This document outlines the courseware for the 4th semester of the PGP program at IIPM for the 2011-2013 academic years. It includes 21 subjects across various specializations like marketing, HR, finance, etc. The document provides details of each subject like its credits, duration, units, and recommended textbooks. It notes that subjects in bold are part of the university curriculum while others are internal programs. The important note specifies that a student's course combination will depend on their chosen specialization stream. The total quality management subject is provided as a sample with its 5 units and recommended textbooks described in detail.
Shaj Ramachandran has over 16 years of experience in retail operations management, business development, marketing, and strategic planning. He has a proven track record of leading teams to achieve sales targets and open new stores. As Retail Operations Manager for Lifestyle stores in Kuwait, he established several in-house departments and consistently maintained the #1 market share position for cosmetics brands over 16 years. His key skills include sales management, operations management, supply chain management, and team leadership. He is seeking a challenging position to drive business growth through adept management and a focus on performance.
The document outlines four pathways for students to obtain a Bachelor of Business Administration in Marketing Management from Sheridan College. The pathways allow graduates of two-year business diplomas or three-year advanced diplomas in business or marketing to transfer credits and complete the BBA degree in two additional years. Students can receive exemptions for up to 19 courses, reducing the number of courses needed to complete the BBA. The document provides details on course requirements and exemptions for each pathway.
The document outlines the course plan for a Marketing Management class, including objectives to understand modern marketing concepts and techniques and apply them to business. It details assignments, tests, case studies, topics to be covered in each lecture, classroom format, and evaluation criteria. Presentations will be part of the course where students select a product and develop a marketing program.
The document proposes marketing training programs for Celltrion employees. It outlines a 6-step marketing training program covering topics such as product management, new product launches, marketing mix, resource management, and product lifecycles. A new proposal is made for intensive shorter courses covering 3 of the 6 steps over 10 days for 60 million KRW, targeting 63 managers. The curriculum includes principle courses and advanced courses with case studies and exercises. The goal is for trainees to understand marketing practices and roles to make effective plans and partner with stakeholders.
STRATEGIC MANAGEMENT Unit no.1 to Unit No. 5.pptxSagarTalekar11
This document outlines key concepts in strategic management. It discusses understanding strategy at the corporate, business and functional levels. The four phases of the strategic management process are analyzed - formulation, choice, implementation and evaluation. Stakeholders and their roles are examined. The hierarchy of strategic intent is defined, including vision, mission, objectives and goals. Analyzing the external environment using tools like PEST and Porter's Five Forces is presented.
This document outlines the modules and content of a 2-day sales training course. The course consists of 5 modules: 1) An Effective Sales Professional, 2) Structured Sales Technique, 3) Account Management, 4) Managing Customer Satisfaction, and 5) Being Professional. Module 1 covers the roles and responsibilities of sales professionals and skills needed to be successful in IT sales. Module 2 teaches a 7-step structured sales process and handling objections. Module 3 focuses on managing customer accounts and developing sales strategies. Module 4 discusses maximizing customer satisfaction through good customer service. And Module 5 defines what it means to be a professional and why these attributes are important.
Marketing Management Lesson Plan for 1st Sem 23-25 batch- Final.docNagarajNavalgund
The document provides details of the course plan for a Marketing Management course, including:
- 6 course outcomes focusing on explaining marketing philosophy, concepts, environment assessment, buying processes, strategies, and issues.
- Mapping of course outcomes to program outcomes on a scale of low, medium, and high.
- Competencies and performance indicators addressed in the course.
- Module-wise content covering introduction, business markets, branding, and communications.
- References, evaluation scheme, unitization for exams, assessment plan, and sample question paper.
Shaj Ramachandran has over 16 years of experience in retail operations management, business development, marketing, and strategic planning. He has a proven track record of leading teams to achieve sales targets and open new stores. As Retail Operations Manager for Lifestyle stores in Kuwait, he established several in-house departments and consistently maintained the #1 market share position for cosmetics brands over 16 years. His key skills include sales management, operations management, supply chain management, and team leadership. He is seeking a challenging position to drive business growth through adept management and a focus on performance.
The document outlines four pathways for students to obtain a Bachelor of Business Administration in Marketing Management from Sheridan College. The pathways allow graduates of two-year business diplomas or three-year advanced diplomas in business or marketing to transfer credits and complete the BBA degree in two additional years. Students can receive exemptions for up to 19 courses, reducing the number of courses needed to complete the BBA. The document provides details on course requirements and exemptions for each pathway.
The document outlines the course plan for a Marketing Management class, including objectives to understand modern marketing concepts and techniques and apply them to business. It details assignments, tests, case studies, topics to be covered in each lecture, classroom format, and evaluation criteria. Presentations will be part of the course where students select a product and develop a marketing program.
The document proposes marketing training programs for Celltrion employees. It outlines a 6-step marketing training program covering topics such as product management, new product launches, marketing mix, resource management, and product lifecycles. A new proposal is made for intensive shorter courses covering 3 of the 6 steps over 10 days for 60 million KRW, targeting 63 managers. The curriculum includes principle courses and advanced courses with case studies and exercises. The goal is for trainees to understand marketing practices and roles to make effective plans and partner with stakeholders.
STRATEGIC MANAGEMENT Unit no.1 to Unit No. 5.pptxSagarTalekar11
This document outlines key concepts in strategic management. It discusses understanding strategy at the corporate, business and functional levels. The four phases of the strategic management process are analyzed - formulation, choice, implementation and evaluation. Stakeholders and their roles are examined. The hierarchy of strategic intent is defined, including vision, mission, objectives and goals. Analyzing the external environment using tools like PEST and Porter's Five Forces is presented.
This document outlines the modules and content of a 2-day sales training course. The course consists of 5 modules: 1) An Effective Sales Professional, 2) Structured Sales Technique, 3) Account Management, 4) Managing Customer Satisfaction, and 5) Being Professional. Module 1 covers the roles and responsibilities of sales professionals and skills needed to be successful in IT sales. Module 2 teaches a 7-step structured sales process and handling objections. Module 3 focuses on managing customer accounts and developing sales strategies. Module 4 discusses maximizing customer satisfaction through good customer service. And Module 5 defines what it means to be a professional and why these attributes are important.
Marketing Management Lesson Plan for 1st Sem 23-25 batch- Final.docNagarajNavalgund
The document provides details of the course plan for a Marketing Management course, including:
- 6 course outcomes focusing on explaining marketing philosophy, concepts, environment assessment, buying processes, strategies, and issues.
- Mapping of course outcomes to program outcomes on a scale of low, medium, and high.
- Competencies and performance indicators addressed in the course.
- Module-wise content covering introduction, business markets, branding, and communications.
- References, evaluation scheme, unitization for exams, assessment plan, and sample question paper.
PGDM Syllabus ✓AICTE Approved, PGDM in Bangalore, AICTE Approved ✓PGDM Course Syllabus, Specialization in ✓Marketing, PGDM Specialization in ✓Finance, Specialization in ✓HR, PGDM Specialization in ✓International Business
https://www.mime.ac.in/pgdm-syllabus.php
1. The document outlines a training course on process benchmarking that teaches employees how to measure business performance and drive improvement through data-driven decision making.
2. The training will cover key lean principles and metrics like cycle time, waste reduction, and customer satisfaction.
3. Participants will apply what they learn to an improvement project and have their skills assessed based on certification standards and their ability to achieve measurable goals.
The document summarizes an internship presentation for an internship at BB Advisory, a financial consulting and training firm. The presentation outlines the company's structure, services, departments and their functions. It describes the intern's work screening applicants, conducting interviews, and processing documents. The intern learned recruitment skills like interviewing, application filtering, and document processing. Suggestions for the company include additional training, a grievance cell, and employee engagement activities.
