MDB 101 FOUNDATIONS OF MANAGEMENT

01 Management Concepts And Theory:

What is Management? Is Management a science or an Art? Importance of Management; Challenges and Tasks of
Management; Contributions of Taylor and Henri Fayol.

02 Approaches to explain the Concept and Practice of Management:

Introduction; Various Approaches to Management; Functions of a Manager

03 External Environment of Business:

Introduction; External Environment Economic

04 The Planning Process:

Introduction; Nature of Plans; Types of Plans; Importance of Planning; Steps in Planning.

05 Making Planning Effective:

Introduction; Why people fail in Planning; Limits of Planning; Establishing an ENVIRONMENT for Effective
Planning; Creativity.

06 Organizing:
Introduction; Organizational Roles; Formal and informal Organization; Organizational Divisions: The Department;
Factors Determining an Effective Span; Organizing a Process.

07 Departmentation, Basic Process in Organizing:

Introduction; Departmentation by Simple Numbers; Departmentation by Time; Departmentation by Enterprise
Function; Departmentation by Territory; Departmentation by Product; Customer Departmentation; Market Oriented
Departmentation Process or Equipment Departmentation; Service Departments; Matrix Organization.

08 Line and Staff Relationships:

Line and Staff Concepts; Understanding of Line and Staff, A Case Example; Functional Authority; Benefits in
using Staff Departments; Limitations in using Staff Departments.

09 Staffing:
Recruitment; Selection; Sources of New Employees; Kinds of Tests; Purpose of Employment Interview; Education
and Training; An Introduction; Methods of Training.

10 Leadership- Concepts and Styles:

Leadership-Definition and Concepts; McGregor’s Theory ‘X’ and ‘Y’; Ingredients of Leadership; Leadership
Styles; The Managerial Grid; Leadership and Managing

11 Motivation:
Introduction; Concept of Motivation and Motivators; The theory of ‘Hierarchy of Needs’; Herzberg’s Theory on
Motivation; The Porter and Lawler Model on Motivation; Special Motivational Techniques.

12 Communication:
Communication, Purpose and Importance; The Communication Process; Need for Different Types of
Communication in a Business Enterprise; Barriers and Breakdowns in Communication; Towards Effective
Communication

13 Controlling Methods:
The Control Process; Control as a Feedback System; Common types of standards used in Control Process; Control
Technique; The Budget; Return on Investment.

14 Decision Making:
Introduction and Definition; Aids to Decision Making; Theories of Decision Making; Decision Making; Under
Certainty; Decision Making; Under Uncertainty.

15 Key issues in Modern Management:

MBO; Quality Circles- A Review; Total Quantity Management; Review and Concepts

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 MDB 102: QUANTITATIVE ANALYSIS FOR BUSINESS

01 Organisation of Data:
Introduction; Meaning of Data; Data Types; Representations of Data

02 Measures of Central Tendency and Variation:

Introduction; Measures of Central Tendency: Ungrouped Data; Mean for Grouped Data; Median for Grouped Data;
Standard Deviation: Ungrouped Data; Standard Deviation: Grouped Data

03 Probability and Probability Distributions:

Rules of Probability; Statistical Independence; Mathematical Expectation; Discrete Probability Distributions;
Continuous Probability Distribution

04 Sample Selection and Sampling Theory:

Introduction; Need for Sample; Comparison of Sample Survey Methods; Probability Samples; Nonprobability
Samples; Confidence Intervals; Confidence Intervals When, When σ Is Not Known; Sample Size

05 Operational Sample Design:

Finite Population Correction Factor; Stratified Sampling; Determination of Sample Size for Different Allocation
Methods; Clustered Samples

06 Foundation of Hypothesis Testing:

Introduction; Type I and Type II Errors; Null Hypothesis and Scientific Testing Procedure; One Sample Tests; Test
of a Mean (Small Sample, σ Unknown), t Test

07 Regression:
Introduction; Scatter Diagrams; Fitting a Line To The Data Points; The Method of Least Squares; Measuring the
Standard Error of Estimate; The Meaning of the Standard Error of Estimate; Conditions For Using Linear
Regression Analysis; Coefficient of Determination; Coefficient of Correlation; Significance of the Coefficient of
Determination; Significance of b The Regression Coefficient; Multiple Regression Analysis; Some Limitations of
Regression Analysis;

08 Forecasting:
Introduction; Three Type of Forecasts; Simple Qualitative Forecasts; Project Time Trend; Projecting Time trends –
Long Range Forecasts; Finding and Projecting Underlying Causes; Econometric Models

MDB 103: MANAGEMENT ACCOUNTING TECHNIQUES

01 Basic Decision Concepts:

Planning Processes; Basic Concepts for Resource Allocation Decisions

02 Applications of Decision Concepts:

Using Cost Variability Data to Estimate Incremental Cost; Cost Volume; Profit Analysis

03 Process Costing:
The Dimensions of Operating Costs; Process Costing: Full Cost Basis; Process Costing: Variable Cost Basis;
Impact of Inflation

04 Job Order Costing:

Job Order Costing: Full Cost Basis; Interdepartmental Cost Allocations; Job Order Costing: Variable Cost Basis.

05 Budgetary Planning:
Budgetary Planning: Form and Purpose; Preparing the Annual Budget; Capital Budget; Adjustable Budget.

06 Profit Reporting for Control:

The Control Process; Profit Reporting: The Organizational Setting; Profit Standards for Managerial Evaluation;
Profit Standards for Economic Valuation; Measuring Divisional Profit; Adjusting for Inflation; Achieving Long
Term Goals; Interdivisional Transfer Pricing.

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07 Departmental Cost Control:
Cost Control Reporting: Process Production; Control Reporting: Job Order Production.

08 Cost Control Reporting:

Factory Overhead Cost Variances; Discretionary Overhead Costs; Cost Control Reporting in Service Businesses;
Behavioral Issues in Cost Control Systems.

09 Financial Statement Analysis:

The Basic Tools of Financial Statement Analysis; Measures of Profitability; Measures of Debt Paying Ability and
Risk; Measures of Efficiency

MDB 104: MANAGEMENT INFORMATION SYSTEMS

01 Introduction to MIS
Evolution of MIS; Management Theory and MIS; Management Accounting and MIS; Organisation Structures and
MIS; Management Science and MIS; The Computer, Information Technology and MIS; Stages Theory of MIS
Growth; Definition of MIS; Role of Management Information System; Security and International Issues in MIS;
MIS Issues in a Multinational organisation.

02 The Structure of a Management Information System

What is Management Information Systems? Features of MIS; Pyramid Structure of MIS; MIS Versus Data
Processing; Classification of MIS; Intelligent Information System; Executive Information Systems (EIS);
Information Resource Management (IRM); Extent of Integration of Information Systems

03 The Concept of Information

Features of Information; Dimensions of Information; Levels of Management and Information Requirements;
Characteristics of Information for Different Management Levels; Information Filtering; Value of Information; Age
and Quality of Information

04 The Concept of Systems

Systems, Subsystems and Components; Boundary, Interface and Environment of System; Characteristics of a
System; Systems Theory and Systems Approach; Types of Systems; Advantages of Decoupling’ Control in
Systems; Feedback Loops; Types of Control Systems; Cybernetic System; Law of Requisite Variety; Control in
Information Systems; Systems Concepts Applied to MIS; MIS as a System; Information Systems Analysis and
Design

05 MIS Development & Implementation

MIS Planning; Project Preparation; Needs Analysis; MIS Design; Selection; MIS Implementation; Management
Challenges;

06 Personnel Administration Data Systems & Human Resource Management Information Systems
Types of Personnel Administration Data Systems; Personnel Status Reporting System; Employee Profile System;
Personnel Data Retrieval System; Employment Control Reporting System; Employment Practice and Compliance
Reporting System; Personnel Action Data Systems; Placement Data Systems; Personnel Activity Reporting
System; Fringe Benefit Administration System; Insurance Claims Processing Systems; Accident Reporting System;
Unemployment Insurance Claims Control; Separation Reporting; Claims Protesting; Benefit Payment Monitoring
Procedures

07 Financial Management Information Systems

Data Groups Involved in Payment Systems; Payroll Data System; Accounts Payable Systems; Accounts Receivable
System; Files Involved in Accounts Receivable System

08 Financial Control Data Systems

Basic Functions; Major Functions; Processing Systems; Accounts Closing System; Depreciation Expense Entry;
General Ledger Listing and Retrieval System; Reporting System; Physical Inventory Data System; Acquisition
Processing Subsystem; Transfer Processing Subsystem; Types of Decisions; Forecasting; Funds Management;
Capital Budgeting; Auditing; Financial Planning; Components of Financial Information System

09 Operations Data System

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 Major Operations Data System; Files

10 MIS in Marketing, Manufacturing & Purchases

Marketing Data System; Management Implications; Shipping Data Systems; Files used for Shipping Data System;
Engineering Change Control Data Systems; Trends in Engineering Change

11 MIS in Logistics Management

Characteristics of a Planning System; Steps Involved in Planning Process

MDB 105: ORGANIZATIONS AND THEIR ECONOMIC ENVIRONMENT

01 Introduction:
Characteristics of Managerial Economics; Scope of Managerial Economics; Firm’s Objectives and the role of
Managerial Economist; Role of Managerial Economist; Environmental Studies; Business Operations

02 Utility Analysis:
Characteristics of Wants; Classification of Wants; Concept of Utility; Utility & Demand; Law of Diminishing
Utility; What is Marginal Utility; Illustration of the Law; Assumptions of the Law; Importance of the Law

03 Demand & Supply:

What is Demand? Law of Demand; Factors Influencing Demand; Demand Schedules & Demand Curves; Three
Types of Demand; Exceptions to the Law of Demand or Perverse Demand Curves; Price Elasticity of Demand;
Factors Influencing Elasticity of Demand; Income Elasticity of Demand; Cross Elasticity of Demand; Importance
& Significance of Elasticity of Demand; Advertising and Demand; Advertising Elasticity of Demand; Role of
Advertising; Supply Factor; Contraction & Expansion of Supply

