRELATION. REGRESSION - MEANING - REGRESSION EQUATIONS -
REGRESSION CO-EFFICIENT
MASTER OF BUSINESS ADMINISTRATION
APPLIED OPERATIONS RESEARCH FOR MANAGEMENT(2030602)
STANDARD ERROR OF ESTIMATE CHI-SQUARE ANALYSIS: ESTIMATION OF CHI-SQUARE
AND INTERPRETATION-CHI-SQUARE DISTRIBUTION CHI-SQUARE TESTS FOR
INDEPENDENCE
ANOVA: ESTIMATION AND INTERPRETATION OF F STATISTIC-F DISTRIBUTION-F
HYPOTHESIS TESTS
TIME SERIES ANALYSIS: TIME SERIES-VARIATIONS IN TIME SERIES-TREND ANALYSISCYCLICAL,
SEASONAL AND IRREGULAR VARIATIONS-DEALING WITH ALL FOUR
VARIATIONS OF TIME SERIES
EVOLUTION OF HUMAN RESOURCE MANAGEMENT-THE IMPORTANCE OF HUMAN
FACTOR-OBJECTIVES OF HUMAN RESOURCE MANAGEMENT-ROLE OF HUMAN
RESOURCE MANAGER-HUMAN RESOURCE POLICIES- IMPORTANCE OF HUMAN
RESOURCE PLANNING-FORECASTING HUMAN RESOURCE REQUIREMENTS-INTERNAL
AND EXTERNAL SOURCES, SELECTION PROCESS-SCREENING-TESTS-VALIDATIONINTERVIEW-
MEDICAL EXAMINATION-RECRUITMENT. INDUCTION-IMPORTANCE
TYPES OF TRAINING METHODS-PURPOSE-BENEFITS - RESISTANCE, EXECUTIVE
DEVELOPMENT PROGRAMMES-COMMON PRACTICES-BENEFITS-SELF DEVELOPMENTKNOWLEDGE
MANAGEMENT, TRADE UNION - OBJECTIVES - GROWTH - DIFFICULTIES -
RECOMMENDATION FOR STRENGTHENING TRADE UNION - COMPENSATION PLANSREWARDS
- WORKERS PARTICIPATION IN MANAGEMENT.
METHODS OF PERFORMANCE EVALUATION - FEEDBACK-INDUSTRY PRACTICES,
PROMOTION, DEMOTION, TRANSFER AND SEPARATION-IMPLICATIONS OF JOB CHANGE.
GRIEVANCES-CAUSES-IMPLICATIONS - REDRESSAL METHODS
DEFINITION, NEED, AND IMPORTANCE OF ORGANIZATIONAL BEHAVIOR-NATURE AND
SCOPE
PERSONALITY-TYPES - FACTORS INFLUENCING PERSONALITY-THEORIES, LEARNINGTYPES
OF LEARNERS - THE LEARNING PROCESS-LEARNING THEORIESORGANIZATIONAL
BEHAVIOR MODIFICATION, ATTITUDES - FORMATION OF ATTITUDE -
MEASUREMENT OF ATTITUDE. PERCEPTION-IMPORTANCE - FACTORS INFLUENCING
PERCEPTION-INTERPERSONAL PERCEPTION. MOTIVATION - IMPORTANCE - TYPES -
EFFECTS ON WORK BEHAVIOR.