MARKETING STRATEGY & CUSTOMER SATISFACTION OF BIG BAZAARSoumeet Sarkar
The document is a project report submitted by Soumeet D. Sarkar to Narsee Monjee College of Commerce and Economics in Mumbai for his Master of Commerce program. The report examines the marketing strategy and customer satisfaction of Big Bazaar, a large retail chain in India. It provides background information on Big Bazaar, outlines the research methodology used in the project, which includes primary and secondary data collection and analysis of customer feedback. The report then analyzes Big Bazaar's marketing mix, strategies, and customer satisfaction levels. It also includes sample customer questionnaires and data analysis of the responses.
Materi Pelatihan SALES PLANNING & MARKETING - BPR Pemanukan BANGUNARTA di Ho...Kanaidi ken
The document summarizes materials from a sales planning and marketing training for employees of BPR BANGUNARTA bank held on December 12-13, 2015 at the DIAMOND Hotel in Subang. It includes an agenda, presentations on topics like the sales planning process, relationship selling versus traditional selling, and the value of personal selling. The training was led by a speaker and aimed to help employees improve their sales skills and focus on building long-term customer relationships.
The Mini MBA in Management program provides participants with essential managerial skills through 6 courses over 3 months. The program aims to help participants broaden their management perspective, lead organizations effectively, and prepare strategic and operational plans. It is intended for bachelor's degree holders seeking management knowledge or a career change. Upon completing at least 80% of the 96-hour program and scoring 70% or higher, participants will receive a certificate in management from Career Gates and other certifying bodies.
Pimpisa Pongsukvechkul has over 16 years of experience in professional management, marketing, sales, and category management. She holds an MBA and certificates in Chinese proficiency. Her career includes positions as General Manager developing business strategies, Category Manager developing marketing plans, and Sales & Marketing Division Manager achieving sales targets. She has strong skills in strategic analysis, relationship building, and communication.
This document provides information about the Marketing Management course MKT501. It will be a 4 credit course with 4 lectures per week and no tutorials or practical sessions. The course aims to help students apply marketing concepts, formulate marketing plans, develop integrated marketing communication plans, and formulate brand strategies. It will also help students develop distribution strategies and analyze how digital technologies are impacting marketing. The course will cover topics like understanding marketing, conducting market research, analyzing customer segments, developing branding strategies, setting product and pricing strategies, and developing integrated marketing communications plans. Student assessment will include assignments, case studies, and an end-term exam.
ission India Consultancy is the best provider of job consultancy in Ahmedabad.(Gujarat) We work with clients across multiple industries like Healthcare, Engineering, Information Technology (IT), Sales and Marketing, Supply Chain Management, Accounting and Finance and Logistics, offering the best talent to our clients. Join us to receive plum employment opportunities!
We work with some of the best multinationals in the world and have partnered with the top companies within India. Therefore, we are intimidated of job openings before it goes public and we channel our top talents to our clients.
ission India Consultancy is the best provider of job consultancy in Ahmedabad.(Gujarat) We work with clients across multiple industries like Healthcare, Engineering, Information Technology (IT), Sales and Marketing, Supply Chain Management, Accounting and Finance and Logistics, offering the best talent to our clients. Join us to receive plum employment opportunities!
We work with some of the best multinationals in the world and have partnered with the top companies within India. Therefore, we are intimidated of job openings before it goes public and we channel our top talents to our clients.
ission India Consultancy is the best provider of job consultancy in Ahmedabad.(Gujarat) We work with clients across multiple industries like Healthcare, Engineering, Information Technology (IT), Sales and Marketing, Supply Chain Management, Accounting and Finance and Logistics, offering the best talent to our clients. Join us to receive plum employment opportunities!
We work with some of the best multinationals in the world and have partnered with the top companies within India. Therefore, we are intimidated of job openings before it goes public and we channel our top talents to our clients.
Building and sustaining competitive advantageNyan Lin Thein
The document outlines the agenda and content for a 3-day seminar on building and sustaining competitive advantage. Day 1 covers an introduction to strategic management, including definitions of key concepts like strategy, competitive advantage, and the importance of strategic planning. It also discusses vision and mission statements. Day 2 focuses on external assessments using PEST and Porter's Five Forces analyses. Day 3 addresses internal assessments, including the McKinsey 7S framework and different types of business strategies. The seminar aims to help participants understand how to develop and maintain a competitive edge over competitors.
SALES MANAGEMENT
• Sales management means planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personal Sales force. • “The management of Sales force” by American Marketing Association.
Diploma in National & International Selling 2015Syl Cotter
This document outlines the content and structure of the Diploma in National and International Selling program. The one-year, part-time program is delivered through three terms and covers topics such as the sales process, sales communications, account management, channel management, negotiation skills, social media strategy, and a concluding dissertation project. Upon completion, students will earn a level 7 diploma and will be equipped with the knowledge and skills needed to succeed in national and international B2B sales roles.
This document outlines the course content and assessment for a Marketing Management course. It includes 6 chapters that will be covered across 23 sessions. The chapters cover introductions to marketing, business markets, branding, integrated marketing channels, and integrated marketing communications. Assessment includes minor assignments, course projects, presentations, tests, and certificates from external courses. The evaluation scheme follows a continuous internal assessment model. References for the course include several marketing management textbooks. The document also includes a sample course module outline covering topics, learning objectives, and assessment for the introductory marketing chapter.
IPDC has been facilitating a considerably numbers of public trainings and in-house training programs in Performance Management and Appraisal Skills for the last 15 years
PGDM Syllabus ✓AICTE Approved, PGDM in Bangalore, AICTE Approved ✓PGDM Course Syllabus, Specialization in ✓Marketing, PGDM Specialization in ✓Finance, Specialization in ✓HR, PGDM Specialization in ✓International Business
https://www.mime.ac.in/pgdm-syllabus.php
1. The document outlines a training course on process benchmarking that teaches employees how to measure business performance and drive improvement through data-driven decision making.
2. The training will cover key lean principles and metrics like cycle time, waste reduction, and customer satisfaction.
3. Participants will apply what they learn to an improvement project and have their skills assessed based on certification standards and their ability to achieve measurable goals.
The document summarizes an internship presentation for an internship at BB Advisory, a financial consulting and training firm. The presentation outlines the company's structure, services, departments and their functions. It describes the intern's work screening applicants, conducting interviews, and processing documents. The intern learned recruitment skills like interviewing, application filtering, and document processing. Suggestions for the company include additional training, a grievance cell, and employee engagement activities.
MARKETING STRATEGY & CUSTOMER SATISFACTION OF BIG BAZAARSoumeet Sarkar
The document is a project report submitted by Soumeet D. Sarkar to Narsee Monjee College of Commerce and Economics in Mumbai for his Master of Commerce program. The report examines the marketing strategy and customer satisfaction of Big Bazaar, a large retail chain in India. It provides background information on Big Bazaar, outlines the research methodology used in the project, which includes primary and secondary data collection and analysis of customer feedback. The report then analyzes Big Bazaar's marketing mix, strategies, and customer satisfaction levels. It also includes sample customer questionnaires and data analysis of the responses.
Materi Pelatihan SALES PLANNING & MARKETING - BPR Pemanukan BANGUNARTA di Ho...Kanaidi ken
The document summarizes materials from a sales planning and marketing training for employees of BPR BANGUNARTA bank held on December 12-13, 2015 at the DIAMOND Hotel in Subang. It includes an agenda, presentations on topics like the sales planning process, relationship selling versus traditional selling, and the value of personal selling. The training was led by a speaker and aimed to help employees improve their sales skills and focus on building long-term customer relationships.
The Mini MBA in Management program provides participants with essential managerial skills through 6 courses over 3 months. The program aims to help participants broaden their management perspective, lead organizations effectively, and prepare strategic and operational plans. It is intended for bachelor's degree holders seeking management knowledge or a career change. Upon completing at least 80% of the 96-hour program and scoring 70% or higher, participants will receive a certificate in management from Career Gates and other certifying bodies.