04 Demand Forecasting:
Types of Forecasting; Methods of Forecasting; Forecasting demand for a New Product; Criteria of a Good
Forecasting Method

05 Production Function:
What is Production Function? ISO Quants; Marginal Rate of Substitution; Cost of Production; Laws of Returns to
Scale; Managerial Uses of Production Function

06 Economies of Scale:
The Scale of Production; Internal Economies of Large Scale Production; External Economies; Disadvantages of
Large-Scale Production; Limitations of Large-Scale Production; Small Scale Production;
Advantages/Disadvantages of Small Scale

07 Cost Concepts and Classifications:

Cost of Production; Different Kinds of Costs; Determinants of Costs; Total Cost, Average Cost And Marginal Cost;
Cost-Output Relationship; Short-Run Cost-Output Relationship; Long-Run Cost-Output Relationship; Learning
Curve; Measurement of Cost-Output Relationship

08 Market Structure & Competitions:

Types of Competitions; Monopoly; Price Discrimination; Price Documents & Differentials; Price & Output
Decisions in Monopolistic Competition; Oligopoly

09 Inflation & Trade Cycle:

Inflation; Effects of Inflation; Need for Inventory

MDB 106: CORPORATE FINANCIAL MANAGEMENT

01 Introduction to Financial Management:

Development of Financial Management; Goals of Financial Management; Functions of Financial Management;
Why study Financial Management

02 The Time Value of Money:

Future Value; Present Value; Relationship between FV and PV; Annuities

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03 Valuation, Rates of Return and Risk:
The value of a Going Concern; Valuation of Bonds; Valuation of Stocks; Rates of Return and Risk (including
CAPM)

04 Cost of Capital:
Basic Concepts; Cost of Capital Defined; Component Cost of Debt; Component Cost of Preferred Stock;
Component Cost of Retained Earnings and Common Stock; Components Weights; Cost of Capital and Capital
Structure

05 Capital Budgeting Techniques:

Basic Concepts; Investment Proposals; Payback Period Method; Discounted Cash Flow Methods (NPV, IRR)

06 Dividend Policy:
Div. policies and Stock Prices (Walter and Gordon Models); Other Factors Affecting Dividend Policies; Non; cash
Dividends; Cash Dividends; Dividend Payment Procedures

07 Working Capital Policy:

Definitions; Level of Working Capital; Hedging; Interest Rates and Financing Strategies

08 Credit and Accounts Receivables Management:

Meaning of Credit; Credit Policies

09 Inventories:
Types of Inventory; Investment in Inventory; ABC Method of Inventory Control; EOQ Model of Inventory Control

10 Cash Management:
Motives for Maintaining Liquidity; Goals of Cash Management; Managing Float; Applicability of EOQ Model to
CASHTECH Miller; Orr Model

11 Mergers and Acquisitions:

Reasons for Mergers; Types of Combinations; Leveraged Buyouts; Evaluating Mergers; Offensive and Defensive
Merger Tactics

MDB 107: PRODUCTION AND OPERATIONS MANAGEMENT

01 Introduction to Production and Operations Management:

Production Management; Meaning; Objectives; Operations Management; Nature; A Systems Approach; Decision
Making.

02 Process Design and Facilities Layout:

Product Design; Make or Buy; Process Design; Choice of Processing System; Equipment Selection and Workflow;
Layout Design; Product Layout; Process Layout

03 Job Design and Work Measurement:

The Human Element in Job Design; The Work Element in Job Design; Work Measurement.

04 Facility Location:
Plant Location; Warehouse Location.

05 Materials Requirements Planning:

Development of MRP; Nature of MRP; Principles of MRP; Manufacturing Resource Planning; Successful
Implementation

06 Quality Assurance:
Determinants of Quality; The QA System; Statistical QC; QC in Service Industries

07 Aggregate Planning:
Definition and Requirements; Strategies; Active; Passive

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08 Linear Programming:
Areas of Application; Nature of Linear Models; Formulating LP Models

MDB 108: MARKETING MANAGEMENT

01 Marketing:
What is Marketing? Marketing Concept; Competitor Orientation; Corporate Culture

02 Strategic Planning:
What is Strategic Planning; Business Unit Analysis; Building the Marketing Plans

03 Segmentation & Positioning:

Product Differentiation; Market Segmentation; Product Positioning; Perceptual Mapping; Join Space

04 Product Policy:
Product Proliferation; Exploiting the Product Life Cycle; Managing Products during Growth and Maturity; Product
in Decline

05 Pricing:
Price, Quality and Value; The Impact of Demand; The Impact of Costs; Pricing Methods

06 Distribution:
Distribution Alternatives; Direct Distribution; Adding Retailers to the Channel; Using Wholesalers; When to Use
Brokers and Manufacturer’s Reps; Channel Ownership; Franchising Distribution; Selecting Distribution Channels;
Managing the Channel; Channel Conflict; Checklists for Store Location

07 Advertising and Sales Promotion:

The Opportunity for Advertising; Criteria for Effective Advertising; Advertising Objective and Goals; The
Hierarchy of Effects; Message Content; The Advertising Budget; Media Selection; The Measurement of
Advertising Effectiveness; Sales Promotion

08 Marketing Strategy:
Where to Complete; How to Complete; Design of a Marketing Strategy

09 Marketing Implementation:
Marketing Organisation; Marketing Information Systems; Optimizing the Marketing Mix; Marketing Control; The
Marketing Audit

MDB 109: HUMAN RESOURCE MANAGEMENT

01 Introduction:
The Human Resources & Their Importance; Economic & Non Economic Factors and Their Interaction; Evolution
of The Management of Human Resources Indian Context; Human Relations Theory; Objectives of Human
Relations; Factors Responsible for Growth of Human Relations; The Position of Human Relations in India; The
Human Relations Movement; Distinction Between Personnel Management & Human Resources Management.

02 Human Resources Planning & Selection Policy:

Human Resources Planning; Need for Human Resources Planning; Process of Human Resources Planning; Human
Resource Planning System; Responsibility for Human Resource Planning; Selection Policy Introduction;
Framework for Procurement; Recruitment Policy; Factors Affecting Recruitment; Source of Recruitment;
Recruitment Practice in India; The Problem of The ‘Sons of The Soil’; Assessment of The Recruitment
Programme; Steps in Selection Procedure; Interview Process.

03 Employee Growth & Development Training:

Introduction of Training; Objectives of Training; Importance of Training; Training Needs Identification; Total
Organization Analysis; Task Analysis; Man Analysis; Training Areas Identified by Trainers; Responsibility for
Training; Training Organization; Lead Time Planning; Types and Techniques of Training and Development;
Objectives of Training Methods; Classification of Training Methods/Techniques; Training by Supervisors; Need

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 and Importance of Management Development; Evaluation of Training; Why Training Fails; Improving
Effectiveness of Training.

04 Performance Appraisal:
Employee Review; Evaluation and Recognition; How to Evaluate; Evaluation Techniques; Industrial Evaluation
Methods; Multiple Person Evaluation Methods; Performance Tests & Field Review Techniques; Appraisal, Praise
and Recognition; Rewards and Incentives; Promotions.

05 Compensation Management:
Wage & Salary Administration-Introduction; Job Satisfaction; Wage & Salary Administration; Theories to
Determine the Wages; Classification of Wages; Machinery for Fixing Wages; Job Evaluation; Objectives of Job
Evaluation; Job Evaluation Methods; Advantages and Limitations of Job Evaluation; Promotion & Transfer;
Definitions of Promotion; Transfers.

06 Morale & Motivation:

Morale-Introduction; Morale Defined; Importance of Morale; Morale and Productivity; Measurement of Employee
Morale; Indices of Low Morale; Improving Morale; Motivation; Introduction; Motivation Defined; Classes of
Motivations; Steps in Motivation; Rules of Motivation; Maslaw’s Need Hierarchy Theory; McGregor’s Theory X
and Theory Y; Herzberger’s Motivation Theory; Employees and Motivation; Distinction Between Morale and
Motivation.

07 Discipline & Disciplinary Procedure:

Introduction to Discipline; Meaning of Discipline; Objectives of Discipline; Principles for Maintenance of
Discipline; Guidelines of a Disciplinary Action-Penalties; Procedure for Disciplinary Action; Dismissal and
Discharge of an Employee.

08 Grievances & Grievances Procedure:

What is Grievance; Why Grievance Arises; Importance of Grievance Handling; Grievance Procedure.

09 Groups and Group Dynamics:

Introduction to Groups; Functions and Goals of Groups; Types of Groups (Formal & Informal); Group
Characteristics; Group Characteristics; Group Decision Making; Group Dynamics; Principles of Group Dynamics.

10 Organization & Goals of Organization:

What is an Organization; Definition of an Organization; Organization Objectives; Types of Organizations;
Organizational Structure and Flexibility; Span of Control; Staff and Line Organization; Goals of Organization;
Meaning and Importance of Goals; Types of Goals; Types of Goals and References; Need to Understand Goal
Changes; Principles of Health and Safety Management; Health and Safety Programmes; Analysing Hazards;
Controlling Occupational Health Problems; Preventing Accidents.

11 Organization Development:
Introduction; Definition of O.D.; Objectives and Typical Programmes; Characteristics of O.D.; Implementing of
O.D. Programmes; Benefits of O.D.; Problems with O.D.

12 Organization Conflict:
Introduction; Conflict Defined; Conflicts as a Positive Force & Negative Force; Laws of Conflict; Managing
Conflict; Structural Methods; Inter Personnel Confrontation Methods.
13 Team Building:
Introduction; Diagnosis and Training; Team Development Inventory; Team Building Planning; Action Plans for
Team Building; Pros and Cons of Team Building.