ORGANIZATION STRUCTURE-FORMATION-GROUPS IN ORGANIZATIONS - INFLUENCEGROUP
DYNAMICS-EMERGENCE OF INFORMAL LEADERS AND WORKING NORMSGROUP
DECISION MAKING TECHNIQUES-INTERPERSONAL RELATIONSCOMMUNICATION-
CONTROL
MEANING-IMPORTANCE-LEADERSHIP STYLES-THEORIES-LEADERS VS MANAGERSSOURCES
OF POWER, POWER CENTERS - POWER AND POLITICS
DYNAMICS OF ORGANIZATIONAL BEHAVIOR: ORGANIZATIONAL CLIMATE - FACTORS
AFFECTING ORGANIZATIONAL CLIMATE-IMPORTANCE, JOB SATISFACTIONDETERMINANTS-
MEASUREMENT-INFLUENCE ON BEHAVIOR, ORGANIZATIONAL CHANGEIMPORTANCE-
STABILITY VS. CHANGE-PROACTIVE VS. REACTIVE CHANGE - THE
CHANGE PROCESS-RESISTANCE TO CHANGE-MANAGING CHANGE, ORGANIZATIONAL
HUMAN RESOURCE MANAGEMENT & ORGANIZATION
BEHAVIOUR(2040202)
DEVELOPMENT-CHARACTERISTICS - OBJECTIVES-TEAM BUILDING, ORGANIZATIONAL
EFFECTIVENESS-PERSPECTIVES - EFFECTIVENESS VS. EFFICIENCY-APPROACHES -
THE TIME DIMENSION-ACHIEVING ORGANIZATIONAL EFFECTIVENESS.
INTRODUCTION - MARKETING MANAGEMENT AND ITS EVOLUTION - NATURE AND SCOPE
OF MARKETING OBJECTIVE - MARKETING PROCESS - MARKETING FUNCTION - MARKET
MIX -M MARKET PLANNING - ORGANIZING - MARKET ENVIRONMENT AND MARKET
CONTROL AND PERFORMANCE AND ITS IMPLEMENTATION
PRODUCTION DECISION - PRODUCT PLANNING AND POLICY FOR OLD AND NEW
PRODUCT AND ITS IMPLEMENTATION PRODUCT DEVELOPMENT - PRODUCT LIFE CYCLE,
PACKING.
BUYING DECISION - CONSUMER BEHAVIOR - MEANING NATURE - FACTORS
INFLUENCING CONSUMER BEHAVIOR - CULTURAL, SOCIAL ETC. - BUYING DECISION
PROCESS MARKET SEGMENTATION PRICING DECISION AND DISTRIBUTION DECISIONS -
FACTORS AFFECTING PRICE DETERMINATION - PRICING POLICIES AND STRATEGIES -
NATURE, FUNCTIONS, TYPES OF CHANNELS INTERMEDIARIES - CHANNEL
MANAGEMENT
PROMOTIONAL DECISIONS - COMMUNICATION PROCESS - PROMOTIONAL MIX -
ADVERTISING - OTHER TOOLS AND TECHNIQUES - MARKETING RESEARCH AND
INFORMATION
SCOPE OF MANAGERIAL ECONOMICS, DEMAND ANALYSIS, BASIC CONCEPTS, TOOLS
FOR DEMAND FORECASTING, USE OF BUSINESS INDICATORS, ELASTICITY CONCEPTS -
COST AND PRODUCTION FUNCTIONS, SHORT AND LONG RUN COST FUNCTIONS, COSTPRICE
OUTPUT RELATIONS, INPUT-OUTPUT ANALYSIS - MARKET STRUCTURE- PRICING
AND OUTPUT GENERAL EQUILIBRIUM, PERFECT COMPETITION AND MONOPOLISTIC
COMPETITION.
NATURE AND SCOPE OF MACRO ECONOMIC ISSUES:
CIRCULAR FLOW OF INCOME-NATIONAL INCOME CONCEPTS-METHODS OF MEASURING
NATIONAL INCOME - DIFFICULTIES IN MEASURING NATIONAL INCOME - THE ROLE OF
ECONOMIC PLANNING-INDIAN ECONOMIC PLANNING.
ANALYSIS OF EXTERNAL SECTOR:
INTERNATIONAL TRADE -THE ROLE OF TRADE POLICY - BALANCE OF PAYMENTS -
ANALYSIS OF PERFORMANCE OF INDIAN ECONOMY IN EXTERNAL SECTOR.