Pimpisa Pongsukvechkul has over 16 years of experience in professional management, marketing, sales, and category management. She holds an MBA and certificates in Chinese proficiency. Her career includes positions as General Manager developing business strategies, Category Manager developing marketing plans, and Sales & Marketing Division Manager achieving sales targets. She has strong skills in strategic analysis, relationship building, and communication.
This document provides information about the Marketing Management course MKT501. It will be a 4 credit course with 4 lectures per week and no tutorials or practical sessions. The course aims to help students apply marketing concepts, formulate marketing plans, develop integrated marketing communication plans, and formulate brand strategies. It will also help students develop distribution strategies and analyze how digital technologies are impacting marketing. The course will cover topics like understanding marketing, conducting market research, analyzing customer segments, developing branding strategies, setting product and pricing strategies, and developing integrated marketing communications plans. Student assessment will include assignments, case studies, and an end-term exam.
ission India Consultancy is the best provider of job consultancy in Ahmedabad.(Gujarat) We work with clients across multiple industries like Healthcare, Engineering, Information Technology (IT), Sales and Marketing, Supply Chain Management, Accounting and Finance and Logistics, offering the best talent to our clients. Join us to receive plum employment opportunities!
We work with some of the best multinationals in the world and have partnered with the top companies within India. Therefore, we are intimidated of job openings before it goes public and we channel our top talents to our clients.
ission India Consultancy is the best provider of job consultancy in Ahmedabad.(Gujarat) We work with clients across multiple industries like Healthcare, Engineering, Information Technology (IT), Sales and Marketing, Supply Chain Management, Accounting and Finance and Logistics, offering the best talent to our clients. Join us to receive plum employment opportunities!
We work with some of the best multinationals in the world and have partnered with the top companies within India. Therefore, we are intimidated of job openings before it goes public and we channel our top talents to our clients.
ission India Consultancy is the best provider of job consultancy in Ahmedabad.(Gujarat) We work with clients across multiple industries like Healthcare, Engineering, Information Technology (IT), Sales and Marketing, Supply Chain Management, Accounting and Finance and Logistics, offering the best talent to our clients. Join us to receive plum employment opportunities!
We work with some of the best multinationals in the world and have partnered with the top companies within India. Therefore, we are intimidated of job openings before it goes public and we channel our top talents to our clients.
Building and sustaining competitive advantageNyan Lin Thein
The document outlines the agenda and content for a 3-day seminar on building and sustaining competitive advantage. Day 1 covers an introduction to strategic management, including definitions of key concepts like strategy, competitive advantage, and the importance of strategic planning. It also discusses vision and mission statements. Day 2 focuses on external assessments using PEST and Porter's Five Forces analyses. Day 3 addresses internal assessments, including the McKinsey 7S framework and different types of business strategies. The seminar aims to help participants understand how to develop and maintain a competitive edge over competitors.
SALES MANAGEMENT
• Sales management means planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personal Sales force. • “The management of Sales force” by American Marketing Association.
Diploma in National & International Selling 2015Syl Cotter
This document outlines the content and structure of the Diploma in National and International Selling program. The one-year, part-time program is delivered through three terms and covers topics such as the sales process, sales communications, account management, channel management, negotiation skills, social media strategy, and a concluding dissertation project. Upon completion, students will earn a level 7 diploma and will be equipped with the knowledge and skills needed to succeed in national and international B2B sales roles.
This document outlines the course content and assessment for a Marketing Management course. It includes 6 chapters that will be covered across 23 sessions. The chapters cover introductions to marketing, business markets, branding, integrated marketing channels, and integrated marketing communications. Assessment includes minor assignments, course projects, presentations, tests, and certificates from external courses. The evaluation scheme follows a continuous internal assessment model. References for the course include several marketing management textbooks. The document also includes a sample course module outline covering topics, learning objectives, and assessment for the introductory marketing chapter.
IPDC has been facilitating a considerably numbers of public trainings and in-house training programs in Performance Management and Appraisal Skills for the last 15 years
Unveiling the Dynamic Personalities, Key Dates, and Horoscope Insights: Gemin...my Pandit
Explore the fascinating world of the Gemini Zodiac Sign. Discover the unique personality traits, key dates, and horoscope insights of Gemini individuals. Learn how their sociable, communicative nature and boundless curiosity make them the dynamic explorers of the zodiac. Dive into the duality of the Gemini sign and understand their intellectual and adventurous spirit.
Anny Serafina Love - Letter of Recommendation by Kellen Harkins, MS.AnnySerafinaLove
This letter, written by Kellen Harkins, Course Director at Full Sail University, commends Anny Love's exemplary performance in the Video Sharing Platforms class. It highlights her dedication, willingness to challenge herself, and exceptional skills in production, editing, and marketing across various video platforms like YouTube, TikTok, and Instagram.
[To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
This presentation is a curated compilation of PowerPoint diagrams and templates designed to illustrate 20 different digital transformation frameworks and models. These frameworks are based on recent industry trends and best practices, ensuring that the content remains relevant and up-to-date.
Key highlights include Microsoft's Digital Transformation Framework, which focuses on driving innovation and efficiency, and McKinsey's Ten Guiding Principles, which provide strategic insights for successful digital transformation. Additionally, Forrester's framework emphasizes enhancing customer experiences and modernizing IT infrastructure, while IDC's MaturityScape helps assess and develop organizational digital maturity. MIT's framework explores cutting-edge strategies for achieving digital success.
These materials are perfect for enhancing your business or classroom presentations, offering visual aids to supplement your insights. Please note that while comprehensive, these slides are intended as supplementary resources and may not be complete for standalone instructional purposes.
Frameworks/Models included:
Microsoft’s Digital Transformation Framework
McKinsey’s Ten Guiding Principles of Digital Transformation
Forrester’s Digital Transformation Framework
IDC’s Digital Transformation MaturityScape
MIT’s Digital Transformation Framework
Gartner’s Digital Transformation Framework
Accenture’s Digital Strategy & Enterprise Frameworks
Deloitte’s Digital Industrial Transformation Framework
Capgemini’s Digital Transformation Framework
PwC’s Digital Transformation Framework
Cisco’s Digital Transformation Framework
Cognizant’s Digital Transformation Framework
DXC Technology’s Digital Transformation Framework
The BCG Strategy Palette
McKinsey’s Digital Transformation Framework
Digital Transformation Compass
Four Levels of Digital Maturity
Design Thinking Framework
Business Model Canvas
Customer Journey Map
Taurus Zodiac Sign: Unveiling the Traits, Dates, and Horoscope Insights of th...my Pandit
Dive into the steadfast world of the Taurus Zodiac Sign. Discover the grounded, stable, and logical nature of Taurus individuals, and explore their key personality traits, important dates, and horoscope insights. Learn how the determination and patience of the Taurus sign make them the rock-steady achievers and anchors of the zodiac.
Discover timeless style with the 2022 Vintage Roman Numerals Men's Ring. Crafted from premium stainless steel, this 6mm wide ring embodies elegance and durability. Perfect as a gift, it seamlessly blends classic Roman numeral detailing with modern sophistication, making it an ideal accessory for any occasion.
https://rb.gy/usj1a2
Structural Design Process: Step-by-Step Guide for BuildingsChandresh Chudasama
The structural design process is explained: Follow our step-by-step guide to understand building design intricacies and ensure structural integrity. Learn how to build wonderful buildings with the help of our detailed information. Learn how to create structures with durability and reliability and also gain insights on ways of managing structures.
How are Lilac French Bulldogs Beauty Charming the World and Capturing Hearts....Lacey Max
“After being the most listed dog breed in the United States for 31
years in a row, the Labrador Retriever has dropped to second place
in the American Kennel Club's annual survey of the country's most
popular canines. The French Bulldog is the new top dog in the
United States as of 2022. The stylish puppy has ascended the
rankings in rapid time despite having health concerns and limited
color choices.”