14 Communications:
Introduction; Definition of Communication; Key Elements of Communication; Importance of Communication in
Management; Objectives of Communication; Channel of Communication Barriers; Conditions for Effective
Communication.

15 Leadership:

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 What is leadership; Classification of Leadership; Functions of leadership; Qualities of a Leader; Ten
Commandments of Leadership; Theory X and Theory Y; Leadership Styles; Continuum of Leadership Behaviour;
Concern for Task; Participate Leadership

MDB 110: BUSINESS LAW

01 Indian Contract Act, 1872
Nature and Kinds of Contract; Offer and Acceptance; Consideration; Capacity of Parties; Free Consent; Legality of
Object and Public Policy; Agreements Expressly Declared Void; Contingent Contracts; Performance of Contracts;
Discharge of Contract; Remedies for Breach of Contract; Quasi Contracts; Contracts of Indemnity and Guarantee;
Bailment and Pledge; Contract of Agency

02 The Sale of Goods Act, 1930

Introduction; Conditions and Warranties; Transfer of Ownership; Performance of Contract; Rights of an unpaid
Seller; Auction Sales

03 Indian Partnership Act, 1932

Definition and Nature of Partnership; Formation of Partnership; Formation of Partnership; Rights, Duties and
Liabilities of Partners; Dissolution of Partnership Firm

04 Negotiable Instruments Act, 1881

Negotiable Instruments; Parties to a Negotiable Instrument; Presentment of Negotiable Instrument; Negotiation of
Negotiable Instrument; Dishonour of a Negotiable Instrument; Discharge of Parties from Liability; Banker and
Customer; Miscellaneous Provisions

05 Law of Insurance
General Principles of Insurance; Life Insurance; Fire Insurance; Marine Insurance

06 Law Relating to Carriage of Goods

Carriage of Goods; Carriage by Sea; Carriage by Air

07 The Companies Act

Governing Act; Administration; Meaning & Definition of a Company; Kinds of Companies; Formation of
companies; Who can Promote a Company; Duties of Promoter; Objects of the Company; Memorandum of
Association; Articles of Association; Prospectus; Kinds of Shares; Companies (Amendment) Act, 1988; Balance
sheet & Profit and Loss Account; Statutory Books and Registers; Audits; Director Report; Annual Returns

MDB 111: CORPORATE STRATEGIC MANAGEMENT

01 Introduction:
Course Overview; Course Objectives; Evolution of Business Strategy & Policy

02 Concept of Business Strategy & Policy:

Strategic Vision & Mission; Establishing Objectives; Crafting a Strategy

03 Assessment of the Business Environment:

Analysis of the External Environment; Methods for scanning the External Environment

04 Industry & Competitive Analysis:

Structural Analysis; Porters Principles of Industry Competition

05 Evaluating Company Resources and Competitive Strengths:

How well is the Present Strategy Working? What are the Company’s Resources Strengths and Weaknesses and its
External Opportunities and Threats? Swot Analysis – What to look for when Sizing up a Company’s Strength,
Weakness Opportunities and Threats; Identifying Company Competencies and Capabilities; Are the Company’s
Prices and Costs Competitive?

06 Strategic Cost Analysis and Value Chains:

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 Michael Porters Value Chain Approach to Operational Analysis; HRM; The Difference Between Traditional Cost
Accounting & Activity Based Cost Accounting; How Strong is the Company’s Competitive Position? Sample of a
Weighted Competitive Strength Assessment

07 Strategic Alternatives and Choice of Strategy

Internal Growth Strategies; External Acquisition Growth; Disinvestments; Grand Strategies of Disinvestments;
Retrenchment

08 Positioning of The Business Portfolio

Strategic Business Units; Product Life- Cycles; The Experience Effect; A Matrix Representation for the Business
Portfolio The BCG Method; Evaluating the Strategies of Diversified Companies; Using a Nine –Cell Matrix to
Simultaneously Portray Industry Attractiveness and Competitive Strength; Strategic – Fit Analysis; Resource Fit
Analysis: - Determining how well The Firm’s Resources Match Business Unit Requirements

09 Strategy and Competitive Advantage

The Five Generic Competitive Strategies; Low-Cost Provider Strategies; Differentiation Strategies; The Strategy of
Being a Best-Cost Provider; Focused or Market Niche Strategies; Cooperative Strategies: - Alliances and
Competitive Advantage

10 Implementing Strategy: Building Resource Capabilities and Structuring the Organization

A Framework for Implementing Strategy; The Principal Strategy-Implementing Tasks; Leading The Implantation
Process; Building a Capable Organization; Matching Organization Structure to Strategy; Organization Design;
Types of Organization Structures

11 Implementing Strategy: Benchmarking; TQM; Reengineering; HRM

12 Implementing Strategy: Culture and Leadership

13 Strategic Evaluation and Control

Importance of Strategic Evaluation; Barriers in Evaluation; Designing Strategic Control Systems; Using a Balanced
Scorecard Approach to Measure Performance

MDB 201: MARKETING STRATEGY

The Marketing Concept; Importance of Marketing; Marketing Planning; Marketing Strategy Process, Contents,
Marketing Strategy for Consumer goods and Industrial goods; Consumer Behaviour; Indian Consumer; Industrial
Marketing; Organisational Buying; Consumerism; Consumer Legislations.

MDB 202: MANAGEMENT OF SALES AND ADVERTISING

01 Sales Management Process:

Evolution of Personal Selling; Sales People and Society; Salespeople and the Employing Firm; Salespeople and the
Customer; Classification of Personal Selling Approaches; Mental States Selling; Qualification and Skills required
for success by Salespeople

02 Qualifications and Skills Required for Success in Sales Management:

Selection; Personal Selling: Advantages and Disadvantages of Personal Selling, Target Market Situations and
Personal Selling, Marketing Mix Elements and Personal Selling, Integrated Personal Selling and Advertising.
03 The Selling Cycle:
Interest Development; The Demonstration; Survey; Pre; Test; Propose and Close

04 Job Activities of a Sales Manager:

Analysis of Efforts and Results; Sales Planning; Strategies; A Tool for Allocating Resources: The Portfolio Matrix;
Market Standing; The Market Planning Process; Sales Policies; Product Policy; Distribution Policy; Market
Structure and Competition; Monopoly; Oligopoly: Price Discounts and Differentials; Price and Output Decisions in
Monopolistic Competition; Price and Output Decisions in Oligopoly; Marketing Strategy; Methods of Market
Segment

05 Sales Organisation:

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 Geographic Sales Organisation; Market Sales Organisation; Functional Sales Organisation; Major Account
Organisation

06 Staffing:
Recruitment and Selection; Interviews; Importance of Recruitment and Selection; Recruitment and Selection
Strategy; Training; Sales force Audit.

07 Sales Competition:
Requirement of a Good Compensation Plan; Devising the Plan; Job Evaluation and Sales Positions; Types of Plans

08 Sales Budgets and Budgetary Control:

Budgeting; Selling Expense Categories; Methods for Determining the Selling Budget; Effect of Errors in Budgetary
Estimates; Flexibility in Budgeting

09 Salesforce Size and Territory Design:

Location of Effort; Conceptional Basis of Development; Portfolio Models; Size of the Sales Force: Approaches to
Determination of Sales Force Size; Concept of Territory; Readjusting the Territories.

10 Sales Forecasting:
A Forecasting Process; Selecting a Forecasting Method; Sales Forecasting Methods; Quota System; Types of
Quotas; Basic Levels of Individual Objectives.

11 Leading:
Managing and the Human Factor; Nature and Definition of Leadership; Leadership Behaviour and Styles; Traits
Approach; Situational Factors; Likert’s Four Systems of Management; The Managerial Grid; Power and
Leadership; Leadership Style in Indian Organisation; Needs of Wants of Employees; Goals and Objectives;
Leadership Skills; Diagnostic Skills; Motivation; Theories of Motivation; Process Theories of Motivation.

12 What is Sales Grid?

Concern for Making a Sale; Concern for Customers; How Assumptions Guide Behaviour; Significance of Grid
Positions.

13 The Customer Grid:

Factors Influencing a Customer’s Decision; Explanation of the Grid.

14 Attributes of a Good Salesman:

How Attributes affect a Salesman; 10 Commandments of Selling; 4 Keys for Understanding others; Developing the
Thinking Level of Communication.

15 Keys to Human Tendencies:

A Checklist for Offsetting Invalid Assumptions; Techniques for Gaining Skills in Persuasion; Meeting Resistance
Effectively; How to sell to the Tough Customer.

16 Building Your Own Credibility:

Identify the Needs; List Who Needs You in Order of Importance; Who Do You Want Your Customers To Be;
Where Are They; What Turns Them On; What Turns Them Off; How do you get to them.

17 Nature of Advertising:
Functions; Basic Information about Advertising Departments.

18 Career Aspects of Advertising

19 Advertising and Demand:

Advertising Elasticity of demand; Factors Affecting Advertising; Elasticity of Demand; How to Determine
Advertising Outlays; Role of Advertising.

20 Marketing Communications:
Marketing Information Systems; Marketing Communication Functions; The Role of Promotional Strategy;
Matching Product to Promotion

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21 Building the Advertisement:
Layout: Layout Types, Layout Characteristics Desired; Copy: Background Information for Copywriters, Objectives
of a Copy, Body Copy; Headlines: Types of Headlines; Colour in Advertisement

22 Advertising Budgets:
Small and Large Budgets: Planning Timings, Evaluation of Timing, Long; Term Consumer Effects, Price, Short
Term Consumer Effects, Long and Short Term Trade Effect; The Budget; Important Ratio; Brand Budgets;
Budgeting Methods; Other Methods of Budgeting.

23 Public Relations:
The PR Personnel Code of Corporate Ethics; Social Audit; Planning Relations Event; Corporate Advertising and
Media Planning; Industrial Advertising.