MARKETING MANAGEMENT & MANAGERIAL ECONOMICS[MBA](2040302)
BASICS OF MANAGEMENT - INTRODUCTION - CONCEPTS - DEFINITION OF MANAGEMENT
- EVOLUTION OF MANAGEMENT THOUGHT - EARLY & MODERN APPROACHES
MANAGEMENT AND ADMINISTRATION - MANAGEMENT AN ART / A SCIENCE? -
MANAGEMENT AS A PROFESSION? - IMPORTANCE OF MANAGEMENT, LEVELS OF
MANAGEMENT - PIONEER`S OF MANAGEMENT
MANAGERS VS. ENTREPRENEURS - MANAGEMENT VS. LEADERS - MANAGEMENT
PROCESS - MANAGERIAL PERFORMANCE - EFFICIENCY & EFFECTIVENESS OF
MANAGERIAL FUNCTION
MANAGEMENT FUNCTIONS - PLANNING - ORGANIZING - STAFFING - DIRECTING -
MOTIVATING - CONTROLLING - COORDINATING - COMMUNICATION
PLANNING: NATURE - PURPOSE - STEPS IN PLANNING - TYPES IN PLANNING- MERITS
AND DEMERITS OF PLANNING - PLANNING PREMISES
CHARACTERISTICS AND HIERARCHY OF OBJECTIVES - MANAGEMENT BY OBJECTIVES -
MANAGEMENT BY EXPECTATION
ORGANIZING: NATURE - PURPOSE - FORMAL AND INFORMAL ORGANIZATION - TYPES OF
ORGANIZATION STRUCTURE - SPAN OF CONTROL
DELEGATION OF AUTHORITY - CENTRALIZATION VS DECENTRALIZATION - AUTHORITY
AND RESPONSIBILITY - DEPARTMENTATION AND ITS BASIS - DECISION MAKING - STYLES
OF DECISION MAKING
STAFFING - PURPOSE OF STAFFING - NATURE AND PURPOSE OF STAFFING -
COMPONENTS OF STAFFING - RECRUITMENT AND SELECTION- TRAINING AND
DEVELOPMENT- PERFORMANCE APPRAISAL
DIRECTING: PRINCIPLES OF DIRECTING - ELEMENTS OF DIRECTION - SPAN OF
SUPERVISION - USE OF STAFF UNITS AND COMMITTEE - MOTIVATION - COMMUNICATION
- BARRIERS OF COMMUNICATION - EFFECTIVE COMMUNICATION
CONTROLLING: MEANING - ELEMENTS AND SIGNIFICANCE - CONCEPT OF MANAGERIAL
CONTROL - NATURE OF CONTROL - NEEDS FOR CONTROL - SIGNIFICANCE AND
PRINCIPLES OF MANAGEMENT[MBA](2041217)
LIMITATIONS OF CONTROL
TYPES OF CONTROL - CONTROL PROCESS - CONTROL TECHNIQUES - TRADITIONAL AND
MODERN TECHNIQUES
Years2
INTRODUCTION TO BUSINESS POLICY AND STRATEGIC MANAGEMENT - EVOLUTION
NATURE AND SCOPE OF STRATEGIC MANAGEMENT - BUSINESS AS A SOCIAL SYSTEM
STRATEGY DEVELOPMENT AS MANAGERIAL INTENT STRATEGIC DECISION MAKING
PROCESS - STRATEGY DEVELOPMENT AS THE OUTCOME OF CULTURAL AND POLITICAL
PROCESSES - CHALLENGES IN STRATEGY DEVELOPMENT - UNCERTAINTY AND THE
LEARNING ORGANIZATION - SOCIAL AND ETHICAL ISSUES IN BUSINESS
DEFINITIONS AND SCOPE - ELEMENTS OF POLICY AND FORMULATION - SPECIAL
TECHNIQUES - MBO, MBE - MAJOR BUSINESS POLICIES - FUNCTIONAL POLICIES -
SOCIETY AND BUSINESS - BUSINESS ETHICS - SOCIAL RESPONSIBILITY - SOCIAL AUDIT
POLICIES AND STRATEGIES
STRATEGIC ANALYSIS - ENVIRONMENTAL ANALYSIS AND DIAGNOSIS - THE GENERAL
ENVIRONMENT - BUSINESS ENVIRONMENT - EXTERNAL/INTERNAL AND THEIR