The 10 Most Influential Leaders Guiding Corporate Evolution, 2024.pdfthesiliconleaders
In the recent edition, The 10 Most Influential Leaders Guiding Corporate Evolution, 2024, The Silicon Leaders magazine gladly features Dejan Štancer, President of the Global Chamber of Business Leaders (GCBL), along with other leaders.
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
How MJ Global Leads the Packaging Industry.pdfMJ Global
MJ Global's success in staying ahead of the curve in the packaging industry is a testament to its dedication to innovation, sustainability, and customer-centricity. By embracing technological advancements, leading in eco-friendly solutions, collaborating with industry leaders, and adapting to evolving consumer preferences, MJ Global continues to set new standards in the packaging sector.
Understanding User Needs and Satisfying ThemAggregage
https://www.productmanagementtoday.com/frs/26903918/understanding-user-needs-and-satisfying-them
We know we want to create products which our customers find to be valuable. Whether we label it as customer-centric or product-led depends on how long we've been doing product management. There are three challenges we face when doing this. The obvious challenge is figuring out what our users need; the non-obvious challenges are in creating a shared understanding of those needs and in sensing if what we're doing is meeting those needs.
In this webinar, we won't focus on the research methods for discovering user-needs. We will focus on synthesis of the needs we discover, communication and alignment tools, and how we operationalize addressing those needs.
Industry expert Scott Sehlhorst will:
• Introduce a taxonomy for user goals with real world examples
• Present the Onion Diagram, a tool for contextualizing task-level goals
• Illustrate how customer journey maps capture activity-level and task-level goals
• Demonstrate the best approach to selection and prioritization of user-goals to address
• Highlight the crucial benchmarks, observable changes, in ensuring fulfillment of customer needs
Zodiac Signs and Food Preferences_ What Your Sign Says About Your Tastemy Pandit
Know what your zodiac sign says about your taste in food! Explore how the 12 zodiac signs influence your culinary preferences with insights from MyPandit. Dive into astrology and flavors!
Digital Marketing with a Focus on Sustainabilitysssourabhsharma
Digital Marketing best practices including influencer marketing, content creators, and omnichannel marketing for Sustainable Brands at the Sustainable Cosmetics Summit 2024 in New York
Part 2 Deep Dive: Navigating the 2024 Slowdownjeffkluth1
Introduction
The global retail industry has weathered numerous storms, with the financial crisis of 2008 serving as a poignant reminder of the sector's resilience and adaptability. However, as we navigate the complex landscape of 2024, retailers face a unique set of challenges that demand innovative strategies and a fundamental shift in mindset. This white paper contrasts the impact of the 2008 recession on the retail sector with the current headwinds retailers are grappling with, while offering a comprehensive roadmap for success in this new paradigm.
1. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
(PG–D) COURSEWARE
S No Subject Credits
1. Total Quality Management 3
2. Business Ethics* 2
3. Retail Management* 3
4. CRM* 2
5. Digital Marketing* 2
6. Executive Communication & Mentoring* 6
SPECIALISATION: MARKETING
7 Marketing Research 4
8 Distribution & Logistics Management 2
9 B2B Marketing 2
SPECIALISATION: HR MANAGEMENT
10 Human Resource Planning 4
11 Work Psychology 2
12 Performance Management & Appraisal System 2
SPECIALISATION: FINANCE
13 Mergers & Acquisitions 4
14 Strategic Corporate Finance 2
15 Multinational Business Finance & FOREX 2
SPECIALISATION: MARKETING COMMUNICATION
16 Marketing and Advertising Research 4
17 Account Planning, Servicing and Management 2
18 PR & Corporate Communication 2
SPECIALISATION: INFORMATION TECHNOLOGY
19 ERP & CRM Consulting Implementation 4
20 Technology & Strategic Consulting 2
21 M-Commerce 2
IMPORTANT NOTE
• The centre academics departments, students, and faculties concerned are advised to note
that all the papers listed in BOLD PRINT (i.e. papers listed to serial nos. 1 and 7-21 are
2. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
being taught as part of university course curriculum. Papers listed at serial nos. 2-6 are
being offered by IIPM internal program. Depending on the stream being pursued by a
student (s) he will study different combinations of these papers.
3. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
TOTAL QUALITY MANAGEMENT
COURSE DURATION: 30 HRS PER SEMESTER
COURSE CREDIT: 3
UNIT 1. INTRODUCTION
• Meaning of quality – orientation to customer satisfaction
• Scope of TQM
• Basics and Imperatives of TQM
• Cost of quality and its relevance to TQM
• Concept of Kaizen and continuous improvement
UNIT 2. STATISTICAL QUALITY CONTROL
• Concept of SQC
• Acceptance sampling and inspection plans
• Statistical process control
• Process capability studies
UNIT 3. PEOPLES ISSUES IN TQM
• Leadership issues
• Total employee involvement
• 5 S concept
• Quality circles
UNIT 4. QUALITY MANAGEMENT SYSTEMS
• Quality audits
• Lead assessment & ISO - 9000
UNIT 5. QUALITY GURUS AND LEARNINGS FROM THEM
• Issues on quality by
o Demming
o Crosby
o Taguchi
o Juran
RECOMMENDED BOOKS:
• BESTERFIELD: Total Quality Management (Pearson)
• S. N. CHARY: Production & Operations Management (TMH)
4. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
BUSINESS ETHICS
COURSE DURATION: 20 HRS PER SEMESTER
COURSE CREDIT: 02
1. INTRODUCTION
• Business functioning and ethical dilemmas in management
• Unethical behaviour and conduct at individual, group, and corporate level
2. INDIVIDUAL ETHICS
• Ethics in corporate strategy
• Ethical dilemmas and value clarification for future managers
3. GROUP ETHICS
• Ethical attitudes of Indian managers
• Managers facing unethical management
4. CORPORATE ETHICS
• Ethics and company philosophies
• Corporate social responsibility
5. APPLICATIONS
• Ethics in marketing research and marketing strategy
• Ethics in finance: Tax planning; financial disclosures
• Ethics in information technology and systems usage
• Ethics and human resources management
• Environmental ethics
(Faculty should use Indian case studies for this unit)
ESSENTIAL TEXTS
• MANUEL G. VELASQUEZ: Business Ethics: Concepts and Cases (Pearson: Latest
Edition)
• FERNANDO: Business Ethics: An Indian perspective (Pearson:2009)
IMPORTANT
• While the faculty should follow the texts listed here, the ethical issues and their
resolution should be discussed through cases from Indian business.
• The students should be encouraged to read the business papers and magazines to learn in
depth about such ethical dilemmas faced by Indian managers.
• The end term paper will have three sections. Section-A will have 2 compulsory questions.
Q.1 will be case based while Q.2 will be definitions based (15). Section-B, covering units
1-4 will have 3 questions out of which the student will have to answer any 2. Finally,
5. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
Section- C will cover unit-5 and will again require the student to answer 2 out of the
given 3.
• The end term examination will be of 3 hours duration.