24 Sales Promotion:
Product Promotion; Advertising Strategy; Sales Promotion; Industrial Promotions.

MDB 203: CONSUMER BEHAVIOUR AND MARKET RESEARCH

01 Consumer Behaviour:
The P’s in Marketing; Why People Buy: Maslow’s Hierarchy of Needs; Factors Influencing Decision to Buy;
Significant Cues from Products; Other Aspects of Consumer Behaviour; Marketing Management and The
Behavioural Environment; Marketing Use of The Motivational Theory; Perception; Learning and Concept
Formulation; Learning Theory and Marketing Applications.

02 Essentials of Consumer Behaviour:

Changing The Basic Motivational Function; Associating The Product with a Special Group, Event or Cause;
Introduction to Psychology; Behavioural Inheritance.

03 Market Research:
Information from Final Consumers; Marketing Research During Different Phases of The Administration Process;
Information Sources Used; Scientific Method; The Marketing Research Process; Types of Research; Data
Collection Methods.

04 Processing And Data Analysis:

Data Analysis Process; Tabulating The Data; Application of Market Research

05 Advertising Research:
Product Appeals; Market Segmentation; Product Research

MDB 204: INDUSTRIAL AND INTERNATIONAL MARKETING

01 Types of Industrial Products:

Major Equipment; Accessory Equipment; Raw and Processed Materials; Component Parts and Sub; Assemblies;
Operating Supplies; The Derived Nature of Demand; Researching the Industrial Market

02 Industrial Marketing:
Demand for Industrial Products: Major Equipment, Minor or Accessory Equipment, Fabricating or Component
Parts, Process Materials, Operating Supplies, Raw Materials, Derived Demand, Elasticity of Demand, Customer
Motives.

03 Organisational Buying:
Factors Influencing Organisational Buying; Participants in Industrial Buying Process; The Nature and Study of
Organisational Buying Behaviour; Market Response: The Buy Grid Model; The Organisational Buying Decision
Process; Economic Influence; Political Influence; Legal Influence; Supplier’s Influence; Technology Influence;
Customer Influence; Government Influence; Labour Influence.

04 Organisational Influences on Buying Behavior:

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 Nature and Scope of Organisational Variables; Buying Tasks; Interpersonal Influencing in Organisational Buying;
The Buyer’s Centre; Users; Influencers; Buyers; Deciders; Gate Keepers; Relationship in the Buying Centre;
Implications for Marketing Strategy; Information Required by the Marketing Strategist; Developing Marketing
Strategies; Management of the Marketing Function

05 Introduction to International Marketing:

Historical Perspective; Balance of Payment Position; Emergence of Multi; national; International Marketing
Defined; Reasons for Increased Interest in International Marketing.

06 Globalisation:
The Trend towards Globalisation: The Movement of U S Companies Abroad, The Growth of the Japanese
Challenge, The Emergence of Third World Multinationals, Global Restructuring; The globalisation of Markets:
Motivation for Global Involvement; The Forces Shaping Global Marketing Strategies: Economic Forces,
Technological Forces, Political forces, Sociocultural Forces; How Global Marketing Differs

07 Collecting Information:
The Business Environment / Climate; Political Environment: Financial and Foreign Exchange Data, Legal and
Regulatory Data, Market Size, Growth Potential, Demographic Characteristics, Geographic Factors; Sample
Indicators of Market Potential; Sample Infrastructural Indicators; Competitive Market Structure.

08 International Marketing Strategies:

Formulating Strategy in International Markets: Importance of Strategy Formulation, The Triggers, The Strategic
Thrust, Leveraging the Firm’s Strengths, Strategic Decisions, Determining the Next Move, Phases of International
Market Development, Triggers to Initial International Market Entry, Key Strategic Thrust: Geographic Market
Extension, Key Decision, Triggers to Local Market Expansion, Triggers to Global Rationalisation.

09 Mode of Entry:
Factors Impacting The Choice of Mode of Entry; Country Characteristics; Trade Barriers and Government
Regulations; Product Characteristics; Firm/Management Objectives; Country Selection Strategy; Factors
Influencing Modes of Entry; Foreign Manufacturing: Contractual and Licensing Arrangements; Franchising; Joint
Venture; Wholly Owned Subsidiaries.

10 Tailoring Programs to Local Market:

Standardisation; Product Modification; Tailoring Communications Strategy: Government Regulations of
advertising and Promotion, Perception and Interpretation of Visual Stimuli, Tailoring Distribution Strategy.

11 International Distribution:
Distribution Structure; Customer Shopping Patterns; Competitors Distribution Strategy; Government Regulations.

12 Developing Global Marketing Strategy:

Configuring Global Markets: Determining Geographic Market Scope, Configuring Target Segments; Consumer
Market Segmentation: Configuring Global Markets, Organisational Market Segmentation, Achieving Global
Synergies, Scale Effectiveness, Co; Ordination and Integration Synergies, Transfer of Ideas, Transfer of Experience
and Know How, Building Strategic Flexibility, Production Shifting, Multiple Sourcing, Transfer Pricing, Managing
Cash Flows; Global Marketing Strategy Alternatives; Globally Integrated Strategies; Locally Responsive
Strategies; Hybrid Strategies; Focused Segment Strategies; Global Segment Strategies; Global Niche Strategies .

MDB 211: FINANCIAL DECISION POLICY

01 Introduction:
Nature and Scope of Finance; Objectives of Financial Management; Functional Areas of Financial Management;
Adoption of Certain Sciences in the Financial Decision Making

02 Corporate Financial Planning:

Corporate Planning; Corporate Objectives; Corporate Strategies; Corporate Goals; Top Management’s Approach to
Corporate Planning; Role of Corporate Planner; Capital Expenditure and Corporate Planning.

03 Tools of Financial Analysis:

12
 Concept of Funds Flow Statement; Meaning of the Term ‘Funds’; Objectives of Funds Flow Statement;
Advantages of Fund Flow Statement; Cash Flow Statement; Ratio Analysis.

04 Capital Structure:
Planning The Capital Structure; SEBI Guidelines on Capital Structure of Company; Factors that Determine
Optimum Capital Structure; How to Determine the Optimum Capital Structure of a Company; Financial Leverage
and Capital Structure; Equity Capital Vs. Debt Capital; Security Exchange Board of India; SEBI Guidelines on
Capital Issues; Guidelines for Issue of Debenture; Guidelines for Issue of Rights Shares; Guidelines for Issue of
Bonus Shares; Guidelines for Issue of Public Deposits.

05 Financial Forecasting:
Tools of Financial Forecasting; Proforma Financial Statement; Projected Income Statement; Projected Balance
Sheet; Balancing the Projected Balance Sheet; Cash Budget; Nature of Cash Budget; Long Range Cash Forecast;
Cash Budget for Short Period; Problems in Effective Financial Forecasting; Use of Financial Plans and Budget;
Reconciliation of Proforma Financial Statements and Cash Budget; Additional Methods of Financial Forecasting;
Simple and Curve; Linear Regression Methods.

06 Management of Working Capital:

Meaning and Concept of Working Capital; Importance of Adequate Working Capital; Optimum Working Capital;
Operating Cycle; Working Capital Control; Planning Working Capital; Regulation of Bank Finance for Working
Capital in India; Management of Working Capital.

07 Capital Budgeting:
Concept of Capital Budgeting; Importance of Capital Budgeting; Long; Range Planning of Capital Expenditure;
Controls for Capital Expenditure; Capital Budgeting Process; Planning Capital Expenditure; Selection of Projects
Investment; Methods of Evaluation of Capital Investment Analysis; Problem of Ranking the Projects; Capital
Rationing; Size of Capital Budget; Capital Budget Optimisation; New Analytical Techniques for Capital
Expenditure for Capital Expenditure Evaluation; Tax Considerations in Investment Appraisal.

08 Valuation of Shares:
Concepts of Going Concern Value; Assets Approaches to Valuation; Capitalisation of earning approach; Nuisance
Value.

09 Financial Problems of Corporate Amalgamations:

Concept of Mergers and Acquisitions; Definitions; Examples of Mergers; Indian Legal Framework for Mergers,
Amalgamations and Take Over; Reasons for Mergers and Acquisitions; Framework for Evaluation in Mergers
Negotiations for Pre Merger and Post Merger Problems; Basic Guidelines for Mergers.

10 Inter Company Loans and Investment:

Introduction; Legal provisions; New Outlook

11 Portfolio Management:
Introduction; Definition of Certain Terms; Modus Operandi of Portfolio Management; Techniques of Portfolio
Management; Points to be Considered by Portfolio Managers While Analysing a Security; Types of Risks;
Investment Decisions and its Rules; Review of Portfolios; SEBI Regulation on Portfolio Management

12 Management of Profits:
Dividend; The Walter Approach; Cost of Retained Earnings; Dividend Practices; Determinants of Dividend Policy;
Basic Questions Relating to Dividend Policy; Depreciation; Functions of Depreciation Process; Source of Funds
Controversy; Depreciation Methods; Concepts of Bonus Shares and Legal Provision; Determining The Quantum of
Bonus Issue; Investors and Bonus Issues.

13 Auditing:
Definition of Auditing; The Auditor; Objectives of Audit; Aspects to be Covered by Audit; Various Types of
Audit; Audit Techniques; Advantages of Independent Audit; Statutory Financial Audit; Statutory Tax Audit;
Statutory Cost Audit; Operational Audit; Systems Audit; Internal Audit.

14 Tax Planning and Business Taxation Strategies:

13
 Basic Concepts; Computing Income from Salary, House Property, Business and Professions, Taxable Capital
Gains; Computing Income form other Sources; Deductions and Exemptions; Returns of Income.

15 Miscellaneous Topics:
Inflation adjusted Accounts; International Standards in Financial and Accounting Disciplines; Budgetary Control
and Zero Base Budgeting.