INTERACTION - TECHNIQUES OF ENVIRONMENTAL ANALYSIS - PORTER`S DIAMOND
MODEL
DIAGNOSIS OF THE ENVIRONMENT - THE ENVIRONMENT - STRATEGY INTERFACE -
INDUSTRY ENVIRONMENT - INTERNATIONAL ENVIRONMENT - IDENTIFYING THE
ORGANIZATION`S COMPETITIVE POSITION - COMPETITOR ANALYSIS
ANALYSIS OF INTERNAL FACTORS AND RESOURCES - COMPETENCES AND STRATEGIC
CAPABILITY - INTERPRETIVE STRUCTURAL MODELING (ISM) - SAP-LAP ANALYSIS -
VALUE CHAIN ANALYSIS - CORPORATE RESOURCES - RESOURCE AUDIT - ANALYZING
COMPETENCIES AND CORE COMPETENCES
STRATEGY-FUNCTION / IMPORTANCE-STRATEGIC ALTERNATIVES - BCG - GE MATRIX -
SWOT ANALYSIS - COMPARATIVE ANALYSIS AND BENCHMARKING, IDENTIFICATION OF
KEY ISSUES - CRITICAL SUCCESS FACTORS (CSFS)
STRATEGIC ALTERNATIVES - STABILITY - EXPANSION - RETRENCHMENT AND
COMBINATION STRATEGIES BOTH FOR INTERNAL AND EXTERNAL - INTERNATIONAL
STRATEGIES VARIATIONS
FOCUSING THE ALTERNATIVES FOR SELECTION - STRATEGIC CHOICE PROCESSES -
MANAGERIAL CHOICE FACTORS - CHOOSING THE INTERNATIONAL STRATEGIES
2 Yr.
BUSINESS POLICY AND STRATEGIC MANAGEMENT(2041205)
STRATEGY FORMULATION / MODEL-CONTROL AND EVALUATION OF STRATEGIES - 7-S
SYSTEM - IMPLEMENTATION PROCESSES - PLANNING SYSTEMS TO IMPLEMENT
STRATEGIC MANAGEMENT - PLAN AND POLICY IMPLEMENTATION
LEADERSHIP ASPECTS - IMPLEMENTING STRATEGY IN INTERNATIONAL SETTING - THE
CONTROL AND EVOLUTION PROCESS - MEASUREMENT - FEEDBACK AND CORRECTIVE
ACTION
UNDERSTANDING TYPES OF STRATEGIC CHANGE - MANAGING STRATEGIC CHANGE -
MANAGING FLEXIBILITY THROUGH SAP-LAP
ADVERTISING - DEFINITION - MEANING - ADVERTISING AS A TOOL OF MARKETING -
ADVERTISING EFFECTS - ECONOMICAL AND SOCIAL;
ADVERTISING FUNCTIONS - ADVERTISING BUDGETS. IMPORTANCE OF ADVERTISING IN
MODERN MARKETING. TYPES OF ADVERTISING - COMMERCIAL AND NON-COMMERCIAL
ADVERTISING, ETC. - ADVERTISING AND CONSUMER BEHAVIOR - ADVERTISING AND
SALESMANSHIP
COMMUNICATION MIX - ADVERTISING MEDIA - TYPES OF MEDIA - PRINT MEDIA; NONMEDIA
ADVERTISING; MEDIA PLANNING AND SCHEDULING; ADVERTISING ON INTERNET;
MEDIA SELECTION DECISIONS.
MEDIA PLANNING - MESSAGE DESIGN AND DEVELOPMENT: MANAGING ADVERTISING,
TYPES OF APPEAL, ELEMENTS OF ADVERTISING COPY - CHARACTERISTICS OF GOOD
ADVERTISING COPY.
MEASURING ADVERTISING EFFECTIVENESS: MANAGING ADVERTISING AGENCY - ROLE
AND ITS IMPORTANCE IN ADVERTISING. CLIENT RELATIONSHIP; PROMOTIONAL SCENE
IN INDIA; TECHNIQUE FOR TESTING ADVERTISING EFFECTIVENESS. LEGAL FRAME
WORK OF ADVERTISING.
ADVERTISING MANAGEMENT (ELECTIV-MARKETING)(2040309)
ORGANIZATION FRAME WORK OF THE FIELD SALES FORCE - TYPES AND METHODS OF
FIELD SALES ORGANIZATION - CAREER IN FIELD SALES MANAGEMENT.
