2. Responsibilities Of Purchasing
1.Studying the market and keeping itself abreast of condition
supplies,prices,price trends and deliveries.
2. Maintaining a complete record of sources of supply of materials
supplies,components,equipments,parts,tools,etc.
3.Advising management on the effectiveness of purchasing policies ,and
development of new policies.
4. Developing and maintaining an effective buying service.

3. Purchasing policies
1.Hand-to-mouth Buying.
2.Market Purchasing.
3.Purchasing on Long-rouge Contract
4. Hedging
5.Speculative Buying
6.Upstream Buying

4. Purchasing Practices
• Steady-use Items
• Big One-shot Items
• Middle-sized Purchases
• Small Items
• Selection of Vendors
• Purchase Price
• Fair Dealings
• Discounts
• Value Analysis
• Gifts

5. Major Function & Sub Function
Of Personnel Management

6. Operating Training
Executive Development
Determining
Organisational needs
Planning & Designing
Organisational Structure
Designing
Interpersonal
Relationship
Chief Personnel Executive
Manpower Planning
Recruitment
Selection
Placement
Induction & Orientation
Transfer
Promotion
Seperation
Organisational
Planning
& Development
Staffing Training Development
Part I

7. Chief Personnel Executive
Wage & Salary
Administration Motivation Employee Services
Job Evaluation
Wage & Salary
Administration
Incentive
Compensation
Performance
appraisal
Non-Financial
Incentives
Satisfaction of Social
& psychological
needs
Safety
Counseling
Medical
Recreation
Leave, Pension
Provident
Fund & Gratuity
Part II

8. Chief Personnel Executive
Employee Records Labour Relation Personnel Research
Collection
Of data
Analysis of data
Developing
Information
For decisions
Grievance Handling
Discipline
Implementing Labour
Laws
Collective
Bargaining
Survey
Data Collection
Evolution of Personnel
Programmers
Identification Of
Need & areas of change
Development of
More Appropriate
Programmers &policies
Part III

9. Functions of Personnel management
1.Organizational Planning and Development :
I. Determining Organizational Need.
II. Designing Organizational Structure
III. Designing Interpersonal Relationships.

10. 2.Staffing:
I. Manpower Planning
II. Recruitment
III. Selection
IV. Placement
V. Induction and Orientation.
VI. Transfer
VII. Promotion.
VIII. Separation

11. 3.Training and Executive Development :
I. Operative Training
II. Executive Development.
4.Wage and Salary Administration :
I. Job Evolution
II. Wage and Salary Programme.
III. Incentive Compensation.
IV. Performance Appraisal.
.

12. 5.Motivation :
I. Non-Financial Incentives
6. Employee Services :
I. Safety
II. Employee Counseling
III. Medical Services
IV. Recreation Canteen and other Welfare Programmes
V. Leave , Provident Fund ,Pension and Gratuity Programmes
7. Employee Record :

13. 8.Labour Relations :
I. Grievance Handling
II. Discipline
III.Compliance with Labour Laws
IV.Collective Bargaining
9.Personnel Research :

14. MARKETING – Definition - 1948
• The performance of Business activities
that direct the flow of goods & services
from Producer to the Consumer or User---
American Marketing Association
• It ignores important aspect of marketing ie.
To Plan & Produce the goods
that Customer wants.

15. MARKETING - Definition
• Marketing is a Total System of business
activities designed to plan,price,promote &
distribute want – satisfying goods &
services to Present & Potential
Customers.
• It has many important implications…

16. EVOLUTION of MODREN
MARKETING
• Evolved over a period of century
• Primitive Society
– Based on agriculture & handicrafts
– Exchange is very limited
– Marketing non-existant

17. EVOLUTION of MODREN
MARKETING
• Early stages of industrialization
– Excess of demand over supply
– Main function is to move goods from the point of
production to p[oint of consumption
– Marketing does not pose a serious problem
• Production takes place on Mass Scale
– Production exceeds demand
– Mass production needs mass distribution
– Marketing assumes important role
– Main focus of marketing remains on selling &
distribution

18. MARKETING EVOLUTION
• Affluent economy
– Customer highly sophisticated
– His wants take a specific shape
– Customer wants not “a thing” but “ the thing”
• Production Orientation changes to
Sales Orientation changes to
Marketing Orientation

19. Organisational Structure Of Sales-Oriented Company
General Manager
Finance Personnel
Administration
Research
Development Manufacturing Sales
Production Purchasing Product Design Industrial Engineering Advertising
Sales
Supervisor
Marketing
Research
Salesman Training

20. Oraganisational Structure Of a Marketing –Oriented Company
General
manager
Finance Personal
Administration Marketing Manufacturing Research &
Development
Production Industrial
Engineering
Sales:
Field Sales
Customer Services,
Sales Training
WareHousing
& Transportation
Services
Marketing research
Product Planning and
Development,
Sales Budgeting,
Sales Forecasting,
Advertising Channel,
Establishment,
Sales Promotion

21. MARKETING - IMPORTANCE
• Major revenue earning of organization
• Perceptual difference between a Producer
& Customer wrt functional utility, features,
service, price etc.
• Communication gap between producer &
customer is bridged by Marketing
• Marketing creates place, time & ownership
utility
• Very large employment generation

22. FUNCTIONS OF MARKETING
• Setting Objectives
– These objectives are to be driven from overall
Corporate objectives.
– Sales target vs Market share
– Building a strong Brand Image
– Carving a niche in the market
– A set of objectives as against one & hence
need for priority

23. MARKETING MIX
• It is marketing manager’s instrument for
attaining his objectives.
• Comprises of
– The Product
– Product Pricing
– Distribution Channels
– Promotional Activities

24. PRODUCT PLANNING &
DEVELOPMENT
• Ford’s Model T automobile policy
“You can have any colour you want so
long as it is black”
IS NO LONGER TRUE

25. PRODUCT PRICING
• Purpose
– Achieve targeted market share
– Prevent Competition
– Stabilize market price of Product
– Maximize profits
– Obtain desired ROI
BUT he has to consider many factors

26. FACTORS FOR PRICING
• Cost of production
• Margins of wholesalers & Retailers
• Cost of physical distribution
• Other selling expenses
• Price of competing brands & substitute products
• Estimated demand & alternative prices
• Targeted market share & sales volume
• Single pricing policy or variable / Discounts

27. DISTRIBUTION CHANNELS &
PHYSICAL DISTRIBUTION
• Institutional structure for making the
product available to the customer at the
right place & the right time
• Consists of own company, wholesalers,
retailers . Ware housing, transporters.
Other Intermediaries
• Selected distribution vs All outlets

28. PROMOTION
• The old saying
“ If a man can write a better book,
Preach a better sermon’
Or make a better mouse trap than his
neighbour,
though he builds a house in the
woods…The world will make a beaten
path to his door”
IS NO LONGER TRUE