MDB 212: ADVANCED MANAGEMENT ACCOUNTING

01 Introduction:
Meaning; Definition of Management Accounting; Scope of Management Accounting; Functions of Management
Accounting

02 Principles of Management Accounting:

Conventions of Management Accounting; Techniques and Tools of Management Accounting; The Management
Accountant; Management Audit; Limitations of Management Accounting; Difference between Management and
Financial Accounting; Management Accounting Vs. Cost Accounting.

03 Financial Statements Analysis and Interpretation:

Concept; Common Size Statements; Trend Analysis; Limitations of Trend Analysis; Illustrations and Solutions

04 Ratio Analysis:
Introduction; Definition; Importance of Ratio Analysis; Limitations of Ratio Analysis Interested Parties;
Classification of Ratios; Illustrations

05 Funds Flow Statement:

Concept; Objectives; Sources and Uses of Funds; Illustrations

06 Cash Flow Statement:

Concept; Cash Flow Statement; Application and Uses; Limitations; Illustrations

07 Methods of Costing:
Introduction; Types of Cost; Methods of Costing; Illustrations

08 Marginal Costing:
Introduction; Advantages of Marginal Costing; Applications of Marginal Costing; Break Even Analysis;
Illustrations

09 Marginal Costing and Differential Analysis:

Differential Cost (or Incremental Cost) Analysis; Differential Cost Analysis and Marginal Costing; Practical
Applications of Differential Costs; Illustrations

10 Standard Costing and Variance Analysis:

The Concept; Advantages and Limitations; Setting of Standard Costs; Computation and Analysis of Variances;
Illustrations; Reporting and Investigation of Variance

11 Responsibility Accounting:
Concepts; Principles and Prerequisites; Advantages and Limitations; Responsibility Accounting and Budgetary
Control; Responsibility Centres; Illustrations

12 Management Information System and Support Systems:

Introduction; Need for Communication; Business Dimension of Information; Approaches to MIS.

13 Management Information System and Management Reports:

Meaning of MIS; Characteristics and Prerequisites of Good MIS; Impact of Computers and MIS on Different
Levels of Management; Reports: Meaning, Prerequisites of a good report, Types of Reports, Reporting System,
Index of Reports, Specimen form of Reports; Illustrations

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 MDB 213: FINANCIAL BUSINESS ENVIRONMENT

01 Export Finance I:
Export Contract; Export Payment Terms; Preshipment and Post; shipment credit; Basic Export and Import
Documents.

02 Export Finance II:

Intermediaries in Foreign Trade; Risk Management in Foreign Trade; Preshipment Inspection and Quality Control;
Shipment of Export Cargo by Sea, Air and Post

03 Export Finance III:

Excise And Customs Clearances; Export Licensing; Negotiations; Procedures and Documentation for Duty
Drawback, Cash Assistance and Import Replenishment License

04 Export Costs and Export Pricing:

Export Costing; Marginal Costing or Contribution Pricing; Value Added Costing; Export Pricing; Export Price;
Marine Insurance

05 Raising Funds from Financial Institutions:

Management of Corporate Finance; Nature Of Investment And Financial Decisions; Decision Criteria; Liquidity;
Profitability; Cost And Risk; The Art And Science Of Financial Negotiations

06 Techniques for Financial Forecasting:

Concept of Fund Flow Statement; Meaning of the Term “Funds”; Objectives of Fund Flow Statement; Cash Flow
Statement; Ratio Analysis; Financial Leverages.

07 Capital Expenditure Budgeting:

Concept; Project Appraisal; Methods of Evaluation investment Proposals; Social Cost; Benefit Analysis; Cost of
Capital.

08 Control of Capital Expenditure:

Techniques of Project Management; Lease or Buy Decision

09 Cost of Capital and Investment Decisions:

Concept of Cost of Capital; Techniques of Determining Cost of Capital; Cost of Retained Earnings; Capital
Budgeting for Risky Investments; Borrowing Against Plant and Machinery.

10 Source of Company Finance:

Promoters; Underwriters; Capital Market; role of Capital Market; Growth of Capital Market; Foreign Capital in
Indian Industries; Stock Exchange; Regulation of Stock Exchange; New Issue Market; Listing of Securities.

11 Financial Institutions and their role in Industrial Finance:

Introduction; Institutional Framework; Types of Assistance; Working of SFCs and SIDCs; Area of Operation of
SFCs and SIDCs; Industrial Finance Corporation of India (IFCI); Industrial Credit and Investment Corporation of
India (ICICI); Industrial Development Bank of India (IDBI); Industrial Reconstruction Bank of India (IRBI); EXIM
Bank; Leasing Companies.

12 Negotiating Term Loans with Banks and Financial Institutions:

Introduction; Term Loans by Indian Banks; Effective Negotiation; Terms Loan Appraisal; Securities against Term
Loans

13 Documentation of Loans:
Mortgage; Hypothecation; Consortium Arrangements; Underwriting of Securities

14 International Finance Institutions:

International Monetary Fund; World Bank; International Finance Corporation (Washington); Overseas Economic
Cooperation Fund; European Seed Money Fund.

15 Rehabilitation of Sick Industries:

15
 Introduction; Registration with BIFR; Definition of Sickness; Reporting Sickness; Procedure in BIFR; Industrial
Recognition

MDB 214: SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT

01 Nature and Scope of Investment Decisions:

Nature of Investment Decisions; The Investment Process; The Investment Environment

02 Components of Investment Risk:

Concept of Investment Risk; Evolution of Risk Connotations; The Interest Rate Risk; The Market Risk; The
Inflation Risk; The Default Risk; The Management Risk Factor; The Liquidity Risk Factor

03 Valuation of Securities:
The Three Step Valuation Process; The General Valuation Framework; Valuation of Fixed Income Securities;
Valuation of Preference Shares; Valuation of Equity Shares

04 Organization and Functioning:

Primary Vs. Secondary Market; Types of Trade Securities; Stock Market in India; Over The Counter Exchange of
Indian (OTCEI)

05 Regulation:
History of Securities Market Regulation; Regulation of Secondary Market; Regulation of Primary Market;
Regulation of OTCEI; Securities And Exchange Board of India (SEBI); Self – Regulation

06 Economy and Industry Analyses:

Security Analyses and Investment Decision; Fundamental Analyses; Fundamental Analyses and Efficient Market;
Fundamental Analysis and Chemistry of Earnings; Economy-Industry-Company Analyses: A Framework;
Economy Analyses; Economic Forecasting; Industry Analysis

07 Company Level Analysis:

Need for Company Analysis; Estimation of Future Price; Quantitative Analyses; Forecasting Earnings per Share;
Traditional Methods of Forecasting EPS; Modern Methods of Forecasting EPS; Qualitative Analysis

08 Technical Analysis:
Meaning of Technical Analysis; Fundamental Analysis Vs Technical Analysis; Origins And Development of
Technical Analysis; Techniques of Technical Analysis; Market Indicators; Limitations of Technical Analysis

09 Portfolio Analysis:
Inputs to Portfolio Analysis; Portfolio Analysis and Selection

10 Portfolio Selection:
Finding The Efficient Set; Single-Index Model; Other Portfolio Selection Models

11 Capital Market Theory:

Concepts of Risk-Free Asset, Risk-Free Lending and Borrowing; Efficient Set with Risk-Free Lending and
Borrowing; The CAPM; Arbitrage Pricing Theory (APT)

12 Portfolio Revision:
Meaning of Portfolio Revision; Portfolio Revision Practices; Constraints in Portfolio Revision; Formula Plans

13 Performance Evaluation of Managed Portfolio:

Methods of Computing Portfolio Return; Components of Investment Performance; Problems with Risk-Adjusted
Measures; Benchmark Portfolios for Performance Evaluation

14 Investment Companies:
Investment Companies; Portfolio Management Process; Problems of Portfolio Management;
Regulations/Guidelines Governing Investment Policies of Investment Companies in India; Investment Options for
Investment Companies in India; Investment Patterns of Investment Companies in India; Private Sector Investment
Companies; Problems Faced by Indian Investment Companies

16
15 Mutual Funds:
Concept of Mutual Fund; Advantages of Investing in Mutual Funds; Types of Mutual Funds; History of Mutual
Funds; Organisation of Mutual Funds; Creation of A Portfolio; Portfolio Revision; Systems and Controls

MDB 221: STRATEGIC HRM

01 The Basis of Strategic Human Resource Management

The Concept of Human Resource Management; The Concept of Strategy; The Concept of
Strategic HRM; The Process of Strategic HRM.

02 The Practice of Strategic Human Resource Management

Formulating and Implementing HR Strategy; Strategic HRM in Action; The Strategic Contribution of HRM to
Organizational Success; The Strategic role of the HR Function.

03 Organizational Strategies
Strategies for Organizational Development; Strategies for Culture Management; Change Management Strategies;
Strategies for Developing the Employment Relationship

04 Functional Strategies
Employee Resourcing Strategic; Strategies for Managing Performance; Strategic Human Resource Development;
Reward Strategy; Employee Relations Strategy; Conclusions: Getting into Action.