FIELD SALES MANAGER - HIS TASKS AND RESPONSIBILITIES - RELATION WITH
SALESMAN AND RELATIONSHIPS WITH TOP MANAGEMENT.
COORDINATING AND CONTROLLING THE MARKETING MIX - OPERATING ENVIRONMENT
FOR FIELD SALES FORCE.
INFORMATION AND PLANNING - QUALITIES AND ROLE - HIERARCHY OF OBJECTIVES
AND GOALS - CONCEPT OF STRATEGIES AND TACTICS - DEVELOPMENT OF SALES
PERFORMANCE STANDARDS - RELATIONSHIPS OF PERFORMANCE STANDARDS TO
SALES DEVELOPMENT FUNCTION - ITS PURPOSE AND TYPES - CHECK ON TRAINING
AND STAFFING PROGRAMS.
SALES FORECASTING - METHODS AND PROCEDURAL STEPS IN FORECASTING - SALES
BUDGETING - ALLOCATION OF FIELD SALES RESOURCES - DESIGN SALES TERRITORIES
- PROCEDURE FOR DESIGNING.
DETERMINING MANPOWER REQUIREMENT, RECRUITING, METHODS AND THE
SELECTION SYSTEM - SALES QUOTAS - TYPES OF SALES QUOTAS - ITS PURPOSE AND
MANAGERIAL EVALUTAION - MAN POWER PLANNING - TASKS - SKILL QUALIFICATION.
OPERATIONAL MANAGEMENT - STAFFING -RESPONSIBILITIES - TOOLS AND METHODS
OF SELECTION.
MOTIVATIONAL AND COMPENSATION PROCEDURES FOR SALES FORCE - METHOD OF
FINANCIAL INCENTIVES AND ITS PURPOSE - DESIGNING A COMPENSATION PLAN -
EVALUATION OF PERFORMANCE AND CONTROL.
SALESMANSHIP - SALES POSITIONS - THEORIES OF SELLING - UNDERSTANDING
CONSUMER BEHAVIOUR. SALES AUDIT AND ANALYSIS - CONTROL SALES EFFORTS AND
COSTS.
DISTRIBUTION MANAGEMENT - INTRODUCTION - ROLE OF DISTRIBUTION IN THE
MARKETING MIX - ROLE AND FUNCTION.
SALES AND DISTRIBUTION MANAGEMENT (ELECTIVMARKETING)(
2040705)
TRANSPORT AND HANDLING - ECONOMIC OF TRANPORTATION - DETERMINING
OPTIMUM MODE OF TRANSPORT - ORGANIZATION - MACHINES - PROCEDURES AND
DOCUMENTATION.
DEALER NETWORK - ROLE OF MIDDLEMEN / DEALER IN MARKETING AND DISTRIBUTION
- DEALER FUNCTIONS AT WHOLESALE AND RETAIL LEVEL - STRATEGIC PLAN OF
NETWORK - LOCATION - SELECTION - APPOINTMENT AND TERMINATION OF DEALERS -
MORALE AND MOTIVATION.
REFERENCE BOOKS:
1. ARULRAJ, A NEW APPROACH TO PHYSICAL DISTRIBUTION.
2. SHAPIRO, SALES PROGRAM MANAGEMENT - FORMULATION AND IMPLEMENTATION.
3. WENTWORTH, PHYSICAL DISTRIBUTION MANAGEMENT.
4. GOOD RIDGE (PETER J), ELEMENT OF DISTRIBUTION.
5. STILL R.R.CONDITT GOVONI SALES MANAGEMENT.
6. STROH (THOMAS.H), MANAGEMENT - SALES FUNCTION.
MARKETING RESEARCH - AN OVERVIEW - INTRODUCTION - NATURE OF MARKETING
RESEARCH - SCOPE OF MARKETING RESEARCH - IMPORTANCE OF MARKETING
RESEARCH
ROLE OF MARKETING RESEARCH - RELATIONSHIP OF MARKETING RESEARCH WITH
OTHER DISCIPLINES - USES AND LIMITATION OF MARKETING RESEARCH - MARKETING
RESEARCH AGENCIES
MARKETING RESEARCH PROCESS - INTRODUCTION - PROBLEM DEFINITION -
RESEARCH DESIGN - FIELD WORK - DATA ANALYSIS - REPORT PREPARATION
CHARACTERISTICS OF GOOD MARKETING RESEARCH - MARKETING RESEARCH PLAN -
RESEARCH DESIGN - INTRODUCTION - IMPORTANT POINTS - EXPLORATORY
DESCRIPTIVE RESEARCH DESIGN - DESCRIPTIVE RESEARCH DESIGN - IMPORTANCE OF
DESCRIPTIVE RESEARCH - ALTERNATIVE RESEARCH DESIGNS - HISTORICAL DESIGNS -
SIMULATION DESIGNSAL.
PRODUCT RESEARCH - NEW PRODUCT RESEARCH - RESEARCH IN NEW PRODUCT
DEVELOPMENT
PRODUCT LIFE CYCLE RESEARCH - REVIEW QUESTIONS
PRODUCT-MIX RESEARCH - REVIEW QUESTIONS
ADVERTISING RESEARCH - DEFINING ADVERTISING RESEARCH - PRODUCT APPEAL
RESEARCH - COPY TESTING - POST-TESTING
MEDIA SELECTION RESEARCH - MOTIVATION RESEARCH - NATURE OF MOTIVATION
RESEARCH - TYPES OF INFORMATION SOUGHT IN MOTIVATION RESEARCH
MOTIVATION RESEARCH TECHNIQUES - SALES CONTROL RESEARCH
SALES FORECASTING - SALES ANALYSIS - SALES POTENTIAL - METHODS FOR
DEVELOPING MARKET POTENTIAL
MARKETING RESEARCH (ELECTIVE-MARKETING)(2040218)
MARKETING SERVICES:
INTRODUCTION GROWTH OF THE SERVICE SECTOR. THE CONCEPT OF SERVICE.
CHARACTERISTICS OF SERVICE - CLASSIFICATION OF SERVICE - DESIGNING OF THE
SERVICE, BLUEPRINTING, USING TECHNOLOGY DEVELOPING, HUMAN RESOURCES,
BUILDING SERVICE ASPIRATIONS.
MARKETING MIX IN SERVICE MARKETING:
THE SEVEN PS: PRODUCT DECISIONS, PRICING, STRATEGIES AND TACTICS,
PROMOTION OF SERVICE AND PLACING OR DISTRIBUTION METHODS FOR SERVICES.
ADDITIONAL DIMENSION IN SERVICES MARKETING - PEOPLE, PHYSICAL EVIDENCE AND
PROCESS.
EFFECTIVE MANAGEMENT OF SERVICE MARKETING:
MARKETING DEMAND AND SUPPLY THROUGH CAPACITY PLANNING AND
SEGMENTATION - INTERNAL MARKETING OF SERVICES - EXTERNAL VERSUS INTERNAL
ORIENTATION OF SERVICE STRATEGY.
DELIVERING QUALITY SERVICE:
CAUSES OF SERVICE - QUALITY GAPS. THE CUSTOMER EXPECTATIONS VERSUS
PERCEIVED SERVICE GAP. FACTORS AND TECHNIQUES TO RESOLVE THIS GAP. GAPS
IN SERVICES - QUALITY STANDARDS, FACTORS AND SOLUTIONS - THE SERVICE
PERFORMANCE GAP - KEY FACTORS AND STRATEGIES FOR CLOSING THE GAP.
EXTERNAL COMMUNICATION TO THE CUSTOMERS - THE PROMISE VERSUS DELIVERY
GAP - DEVELOPING APPROPRIATE AND EFFECTIVE COMMUNICATION ABOUT SERVICE
QUALITY.
MARKETING OF SERVICE WITH SPECIAL REFERENCE TO:
1.FINANCIAL SERVICES
2.HEALTH SERVICES
3.HOSPITALITY SERVICES INCLUDING TRAVEL, HOTELS AND TOURISM
4.PROFESSIONAL SERVICES
5.PUBLIC UTILITY SERVICES
6.EDUCATIONAL SERVICES.
SERVICES MARKETING (ELECTIVE-MARKETING)(2040219)
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