RETAIL MANAGEMENT: MARKETING & OPERATIONS
COURSE DURATION: 30 HRS PER SEMESTER
COURSE CREDIT: 03
SECTION-A: OPERATIONS
(WEIGHTAGE: 50%)
1. RETAILING: AN INTRODUCTION
• Concept and significance of retailing
• Retail management: Decisions involved
• Growth of retailing in India; modern vs. traditional retailing
2. RETAIL LOCATION AND SITE SELECTION
• Location and retail strategies
• Factors affecting the location and attractiveness of a site
• Estimating demand for a new location
3. FINANCIAL STRATEGY
• Profit model and the profit numbers
• Turnover figures in retailing
• Integration of marketing and financial statements
• Setting performance objectives
4. MERCHANDISE MANAGEMENT: ASSORTMENT PLANNING
• Buying process by categories
• Merchandise plan objectives
• Sales forecasting
• Assortment planning process
5. MERCHANDISE PURCHASE SYSTEM
• Merchandise buying systems
• Budget plans
• Forward cover; open to buy
• Allocation of merchandise to stores
• Analysis of merchandise performance
6. MERCHANDISE MANAGEMENT: BUYING
• What to stock: Manufacturer brand or private labels
• Sourcing decisions
• Vendor management: connecting, negotiating, relationships with vendors
6. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
SECTION-B: MARKETING
(WEIGHTAGE: 50%)
7. RETAIL MARKET STRATEGIES
• Scope of retail market strategy
• Building sustainable advantage: Tools and techniques
• Retail growth strategies
8. CUSTOMER BUYING BEHAVIOUR
• Buying decisions
• Buying process
• Factors influencing buying decisions
• Segmentation, targeting, and positioning
9. PRICING THE OFFER
• Pricing strategies
• Approaches to setting price
• Price adjustments
• Price to stimulate purchases
10. PROMOTING THE MERCHANDISE: LAYOUT, DESIGN, VISUAL
MERCHANDISING
• Objectives of store design
• Various kinds of layouts
• Space planning
• Presentation of merchandise
• Atmospherics for selling
ESSENTIAL TEXTS
• LEVY & WEITZ: Retailing Management (TMH: Latest Edition)
• SINHA AND UNIYAL: Managing Retailing (OUP: 2007)
• ET CDs on Retailing
• IMAGES YEAR BOOK ON RETAILING Latest Edition
• LATEST REPORTS ON RETAILING FROM KPMG, PWC, E&Y, BCG, etc.
IMPORTANT
• The faculty is free to use alternate books as long as they cover the syllabus and focus on
Indian retailing scene in depth.
• The end term examination will focus on Indian retail and not merely on concepts
• The paper will be divided into 3 sections. Section-A will have 2 questions, both
compulsory. Q1 will be case based. Q2 will have 15 definitions/concepts to define.
Section-B will cover Retail Operations (Units 1-6) and will have 3 questions; a student
will answer any 2 questions. Likewise Section-C will cover Retail marketing (Units 7-10)
and will have 3 questions; a student will answer any 2 questions.
7. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
• All the students who wish to make career in Retailing, certainly a very promising option,
should do intensive study of business papers and magazines which cover Indian Retail
scene on almost daily basis.
CUSTOMER RELATIONSHIP MANAGEMENT
COURSE DURATION: 20 HRS PER SEMESTER
COURSE CREDITS: 2
1. INTRODUCTION TO CRM
• Concept of satisfaction, dissatisfaction, and delight
• Starting point: Customer needs identification; meeting the needs; exceeding expectations:
transactional marketing to relational marketing
• Types of CRM: Operational; collaborative; analytical
2. CUSTOMERS AND CUSTOMER VALUE
• Customer segments
• Different categories and relationships (With mercenaries, apostles, hostages, defectors)
• Loyalty as basis of segmentation
• Customer value: concept and characteristics; life time value
• Customer value creation
3. CUSTOMER ACQUISITION, MAINTENANCE, AND ENHANCEMENT
• Understanding changing customer needs, behaviour, and expectations
• Provision of service in a competitive environment
• Permission marketing and CRM
• Retention management strategies
• Attrition management
4. CUSTOMER RELATIONSHIP MANAGEMENT PROCESS
• Technology as enabler
• Data warehousing and data mining
• E – CRM solutions
• Contact centre technology; frontdesk management technology
(Note: This unit needs to be taught in detail)
5. BUILDING AND DELIVERING A CRM PROGRAM
• Setting up of CRM program objectives
• Stepwise implementation of CRM Programme
• Estimation of resource needs, including finances
• Program delivery logistics: call centre, internet, web, etc.
8. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
6. CRM MEASUREMENT
• What needs to be measured: Attitudinal and behavioural loyalty
• Types of customer matrices: KPI, balance score cards, customer value index
• Application of these matrices
7. UNDERSTANDING AND DEFINING THE INTERNAL CUSTOMER
• The triangle of marketing: internal, external, and interactive marketing
• Internal customer philosophy: Understanding internal customer needs, teamwork, and
employee care
• Involvement of employees in serving the external customer better: Leadership; reward
and recognition system
ESSENTIAL TEXTS:
• S. SHAJAHAN: Relationship Marketing (TMH)
• G. SHAINESH & JAGDISH N. SHETH: Customer Relationship Management
(Macmillan)
IMPORTANT:
• The faculty is free to substitute above books by books of his choice provided they cover
the syllabus prescribed.
• The end term paper shall have a combination of conceptual and applications based
questions.
• The paper will be divided into 3 sections. Section-A will have 2 questions, both
compulsory. Q1 will be case based while Q2 will have 15 definitions/concepts to
elaborate. Section-B, covering units 1-4, will have 3 questions, out of which 2 will have
to be answered. Section-C, covering units 5-7, will have another 3 questions out of which
2 will have to be answered.
9. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
DIGITAL MARKETING
COURSE DURATION: 20 HRS PER SEMESTER
COURSE CREDITS: 02
1. INTRODUCTION TO DIGITAL MARKETING
• Defining Digital Marketing and its role
• Scope of Digital marketing: Various channels
• How significant is Digital Marketing?
• Newer media for marketing
2. EMAIL MARKETING
• Introduction to eMail Marketing
• History of eMail Marketing
• Key terms and concepts
• How eMail Marketing works
• Pros and Cons of eMail Marketing
3. ONLINE ADVERTISING
• Introduction to Online Advertising
• History of Online Advertising
• Key terms and concepts
• How Online Advertising works
• Putting it all together
• Emerging technologies
4. AFFILIATE MARKETING
• Introduction to Affiliate Marketing
• History of Affiliate Marketing
• Key terms and concepts
• How Affiliate Marketing works
• Tools of the trade
• Setting up an Affiliate Marketing campaign
• Pros and cons of Affiliate Marketing
5. SEARCH ENGINE MARKETING
10. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
• Key terms and concepts
• The importance of search engines
6. SEARCH ENGINE OPTIMIZATION (SEO)
• Introduction to SEO
• History of SEO
• Key terms and concepts
• How SEO works
• Tools of the trade
• Pros and Cons
7. VIRAL MARKETING
• Introduction to Viral Marketing
• History of Viral Marketing
• Key terms and concepts
• How Viral Marketing works
8. ONLINE REPUTATION MANAGEMENT
• Introduction
• Key terms and concepts
• How it works
• Recovery Path
9. MOBILE MARKETING
• Introduction
• Why the mobile
• Key terms and concepts
• Mobile phones
• Mobile web
• Planning to go Mobile
• Pros and Cons
10. DIGITAL MARKETING STRATEGY
• Introduction
• How the internet has changed the world we market in
• The internet and the marketing mix
• Developing a marketing plan
• Digital Marketing in marketing overall.
ESSENTIAL TEXTS:
• DAMIAN RYAN CALVIN JONES: Understanding Digital Marketing (Kogan Page)
(Chapters. 2, 3, 6, 7, 9, 10)
• ICFAI: Digital Marketing - Concepts and Experience (ICFAI Press) (Chapters. 6, 10)
11. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
• ICFAI: Digital Marketing – Approaches and Applications (ICFAI Press) (Chapters. 4, 7,
9, 10, 12, 13 & 14)
• RANDHIV MEHTA: Getting to transformation (Macmillan) (Chapters. 2, 3, 5, 6, 9, 10,
11, 18)
• R. PRASAD: Digital Marketing (OUP) (Text Book)
IMPORTANT:
• The faculty is advised to follow the prescribed texts and teach the subjects from Indian
perspective.