MDB 222: EFFECTIVE LEADERSHIP SKILLS

Human Resource Development; Performance Appraisal; Training & Development; Career Planning &
Development; Organizational Developments

MDB 223: HUMAN RESOURCE DEVELOPMENT

01 Human Resource Development

The Human Resources and Their Importance; Evaluation of the Management of Human Resources: Indian Context;
Human Relation Theory; Distinction between Personnel Management & Human Resources Management;
Historical Aspects of HRD; Functions of HRD; Prerequisite for a Successful HRD Programme; Human Resources
and Selection Policy; Recruitment Policy

02 Performance Appraisal
Nature of Appraisal; Choosing the Appraisal Criteria; Traditional Trait Appraisals; Appraisal Manager against
Verifiable Objectives; Appraising Managers as Managers; Performance Appraisal in Indian Industries; Promotions

03 Training & Development

Introduction to Training; Objectives of Training; Identify Training Needs; Training Responsibility and Evaluation;
Counselling as a Training AID; Workers Education; Induction and Training Practices in India; Managerial
Development; Total Organisation Analysis; The Training Programme Objectives; Training Practices in India

04 Career Planning & Development:

Process of Career Planning; Promotion Policies; Benefits of Effective Promotion Policies; Benefits of Effective
Promotion Policy

05 Organizational Developments:
Concept of OD; Characteristics of OD; The OD Process; Benefits and Limitations of OD

06 Leadership:
Nature of Definition; Defining Leadership; Leadership Behavior and Styles; The Traits Approach; The Managerial
Grid; situational, or Contingency, Approaches to Leadership; Path-Goal Approach to Leadership Effectiveness

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 MDB 224: LABOUR LAW

The Factories Act, 1948; He Workmen’s Compensation Act, 1923; The Employees’ State Insurance Act, 1948; The
Employees’ Provident Funds and Miscellaneous Provisions Act, 1952; The Payment of Gratuity Act, 1972; The
Maternity Benefit Act, 1961; The Payment of Wages Act, 1936; The Minimum Wages Act, 1948; The Industrial
Disputes Act, 1947; The Industrial Employment (Standing Orders) Act, 1946; The Trade Unions Act, 1926; The
Payment of Bonus Act, 1966; The Apprentices Act, 1969; The Employment Exchanges (compulsory Notification of
Vacancies) Act, 1959; The Collection of Statistics Act, 1953.

MDB 231: ADVERTISING MANAGEMENT

01 Nature of Advertising:
Communication; Information; Persuasion; Profit Maximization; Advertising Agency and Departments; Functions;
Research; Mechanical Production; Accounting Public Relations; Merchandising – Sales Promotion; Creativity

02 Career Aspects of Advertising:

The Advertiser; Advertising Agencies; Accounts Executive; Copywriters; Visualisers; Creative Director;
Production Department; Media Planner; Marketing Research; The Media; Ancillary Services; Free-lancers; A
Highly Paid Profession, Advertising as a Career.

03 Advertising and Demand:

Advertising Elasticity of Demand; How to determine Advertisement Outlays? Role of Advertising

04 Marketing Communications:
Marketing Information Systems; Marketing Communication Functions; The Role of Promotional Strategy;
Coordinating Promotional Elements; Promotion Management and the MIS; Matching Products to Promotion;
Consumer Information

05 Building the Advertisement:

Layout; Copy; Headlines; Body Copy; Typography, Production and Colour

06 Advertising Budget:
Small Budgets and Large; The Budget; Budgeting Methods; Advertising to Margin (A/M); Other Methods of
Budgeting; Fixed Amount

07 Public Relations:
The Public Relations Personnel Code of Corporate Ethics; Social Audit; Planning a Public Relations Event;
Corporate and Media Planning; Industrial Advertising

08 Sales Promotion:
Product Promotion; Advertising; Sales Promotion; Industrial Promotion

09 The Complete Campaign:

Checklist; Setting the Campaign Strategy; Creative Strategy; Media Strategy; Producing the Complete Ad
Campaign; Evaluating the Ad Results

MDB 232: ADVERTISING ART AND PRODUCTION

Typography and Lettering; The Elements of Layout; Balance in Layout; Illustration; Preparation of a layout; creativity
in Advertising; Vizthinking Exercise; Direct Marketing; Designing Printed Matter; Package; Point of Purchase; Radio
and Television Advertising; production; Printing processes; Finishing and Binding.

MDB 241: PUBLIC RELATIONS: CAMPAIGNS AND EVENT MANAGEMENT

01 PR & EM; Concepts & Principles:

Principles of PR & Publicity; Need For PR & EM; The PR Spectrum; PR Tools; Benefits of PR

02 Planning & Organizing For PR:

18
 Role Of PR In The Marketing Communications Mix; PR Strategies; PR Agency Structure & Organization; PR
Research; PR Decisions; PR Budgeting; PR Execution; Control & Evaluation.

03 PR Communication:
Mass Media & Theory of Communication; Marketing Communication; Creativity in Ideation; Written & Oral
Communication; Approaches to PR Writing; PR Practices & Journalism; Political Communication.

04 PR Activities:
Corporate Identity Management; Brand Management; Media Relations; Campaign Management; Sponsorship
Marketing; Event Management; Managing Negotiations; International PR & Web PR.

05 Event Management Process & Activities:

Strategies of Event Planning; Production; Marketing; Sponsorship; Control; Co; Ordination; Execution; Crisis
Management; Effectiveness Evaluation.
Corporate Events; Trade Shows & Exhibitions; Entertainment Marketing; Celebrity Management; Sports
Marketing; Concert Management; Wedding Management; Party Management; Rural Events

06 PR; Legality & Ethics:

Corporate Social Responsibility of PR; Other Ethical & Legal Issues in PR.

MDB 242: MEDIA RELATIONS AND PLANNING

What is Public Relations? Types of PR Jobs and Activities; How Communication Works; Understanding the
Media; Developing Credibility with the Media and Your Bosses; Training Your Bosses and Co-Workers; Settling
Policy; The Contract List Database; The News Release; Media alerts, Advisories, Calendars, Feature Ideas; The
Broadcast Media; The Public Service Announcement; Direct Mail; Advertising; Developing Experts, Getting
Products Mentioned; Cyber PR; Dealing with Dignitaries; The Press Conference, Press Kits and Speech Writing.

MDB 243: NEWS AND FEATURE WRITING

01. Press Release Basics:

The Basics of Journalistic Writing-the 5 W's, Inverted Pyramid, the Importance of Story in PR Writing, Analyzing
the Elements of a News Story

02 Writing for Editors:

The News Angle, the Role of the Editor, what do Editors look for in a Story? The Press Release and Media Alert
Format, the use of Direct Quotes,

03 Pre-writing and Planning your Message:

The Importance of the Writing Process, Outlining, Clustering and other ways of Organizing Information, Crafting
the Message, the Importance of Revisions and Redrafts

04 Features:
Discovering Feature Material, Placement of Ideas, Other uses of PR Writing for Feature Stories. Also, Press
Releases for Arts Events and Similar Activities, the Relationship of the Press Release to the Press Kit, and the Press
Conference
05 Pitching Stories and Interviews:
Memos, Pitch Letters and Confirmation Letters, "scripting" the Interview, how to meet the Media

06 Press Release Enhancements:

Different Ways to Diversify your Style and Make your Copy More Compelling; Different Types of Press Release
Lead

07 Broadcast Release & PSA:

Four Principal Vehicles for Broadcast Publicity, Differences in Writing for The Ear Vs. The Eye, Basic Principles
of Writing for The Ear, and Formats for The Broadcast Release & PSA; VNRs, Film scripts, Presentations, Visual
Treatments, how do News outlets use Your PR Submissions; New Technologies in PR.

19
08 PR Writing and the Web:
How public relations professionals are using the Internet, Web-based challenges and opportunities. Writing for
Web sites.

09 Researches and Fact-Finding:

Fact-Finding, Newsgathering, Organizing your Information, Essentials for Interviews, Research Tools

10 Newsletters, Backgrounders and Position Papers:

Public Relations Writing for Internal Audiences; Writing Backgrounders, Position Papers and Other Longer Pieces
for Different Publics; Also, Discussion of Advertising for the PR Professional, Developing a Concept and a Visual,
Stages of Creativity

MDB 251: INTERNATIONAL BUSINESS

01 International Trade; An Introduction:

Emerging Global Scenario

02 The Basis of International Trade (Theories of International Trade):

Comparative Cost Theory; Opportunity Cost Theory; Heckscher–Ohlin Theory; Availability Approach

03 Gains From Trade And Terms Of Trade

Gains from Trade- Terns of Trade; Different Concepts of Terms of Trade; Problems of Measurement of Terms of
Trade.

04 Balance of Payments:
Balance of Payments; Nature of Balance of Payments Accounting; Components of Balance of Payments; Balance
Payments of Disequillibrium

05 Trade Barriers:
Tariffs; Classification of Tariffs; Impact of Tariffs; Nominal Tariff and Effective Trade; Optimum Tariff; Non
Tariff Barriers; Quotas; Impact of Quotas; Tariff Vs. Quotas

06 Countertrade:
Forms of Countertrade; Reasons for The Growth of Countertrade; Drawback

07 Trade In Services:

08 Foreign Package:
Foreign Exchange Market; Method of Effective International Payments; Transactions in The Foreign Exchange
Market; Swap Operations. Determination of Foreign Exchange Rates; Purchasing Power Parity Theory; Balance of
Payments Theory; Exchange Control; Objectives of Exchange Control; Methods of Exchange Control.

09 Economic Integration and Regional Groupings:

Free Trade Area; Customs Union; Common Market; Economic Union; EEC; Other Regional Groupings; SAARC.

10 International Cartels and Commodity Agreements:

International Cartels; Quota Agreements; Bufferstock Agreements; Bilateral/ Multilateral Contracts.

11 International Economic Organisation and Forums:

IMF; World Bank; International Development Associations International Finance Corporation; Asian Development
Bank; GATT; Uruguay Round; UNCTAD; UNICO.

12 International Monetary System:

The Pre- Bretton Woods Period; The Bretton Woods System; Breakdown of The Bretton Woods System and
Emergence of Managed Floating; EMS.

13 The Eurodollar Market:

Meaning and Scope; Important Features of The Market; Origin and Growth; The Participants; Supply and Demand
- Tonic or Poison?

20
14 Multinational Corporations:
Dominance of MNC’S; Definition; Bases; Distribution of Investment; Investment Motives; MNCS and
International Trade; Merits of MNCS; Demerits; New Trends; Code of Conduct; Perspective.