• The end term examination will be divided into three sections. Section – A will have Q1,
case based, which will have to be compulsorily answered. Q2 in this section will ask
about 15 definitions/ concepts and again will be compulsory. Section – B will have 3
questions which will be set from units 1 – 6. The student will have to answer any 2.
Finally, section – C will have 3 questions from units 7-10 out of which 2 will have to be
answered.
• All the questions will be applied, as against concept based.
• The end term examination shall be of 3 hours duration.
12. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
EXECUTIVE COMMUNICATION & MENTORING
COURSE DURATION: 60 HRS PER SEMESTER
COURSE CREDITS: 06
There is no formal syllabus for executive communication and mentoring. You are advised to
contact Prof. Prashanto Banerjee directly for any guidance and clarification.
13. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
SPECIALIZATION: MARKETING
MARKETING RESEARCH
COURSE DURATION: 40 HRS PER SEMESTER
COURSE CREDIT: 4
1. INFORMATIONAL PERSPECTIVE AND ORGANIZATION
• Marketing research: Meaning, need, and scope
• Information and decision making
• Marketing information system
• Decision support systems
• Research process and research design
• Research data
2. MEASUREMENT TECHNIQUES IN M.R.
• The concept, scales, and components of measurement
• Questionnaire design
• Qualitative design. Attitude scales
• Interviews
• Mailed questionnaires
• Group discussions
• Focus groups
• Motivation/psychological research
• Shopping mall tests
• Web based research
3. SALES FORECASTING
• Importance of sales forecasting and its role in marketing research
• Consequences of incorrect forecasting
• Quantitative & qualitative aspects of forecasting
14. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
4. RESEARCH IN MARKETING MIX
• Product research testing
• Price research
• Distribution research
• Advertising and communication research
5. MARKETING RESEARCH REPORTS
• Preparing written research reports and oral presentations
• Reading and interpreting research reports.
RECOMMENDED BOOKS
• GREEN, TULL, AND ALBAUM: Research for Marketing Decisions (PHI Learning)
• LUCK AND RUBIN: Marketing Research (PHI Learning)
• NARESH MALHOTRA: Marketing Research- An Applied Orientation (Pearson)
• ZIKMUND: Marketing Research (Cengage)
15. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
SPECIALIZATION: MARKETING
DISTRIBUTION AND LOGISTICS MANAGEMENT
COURSE DURATION: 20 HRS PER SEMESTER
COURSE CREDIT: 2
1. DISTRIBUTION PLANNING AND CONTROL
• Role and function of intermediaries; their selection and motivation
• Distribution analysis, control, and management
• Channel dynamics: VMS, HMS, multichannel marketing system
• Channel conflict and their management
2. DISTRIBUTION SYSTEM
• Physical distribution system: Various decision areas
• Modes of transport in India; their characteristics
3. LOGISTICS
• Logistics management: Meaning; functional areas of logistics; logistics integration for
customer satisfaction
4. COST AND CUSTOMER MANAGEMENT
• Distribution costs and their management
• Customer service
5. SUPPLY CHAIN
• Supply chain management
• Integration of procurement and supply strategies
RECOMMENDED BOOKS:
16. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
• CHOPRA, MEINDI, AND KALRA: Supply Chain Management(Pearson)
• R.H.BALLOU AND SAMIR K. SRIVASTAVA: Business Logistics/ Supply Chain
Management(Pearson)
• SATISH C. ALLAWADI & RAKESH SINGH: Logistics Management (EEE)
• KAPOOR & KANSAL: Basics of Distribution Management: A Logistics Approach
(PHI Learning)
• P. VENUGOPAL: Sales and Distribution Management (Sage Publications)
SPECIALIZATION: MARKETING
B 2 B MARKETING
COURSE DURATION: 20 HRS PER SEMESTER
COURSE CREDIT: 2
1. B2B MARKETING: OVERVIEW
• Nature and scope of B2B marketing
• Basics of industrial marketing
2. UNDERSTANDING CUSTOMER & ITS ENVIRONMENT
• Organisational buying behaviour
• Organising for the buying function
• Managing buyer seller relationship
• Researching the business markets
3. ORGANISING THE MARKETING FUNCTION
• Market segmentation strategy
• Product decisions for industrial products
• Management of new industrial products
• Pricing strategy for new products
• Pricing strategy in a competitive environment
4. PROMOTING AND PLACING B2B PRODUCTS
• Communication for industrial markets
• Industrial products distribution
• Commercial aspects of industrial marketing
17. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
• Industrial selling
5. SPECIFIC MARKETING PROGRAMS
• Marketing of projects
• Marketing of industrial services
RECOMMENDED BOOKS:
• P. K. GHOSH: Industrial Marketing (OUP): Relevant chapters only.
SPECIALIZATION: HR MANANGEMENT
HUMAN RESOURCE PLANNING
COURSE DURATION: 40 HRS PER SEMESTER
COURSE CREDIT: 4
1. INTRODUCTION TO MANPOWER PLANNING
• Definition and scope
• Objectives, importance, benefits, and challenges involved.
2. MANPOWER PLANNING PROCEDURES
• System and procedures used
• Manpower data bank
• Norms, plans, and projections
• Forecast: Manpower supply and demand; reconciliation between the two
• Manpower budgeting
• Manpower acquisition and redeployment
3. ASSESSMENT OF MANPOWER REQUIREMENT
• Information required
• Manpower surveys; employment market information
• Labor market characteristics
4. MANAGING CAREERS
• Career planning and management
• Succession planning
18. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
5. UTILIZATION AND CONTROL
• Improving manpower utilization
• Wastage analysis, downsizing, and manpower control.
RECOMMENDED BOOKS:
• DIPAK K. BHATTACHARYA: Human Resource Planning (Excel)
• GATEWOOD, FIELD & BARRICK: Human Resource Selection (Cengage: 2008)
SPECIALIZATION: HR MANANGEMENT
WORK PSYCHOLOGY
COURSE DURATION: 20 HRS PER SEMESTER
COURSE CREDIT: 2
1. PSYCHOLOGICAL PROCESSES IN WORK CONTEXT
• Framework and bases
• Personality in work context
• Industrial psychological research
2. ENVRIONMENTAL PSYCHOLOGY AND ERGONOMICS
• Organizational psychology
• Environmental psychology
• Ergonomics
3. WORKPLACE DIVERSITY AND PSYCHOLOGICAL ADJUSTMENTS
• Work psychology well being, and adjustments
• Workplace diversity
4. INDUSTRIAL PSYCHOLOGY TESTING AND ASSESSMENT
• Psychological testing: Meaning, scope, and effectiveness
• Principles involved: Norms and meaning of test scores, reliability, validity, and item
analysis
• Ability testing: Individual tests; tests for special populations; group testing
19. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
• Personality testing: Self assessment personality inventories; measurement of interests and
attitudes; projection techniques
• Application of testing; ethical and social considerations involved
• Personnel psychology
5. INDIVIDUAL DIFFERENCES AND WORK PERFORMANCE
• Demographic, personality, and cultural factors contributing to individual differences
• Individual differences in the work context
• Individual differences in cognitive behaviours, personality traits, personal orientation,
and emotional state
• Individual difference in goal striving, work motivation, and work satisfaction
• Individual differences and decision making behaviours
• Individual differences and entrepreneurship
• Individual differences and organizational withdrawls
RECOMMENDED BOOKS:
• PAUL M. MUCHINSKY: Psychology Applied to Work (Hypergraphic press)
• MALTHEWMAN, ROSE, AND HETHERINGTON: Work Psychology : An
Introduction to Human Behaviour (OUP)
• DUNANC SCHULTZ: Psychology and Work Today ( Pearson)
• PETER WARTSMAN: Psychology at Work
• JOHN ARNOLD, IVAN T.ROBERTSON, AND CARY L. COOPER: Work
Psychology:Understanding Human Behaviour in The Workplace (Prentice Hall)
20. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
SPECIALIZATION: HR MANANGEMENT
PERFORMANCE MANAGEMENT & APPRAISAL SYSTEM
COURSE DURATION: 20 HRS PER SEMESTER
COURSE CREDIT: 2
1. INTRODUCTION TO PERFORMANCE APPRAISAL
• Performance appraisal: Meaning, purpose, and scope
• Pros, Cons and reputation of performance appraisal
• Legal aspects of performance appraisal systems
• Performance planning
2. PERFORMANCE EXECUTION
• Performance execution: Meaning, and scope
• Performance execution & managerial and employee responsibilities
• Performance tracking
• Performance enhancement: Motivators
3. PERFORMANCE ASSESSMENT
• Appraisal of performance
• Review
• Appraisal forms
21. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
• Process
4. BUILDING PERFORMANCE EXCELLENCE
• Factors leading to excellence in work
• Creating development plans that work for the employees
• Management and employee responsibilities in development
• Using the job as part of the development process
• Problem employees
• Identifying gaps between desired and actual performance
• Getting a buy in to change
• Documenting change discussions
• Attitude and attendance problems
5. PERFORMANCE CONSELLING
• Objectives of counselling
• Conditions for effective counselling
• Sequential process of performance counselling
• Making counselling effective
RECOMMENDED BOOKS:
• TV RAO: Performance Management & Appraisal System (Sage)
• SAKS: Performance Management through Training and Development (CIPD)
• MICHAEL ARMSTRONG: Performance Management (Kogan Page)
• TV RAO: 360 Degree Feedback and Performance Management System (Excel Books)
• MIKE WALTENS: The Performance Management Handbook (Jaico Publishing House)
22. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
SPECIALIZATION: FINANCE
MERGERS & ACQUISITIONS
COURSE DURATION: 40 HRS PER SEMESTER
COURSE CREDIT: 4
1. FORMS OF BUSINESS ALLIANCES
• Strategic choice of type of business alliance
• Merger and acquisition and take-over
• Introduction to restructuring problems; types of mergers; reasons for M & A; vertical,
horizontal, conglomerate, concentric mergers.
• History of mergers – the first to the fourth wave and causes thereof.
• The strategic Process – Theories of mergers and tender offering – financial synergy and
managerial synergy.
• Joint ventures and alliances
2. DEFINING AND SELECTING TARGET
• Pricing of mergers (Pricing the competitive bid for take- over)
• Negotiation/approach for merger
• Acquisition and take – over contracting; implementation of M & A; managing post-
merger issues
23. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
3. VALUING FIRMS AND THE DIFFERENT METHODS OF VALUATION
• Product life cycle effect on valuation.
• Corporate and financial restructuring
• Divestiture – Mechanism, process and techniques legalities involved in M & A and take-
over
• Ethical issues of merger and take-over
4. ACCOUNTING FOR MERGERS
• Financing the mergers and Take-overs
• Corporate restructuring divestment and abandonment
5. LEGAL ASPECTS OF M&A
• Legal aspects of mergers/amalgamation and acquisition; provisions of Companies Act;
SEBI regulation; Takeover Code; schemes of amalgamation; court approvals
RECOMMEDNDED BOOKS:
• GAUGHAN: Mergers, Acquisition & Corporate Restructuring (John Wiley)
• SUDI SUDERSANAM: Creating Value from M&A (Pearson)
SPECIALIZATION: FINANCE
STRATEGIC CORPORATE FINANCE
COURSE DURATION: 20 HRS PER SEMESTER
COURSE CREDIT: 2
1. INTRODUCTION TO STRATEGIC FINANCE
• Business system and maximization of wealth of shareholders/stakeholders
• Objective function of a business entity: wealth maximization for the shareholders and/or
stakeholders
• Corporate governance issue: Principal – agency problem
• Share holders – marginal and average
• Principles of investment decisions
2. MEASUREMENT OF RETURNS
• Investment decisions: strategic and tactical roadmap for companies
• Capital budgeting: Concepts; decision making, including risk analysis
• Inflation and capital budgeting
• Economic value added (EVA): Concept and measurement in India companies
3. CORPORATE FINANCING DECISIONS
24. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
• Corporate life cycle approach
• Corporate debt: Benefits and costs
• Optimal capital structure
• Issues in designing capital structure (profitability & liquidity, control & tax tax planning,
maneuverability)
• Transition from prevailing capital structure to optimum mix (debt plus equity)
• Dividend payouts
4. BUSINESS DECISIONS AND BUSINESS VALUATION
• Basics of business valuation
• Discounted cash flow: Concept, variants, and measurement
• Real options
• Relative valuation
• Integrated business valuation
5. CORPORATE RESTRUCTURING AND CORPORATE FINANCE
• Financial framework for Corporate Restructuring
• Corporate Debt Restructuring Mechanism
• PE and hybrid financing
RECOMMEDED BOOKS:
• ASHOK BANERJEE: Financial Management, EB
• PRASANNA CHANDRA: Fundamentals Financial Management, TMH
• JOHN WILD, SUBRANANYAM & ROBERT HALSEY: Financial Statement
Analysis. TMH
• BREARLY AND MYERS: Financial Management TMH
• A. DAMODARAN: Applied Corporate Finance (John Wiley)
25. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
SPECIALIZATION: FINANCE
MULTINATIONAL BUSINESS FINANCE & FOREX MANAGEMENT
COURSE DURATION: 20 HRS PER SEMESTER
COURSE CREDIT: 2
1. ESSENTIALS OF INTERNATIONAL FINANCE
• International finance: Issues & dimensions
• International finance: Nature, role
• International monetary/financial system
• Internationalization process; international financial flows, and balance of payments
framework
2. CAPITAL IN MBF
• Capital structure
• Capital budgeting
• Working capital management
3. INTRODUCTION TO FOREIGN EXCHANGE
26. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
• Sources and Uses
• International exchange system and balance of payment (BoP) framework,
• International financial institutions ,
• Basic glossary of foreign exchange market
4. FOREX MARKETS
• Regulatory framework
• Various kinds of instruments
• Different type of markets
• Working of Forex market
5. FOREIGN EXCHANGE RISK MANAGEMENT
• Introduction and need of risk management
• Types of risks and instruments to hedge forex risks
- Currency futures and currency options
- FX exposure and transaction risk
- Market Risk
- Counterparty Credit risk
- Settlement risk
- Measurement Techniques and Management Practice
• Hedging products
RECOMMENDED BOOKS:
• MOFFETT, STONEHILL, EITEMAN: Study Guide for fundamentals of Multinational
Finance (Addition Wesley: 2008)
• A. V. RAJWADE: Foreign Exchange International Finance and Risk Management
(Universal Law Publishing Co. Pvt. Ltd)
27. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
SPECIALIZATION: MARKETING COMMUNICATION
MARKETING AND ADVERTISING RESEARCH
COURSE DURATION: 40 HRS PER SEMESTER
COURSE CREDIT: 4
1. INFORMATIONAL PERSPECTIVE AND ORGANIZATION
• Marketing research: Meaning, need, and scope
• Information and decision making; M.I.S.
• Research process and research design
• Research data
• Techniques to collect information
2. RESEARCH IN MARKETING MIX
• Product research
• Price research
• Distribution research
• Communication research
28. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
3. PRERESEARCH IN ADVERTISING
• Advertising research during pre and post release phases
• Creative development research
• Concept testing
• Pretesting the whole campaign
4. POSTTESTING
• Techniques for post testing
• Measurement of effectiveness of advertising
• Limitations of research in advertising
5. PRESENTING RESEARCH
• Preparing written research reports and oral presentations
• Reading and interpreting research reports
RECOMMENDED BOOKS:
• GREEN, TULL, AND ALBAUM: Research for Marketing Decisions (PHI Learning)
• JOHN PHILIP JONES: When Ads Work: New Proof that Advertising Triggers
Sales(M.E. Sharpe Inc.)