15 Foreign Trade Control and Exim Policy:

Control of Foreign Trade; Export; Import Policy

16 Organisational Set-Up:
Ministry of Commerce; Autonomous Bodies; Public Sector Organisation; Advisory Body; Attached and
Subordinate Offices

17 Export Promotion:
A Brief Review of Export Promotion Policy Through Plans; Incentives; Production Assistance/ Facilities;
Marketing Assistance; State Trading.

18 Export Oriented Units and Export Processing Zones:

Export Processing Zones; Export-Oriented Units; Eligibility; Leasing of Capital Goods; Value Addition; Legal
Undertaking; Conversion; Export Obligation; DTA Sales; Benefits For EPZ/EOU Units; Supplies From Dta –
Interunit Transfer; Subcontracting; Private Bonded Warehouses.

19 Export Houses and Trading Houses:

Criteria for Recognition; Benefits

20 Foreign Trade of India:

Comparative Export Performance of India; Foreign Trade Under The Plan; Major Exports; Major Imports;
Direction of Trade.

21 Major Problems of India’s Export Sector:

High Courts; Poor Quality Image; Unreliability; Supply Problem; Faceless Presence; Infrastructural Bottlenecks;
Structural Weakness; Uncertainties; Procedural Complexities And Institutional Rigidities; Inadequacy of Trade
Information System.

22 International Financial System:

Scope of the Bank; Relevance of Management; Finance Function; Input Market; Output Market; Sources and Uses;
Macro View of Foreign Flows; Sectorial Interdependence; International dependence.

23 International Trade and International Finance:

Trade and Balance of Payments; Current Items; Capital Items; Components of International Financial System;
Foreign Exchange Market; International Currency Markets; Institutions in International Financial System.

24 Balance of Payments Theory:

Definition; Accounting of BOP; Sources of Compilation; Limitations of Compilation; Components of BOP; BOP
Data; Mechanism of Adjustment; Price Mechanism; Income Adjustment; Absorption Approach of Alexander;
Elasticity Approach Vs. Absorption Approach; General Equilibrium Approaches; Measurements of Deficits.

25 India’s Balance Payments:

Sectorial Breakdowns; Sources of Data (India); Trends in BOP; Role of Services in BOP; Non-resident Inflows;
Services Sector in India’s Trade; Foreign Exchange Reserves; Foreign Assistance.

26 Trade Theory:
Domestic and Foreign Trade; Barter Trade Vs. Money Trade; Classical Trade Theories; Comparative Advantage;
labour theory of Value; Heckscher-Ohlin Theorem; Theory of Commodity and Factor Price Equalisation; Leontief
Paradox; Reciprocal Demand; Indifference Curves; Offer Curves; Changes in Demand; Trade Gains; Generalised
Trade Theory.

27 Hablerler’s Opportunity Cost Theory:

Representation of Opportunity Costs; Position Under Constant Returns; Increasing Costs; Decreasing Costs; Trade
Possibilities Under Constant Costs; Case of Increasing Costs; Evaluation.

21
28 Heckscher-Ohlin Theorem:
Elements of Ohlin’s Theory; Factor Proportions Theory; Modern Theory of International Trade; Equilibrium
Analysis; Application of Indifference Curve; General Equilibrium; Factor Price Equalization Theorem; Leontief
Paradox; Critical Evaluation of Hechsher-Ohlin Model; Modern Theory Vs. Classical Theory.

29 Recent Theories of International Trade:

Kravis Theory of Supply Availability; Kindle Berger’s Hypothesis; Bhagwati’s Thesis - Metzler’s Paradox; ‘Dutch
Disease’; Eckaus Theory; Stopler-Samuelson Theorem; Kuhn’s Theorem; Pybenzynski Theorem; Technology and
Trade Theory.

30 Gains from Trade:

Gains to Exporting Country; Gains to Importing Country; Overall Gains to the World; Factors Influencing Gains;
Measurement of Gains; Gains Represented Diagrammatically.

31 Terms of Trade:
J. S. Mills Thesis; Reciprocal Demand; Marshall; Edgeworth Offer Curves; Factors Influencing Terms of Trade;
Elasticities; Terms of Trade and Welfare; Usefulness of the Concepts –Terms of Trade in India; Deterioration of
Terms of Trade of ldss.

32 Dynamics of International Trade and Growth:

Effects of Tastes; changes in Factor Endowments; Technology Changes; Trade and Growth in the LDCS; Linkages,
Forward and Backward; National Income and Trade; Imports and Growth; Terms of Trade; Elasticities.

33 India’s Foreign Trade:

Importance of Foreign Trade; Trade Philosophy; Organisational Framework; Trends in Trade; Invisible Trade;
Direction of Trade; Terms of Trade; Composition of Trade; Structural Changes; Government Share in Foreign
Trade; Latest Trade Policy; Foreign Sector in Sixth Plan; The Seventh Plan; Project and Consultancy Exports;
Indian Banking; Marine Insurance.

34 Bilateralism in Foreign Trade:

Why Bilateralism; Role of Bilateralism in India; Type of Agreements; Direction of Trade; composition of Bilateral
Trade; Gains from Bilateral Trade; Mechanics of Payment; Counter Trade –STC –Criticism of STC; MMTC etc.

35 Commercial Policy and Theory of Tariffs:

Definition; Free Trade Vs. Protection; Effects of Tariffs; Effective Rate of Protection; Concepts pf Protection; Non-
Economic Arguments for Protection; Economic Arguments; GATT; UNCTAD Commodity Agreements; WTO.

36 Commercial Policy in India:

Tools of Commercial Policy; Control on Trade; Trends in Export Duties; Trends in Import Duties –Subsidies and
Incentives; Fiscal; Financial Incentives; Special Incentive Schemes; Advance Licensing System; Other Incentives;
Aid to Exports by SSIS; Latest Import-Export Policy; Export Processing Zones 100% Export Oriented Units; Trade
Development Authority; Other Institutional Agencies.

37 Theory of Customs Union and Regional Economic Cooperation:

What is Customs Union; Trade Creation and Trade Diversion; Gains; Dynamic Effects; Economic Cooperation
Among Developing Countries; Asian Clearing Union; Purposes; Constitution; Unit of Account; Eligible
Transactions; Eligible Instruments –Settlement of Accounts; Benefits of ACU; AMU Rates; SAARC.

38 Export Marketing:
Marketing Concepts; Foreign Vs. Domestic Markets; Market Information; Evaluation of Market Research; Export
Marketing Policy; Macro Level Marketing Strategy; Search for Markets; Micro Level Marketing Strategy; Product
Mix; Pricing; Promotion Measures; Evaluation and Control.

39 Government Regulations and Procedures:

Licensing Policy; Licensing Authority; Sponsoring Authority; Procedures; Import Licenses; Export Licenses;
Alexander Committee; Abid Husain Committee; Import Export Policy; Thrust on Export Promotion and Import
Substitution; ECGC And Exporters; ECGC Role; Standard Policies; Types of Policies; Settlement of Claims;
Procedure of Insurance; Specific Policies; The Berne Union; Financial Guarantees.

22
40 Export- Import Procedures and Documentation:
Foreign Enquiries; Sale Terms; Payment Terms; Cash with Order; Consignment Sales; Open Account; Buyer’s
Credit; Lines of Credit; Letters of Credit; Types of Credit; Main Document of Foreign Trade; Bill of Lading;
Insurance Policy; Bills of Exchange; Other Foreign Trade Procedures; Invoice; Uniform Customs And Practices
For Documentary Credits; Uniform Rules Of Collection.

41 Operations Of Banks, IDBI And EXIM Bank:

Organisation - Import Credits; Export Credit; Foreign Exchange Transactions; Spot And Forwards; Nostro, Vostro
and Loro Accounts; Principle of Value Compense –Rate of Interest; Buying and Selling Rates; Types of Rates;
Long Rates; Tel Quel Rates; Forwards Rates; Option Deals; Swap Transactions; Export Finance and Banks;
Quantum of Export Finance; RBI Export Credit; IDBI Export Finance; Export Markets for Small Scale Industries;
EXIM Bank; Objectives; Organisation; Functions; Incidental Functions; Operations; Programmes.

42 Banks And External Sector:

Recent Problems of BOP; Industries and Trade Policy Changes; Eighth Plan Projections; Export Credit References;
EXIM Bank Banks and Indian and Indian Companies; EXIM Bank and Foreign Capital; Exchange Rate and Banks;
Recent Changes in Bank’s Activity; Factoring and Forfeiting of Impact of Forfeiting.

43 Foreign Exchange Market:

International Financial System and Foreign Exchange Market; Foreign Sector and Foreign Exchange Market;
Bank’s Purchases and Sales; Instruments of Credit Traded; Foreign Exchange Market Components; Exchange Rate
Mechanism; Spot and Forward Rates; Speculation; Arbitrage; India’s Foreign Exchange Market; Exchange Market;
Exchange Dealers; RBI and Exchange Market; Exchange Rate System in India; Floating Vs. Fixed Exchange
Rates; Advantage of Basket of Currencies.

44 Euro-Currency Market:
International Money and Capital Markets; Exchange Markets and Currency Markets; Origin of Euro-Currency
Markets; Dealers in The Market; Asian Currency Market; Petro - Dollar Market; Impact on Exchange Markets;
Segments of The Market; Sources and Uses; Size and Growth; Techniques of Operation; Importance of The
Market; Indian and Foreign Currency Markets; International Financial Center in India.

45 Exchange Risk Management:

Strength of Currency; Why Exchange Risk; Factors Affecting Exchange Rates; Types of Risks; Exchange Rate
Management- Full Convertibility of Rupee; Multilateral Investment Guarantees Agency; Trade and Exchange Risk;
Exchange Rate and Currency Risk Arbitrage and Speculation; Coverage of Risk; Risk in Forward Market.