• LUCK AND RUBIN: Marketing Research (PHI Learning)
• NARESH MALHOTRA: Marketing Research- An Applied Orientation (Pearson)
• ZIKMUND: Marketing Research (Cengage)
SPECIALIZATION: MARKETING COMMUNICATION
ACCOUNT PLANNING, SERVICING AND MANAGEMENT
COURSE DURATION: 20 HRS PER SEMESTER
COURSE CREDIT: 2
1. COMMUNICATION PLANNING AND EXECUTION
• Situation analysis
• Objective setting
• Message strategy
• Media strategy
• Execution
2. ACCOUNT PLANNING BASICS
• Meaning and scope of account planning
• Role, responsibilities, and tracts of an account planner
29. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
• Account servicing basics
• Overall account management
3. RESEARCH AND ACCOUNT PLANNING
• Strategic research
• Strategy document
• Message development research
• Research challenge
4. ACCOUNT SERVICING
• Advertising agency and account servicing
• Role and responsibilities of client service team
• Client - agency relationship: services provided
5. ACCOUNT MANAGEMENT
• Client brief
• Strategy formulation
• Strategic execution
• Evaluation
RECOMMENDED BOOKS:
• SANGEETA SHARMA & RAGHUVIR SINGH: Advertising Planning and
Implementation(PHI Learning)
• TEJ K. BHATIA: Advertising and Marketing in Rural India (Macmillan Books)
• JOHN STEEL: Truth, Lies and Advertising- The Art of Account Planning (Wiley
books)
• SUNIL GUPTA: Living on the Edge (Roli books)
• DON COWLEY: How to Plan Advertising (Abe Books)
30. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
SPECIALIZATION: MARKETING COMMUNICATION
PUBLIC RELATIONS AND CORPORATE COMMUNICATION
COURSE DURATION: 20 HRS PER SEMESTER
COURSE CREDIT: 2
1. PUBLIC RELATIONS
• Meaning and scope
• Tools for P.R
• Planning of a P.R. activity
• Executing a P.R.campaign
2. CORPORATE COMMUNICATION
• Concept: Need, advantage, benefits
31. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
• Identification of public for corporate communication
• Corporate communication planning and execution
3. CORPORATE COMMUNICATION SETUP
• Functional interface within the organization
• Role of corporate communication department
4. EXTERNAL COMMUNICATION
• Media Training
• External functional interface with ad. Agency, PR agency, and other media
• Limitations of corporate communication
5. CORPORATE COMMUNICATION CASE STUDY
• Success stories
• Failure stories
RECOMMENDED BOOKS:
• PHILIP LESLEY: Handbook of Public Relations (Jaico)
• SUSHIL BEHL: Making P.R. Work (Wheeler Publishing)
• SUBIR GHOSH: Public Relation Today (Rupa)
• CENTER & JACKSON: Public Relations Practices (Prentice Hall)
• LYNN UPSHAW: Truth: The New Rules for Marketing in a Skeptical World
(AMACOM)
SPECIALIZATION: INFORMATION TECHNOLOGY
ERP AND CRM CONSULTING & IMPLEMENTATION
COURSE DURATION: 40 HRS PER SEMESTER
COURSE CREDIT: 4
1. INTRODUCTION TO ERP
• Meaning
• Various products available, including SAP
• ERP implementation: phases and problems faced
• Models of ERP
2. VERTICALS AND ERP
32. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
• Banking
• Retail
• Telecom
• Services
• Logistics
• Manufacturing
3. CRM STRATEGY
• Planning CRM implementation
• Understanding and measuring service quality
• Voice of customer
4. TECHNOLOGY FOR CRM
• Contact centre
• Frontdesk management
• CRM technology
• Customer data management
5. CRM MEASUREMENT
• What needs to be measured
• Consumer matrices
• Application of the matrices
RECOMMENDED BOOKS:
• ASHIM RAJ SINGLA: Enterprise Resource Planning
• RAHUL V. ALTEKAR: Enterprise Resource Planning: Theory and Practice (Cenage)
• FJERMESTAD & ROMANO: Electronic Customer Relationship Management (AMIS)
• V.K.GARG & N.K.VENKITAKRISHNAN: ERPWare: ERP Implementation
Frameworks (TMH)
• ALEXIS LEON: Enterprise Resource Planning (TMH)
SPECIALIZATION: INFORMATION TECHNOLOGY
TECHNOLOGY AND STRATEGIC CONSULTING
COURSE DURATION: 20 HRS PER SEMESTER
COURSE CREDIT: 2
1. INTRODUCTION:
• What is technology
• Contribution of technology to business performance: Economic analysis
• Technological and performance enhancement
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RELEASE DATE: JULY 12
2. TECHNOLOGY AND VALUE CHAIN
• Concept of value chain and contribution of technology: Technology & competitive
advantage
• Technology and value chain optimization
3. TECHNOLOGY SELECTION
• Technology scanning: Searching for window of opportunity
• Matching internal and external competencies
• Evaluation of risk vs. potential for success
• Short term vs. long term considerations
4. TECHNOLOGY ASSESSMENT
• Methodologies of technological assessment
• Problem issues in TA
• Organization and management of TA
5. ENTREPRENEURSHIP & TECHNOLOGY
• Web based entrepreneurship
• Websites and their potential in conducting business
RECOMMENDED BOOKS:
• RANDEV MEHTA: Getting to Transformation (Macmillian)
• MOMAYA & SHARMA: New Business Paradigm : Global, Virtual, and Flexible
(Thomson Learning)
• KATHLEEN R. ALLEN: Bringing New Technology to Market (Pearson)
• ANDERSON, BRAMORSKI, TESAR, AND GHOSH: Strategic Technology
Management (Edited books)
• SAMEER KUMAR: Connective Technologies in the Supply Chain ( Auerbach
Publications)
• WHITE: The Management of Technology and Innovation: A Strategic Approach
(Cengage)
SPECIALIZATION: INFORMATION TECHNOLOGY
M – COMMERCE
COURSE DURATION: 20 HRS PER SEMESTER
COURSE CREDIT: 2
1. INTRODUCTION
• Concept of commerce, e-commerce, and commerce through mobile screens
• Scope of m – commerce in India vis – a- vis. Other modes
34. PGP_PG(D)_IV_SEMESTER_2011-13_SPRING SUMMER
RELEASE DATE: JULY 12
• Obstacles in the path of m – commerce in India
2. MOBILE COMMUNICATION
• Managerial perspective of mobile communication and mobile internet
• Business models and m – commerce today; m – commerce value chain
3. MOBILE COMMERCE IN INDIA
• Mobile ways in India; mobile industry
• Relevance and potential of mobile industry in urban and rural India
4. MOBILE INDUSTRY: POLICIES AND REGULATIONS
• Regulatory issues of m – commerce
• Regulatory model of m – commerce: Stakeholders’ perspective
5. SYSTEMS DYNAMICS
• The eco – system of m – commerce: Casual loops and impact of policies and regulation
• Mobile commerce: Present and future in India
• Wireless spectrum auctions
• Mobile security and payments
RECOMMENDED BOOKS:
• NORMAN SADCH: M.Commerce: Technologies, Services, and Business Models
(Wiley)
• DAVID WHITELEY: E- Commerce (TMH)
• ELIAS M. AWAD: Electronic Commerce: From Vision to Fulfilment (Elias M Awad
Books)
• P.T.JOSEPH: E-Commerce: An Indian Perspective (PHI Learning)
• RAVI KALAKOTE & ANDREW B. WHINSTON: Frontiers of Electronic Commerce
(Wesley)