46 Foreign Aid and Term-Lending:

Theory of Foreign Capital Flow; Aid Requirements; Criteria Governing Aid; Trends in Aid in India; Types of Aid,
Forms of Aid; Desirable Pattern of Flows; Indirect Aid; Advantages and Disadvantages of Aid; Debt Burden;
Foreign Investment in India; Indian Aid to Other Countries; Joint Ventures; Government Policy Guidelines;
Geographical and Industrial Coverage; MNCS; International Long-Term Lending, World Bank; IDA; IFC; BIS;
ADB.

47 Exchange Controls in India:

RBI as The Exchange Control Authority; Authorised Dealer; Money Changers; Permitted Methods; Other Receipts;
Payment for Imports; Other Payments; Delegation to AD’s; Forward Covers; Securities; Foreign Currency
Accounts; Non-Resident Accounts; Loans and Overdrafts; Blocked Accounts; Statistical Reporting to RBI.

48 IMF and the International Monetary System:

Objectives; Fund’s Role of Consultation; Sources of Funds, Quotas; Other Sources of Funds; Lending Operations;
Standby Arrangements; IMF Charges; Other Facilities; Exchange Rates and Par Values; International Monetary
Reforms; International Liquidity; Composition and Level; Adequacy of Reserves; Problems of Liquidity;
Augmentation of Liquidity; SDRS; SDR Allocation; Limitations; Uses; SDRS in India; IMF Net Position.

49 New International Economic Order:

World Trade Trends; World Aid Trends; World Monetary Trends; Role of GATT; Role of UNCTAD; Origin of
NIECO; Emergence of North Dialogue; Objectives; Elements; Implementation Of N.I.E.O. Action Programme.

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 MDB 252: MANAGEMENT OF IMPORT AND EXPORT

01 Export Profile:
Textile and Readymade Garments; Gems and Jewellery; Leather Goods; Chemicals and Related Products

02 Principal Imports:
Machinery and Transport Equipment; Petroleum and Related Products; Pearls, Precious and Semi Precious Stones;
Iron and Steel; Fertilisers; Edible Oil; Non-Ferrous Metals

03 Institutional Infrastructure for Exports:

Department of Commerce; State Government; Commodity Organisations; Service Institutions; Export
Corporations; Indian Government Trade Representatives Abroad

04 Import Management:
The Import Process; Types of Importers; Indian Customs; Import Procedure

05 Information for Better Import Management:

Current Limitations; Importance of Import Information; Human Inertia; Decision Areas; Checklist of Information
Requirement

06 Warehousing Techniques for Imported Goods:

Purpose and Objectives of Warehousing; Warehouse Imports at Points of Entry; Identifying, Inspecting and
Receiving Goods; Storing Goods; Handling Equipment

07 Export Marketing Organisation:

Factors Affecting Organisational Design; Types of Export Organisations

08 Personal Selling and Management of Export Personnel:

Importance and Advantages of Personal Selling; Management of Personal Selling; Management of Sales Force;
Personal Selling Process

09 Developing Exports through Correspondence:

Objectives; Comparative Advantage of Export Correspondence; Mailing of List Importers; Establishing Relations
through Sales Correspondence

10 Drawbacks of India’s Export Sector:

Declining Share in World Exports; Narrow Product – Market Range

11 Assistance and Incentives to Indian Exporters:

Marketing Development Assistance; Cash Compensatory Support; Duty Draw-Back Scheme; Replenishment
Licensing Scheme; EXIM Scrip; Duty Exemption Scheme or Advanced Licensing Scheme; Assistance to 100 Per
Cent Export Oriented Units; The Infrastructure Facilities

12 Export Barriers; Tariff and Non Tariff:

What is Tariff? Types of Tariff; How The Tariff System Operate; Arguments to and Against Tariffs; Measuring the
Effect of Tariffs; Nominal Vs Effective Tariffs Rate; Non-Tariff Barriers; Foreign Exchange Control

MDB 253: EXPORT - IMPORT PROCEDURES AND DOCUMENTATION

01 Exports and Imports – General Provisions

Sending Export Samples; Brief Note on Some Distribution Channels seen Overseas

16 Shipment of Export Goods and Customs Clearance:

Clearing and Forwarding; Port Commissioner’s Charges

17 Packing and Packaging:

Importance of Packing and Packaging; Marking

18 Quality Control and Preshipment Inspection:

24
 Exports (Quality Control and Inspection) Act; Types of Preshipment Inspection; Procedure for Preshipment
Inspection by Export Inspection Agency (EIA); ISO 9000 & Harmonized Standards

19 Excise Clearance for Export Items:

Export under Rebate of Duties; Export under Bond

20 Export Documents:

21 Standardised Pre-Shipment Export Documents (Aligned Export Documents):

Aligned Documentation System (ADS); Commercial Documents; Regulatory Documents; Standardization;
Reproduction; The Use of Masks; Documents Used in Export Transactions

22 Marine Insurance of Export Cargo:

Claims against Marine Insurance Policies

23 Export Finance:
Preshipment Credit; Post Shipment Finance

24 Documentary Letters of Credit:

Parties to L/C; Types of L/C; How is the L/C Opened? What does the Exporter do on getting the L/C?

25 Duty Exemption Scheme – Advance Licenses:

Duty Exemption Scheme; Value Addition; Application for Advanced License; DEEC Book; LUT; Monitoring the
Obligation; Enhancement in License Value; Extension of EO; Revalidation of AL; Duty Drawback and AL; AL
under Export Production Program

26 Organisations Assisting Export Trade:

Export Import Bank of India (EXIM Bank); Export Credit and Guarantee Corporation (ECGC); Export Promotion
Councils (EPCs)

MDB 254: INTERNATIONAL MARKETING

01 Nature and Scope of International Marketing

02 Features of International Marketing
03 Need for International Trade
04 Imports and Exports of India
05 Export; Import Policy
06 Government Regulations; Exchange Control, FERA 1973, Customs Law
07 Agencies Helping International Marketing and Measures taken for Export Promotion
08 Marine Insurance
09 Clearing and Forwarding of Cargo
10 Trade Barriers : Tariff and Non- Tariff
11 International Trade Agreements and Agencies for Promoting International Co-operation
12 Trade Blocks
13 Overseas Marketing Research
14 Methods of Payment for Settlement
15 International Marketing Research
16 Product Development of Overseas Market
17 Multinationals and Joint Ventures Appendix; Import Substitution and Export Promotion
18 Documents Used in Shipment of Goods

MDB 261: HOSPITAL ORGANIZATION AND MANAGEMENT

01 Hospital Management:
World History of Hospitals; History of Hospitals in India; Definition and Functions of Management

02 Classification of Hospitals:
Government Owned; Non-Government, Private or Voluntary Organisations, Individuals Hospitals; Differentiation
of Hospital from Industry

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03 Hospital Organisation:
Definition of an Organisation; Hospital Management as a Service Organisations; Administrative Organisation

04 Formal and Informal Organisation:

Organisation Division – The Department; Span of Management & Organisation Levels; Formal & Informal
Groups; Types of Groups; Informal Roles of Employees; Intraindividual Conflict; Goal Conflict in Perspective;
Role Conflict and Ambiguity; International Application Example; Interpersonal Conflict; Strategies for
Interpersonal Conflict Resolution

05 Hospital Planning:
Need for Planning; Constraints to Planning in Developing Countries; Factors Influencing Modern Hospitals;
Principals of Planning; Steps in Hospital Planning; Architect’s Brief, Project Report; Basic Steps in Project
Development; Equipment Planning for a Hospital; Accident Clinic.

06 Managing the Paediatric Ward, Obstetric Unit, Mortuary, Radiology Department, Pathology Department,
Operation Theatre:
Location and Spacing of Different Departments in a Hospital; Modern Technologies for Hospitals and Health Care;
Modern Technologies in Cardiology; Modern Technologies in Neurology; Modern Technologies in Obstetrics and
Gynaecology; Laser Surgery; Modern Technologies in Orthopaedics; Modern Technologies in Urology; Computers
in Hospital Administration

07 Location & Spacing of Different Departments in a Hospital:

A Model Design Schematic Layout of an ICCU; Quantity of Water Supply; Temperature of Water; Quality of
Water; Noise Control in Hospital; Additional Suggestions

08 Modern Technology for Hospitals & Health Care:

Modern Technology in Medical

09 Modern Technology in Cardiology:

Electrocardiography; Echocardiography; Radionuclide Studies; Cardiac Catheterisation; Endomycardial Biopsy;
Coronary Angioscopy; Interventional Catheterisation; Artificial Cardiac Pacemakers

10 Modern Technology in Neurology:

Imaging Techniques in Neurologic Diseases; Histopathological Evaluation in Neurologic Diseases; Immunological
Tests in Neurology Diseases; Biochemical and Biologic Tests in Neurologic Diseases

11 Technology Applications in Obsterics and Gynaecology:

Hysteroscopy; Colposcopy; Laproscopy

27 Laser Surgery:
Steroid Hormone Receptor in Gynaecological Cancers; Urinary Investigations; Ultrasound; Computerised
Tomography (C.T.); Magnetic Resonance Imaging (MRI)

28 Modern Technology in Orthopaedics:

Diagnostic Methods; Radionuclide Bone Scanning; Magnetic Resonance Imaging; Fluorescent Microscopy; Micro
Radiography; Computer in Aid of Orthopaedics

29 Modern Technology in Urology:

Endoscopies; PCNL & URS; Renal Transplantation & Haemodialysis; Male Infertility and Impotence;
Ultrasonography; CAT Scan; Magnetic Resonance Imaging (MRI); Radio ISO Tope Imaging; Urodynamics;
Lasers; The Aid of Computers

30 Computers in Hospital Administration:

What is a Computer? Introduction to Computer Terminology; Computer Hardware & Software; Some Typical
Problem Areas; Benefits Summary; Implementing Computerisation

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 MDB 262: HEALTH SERVICES PLANNING AND COMMUNITY HEALTH

01 The Concept of Health:

Changing Concepts; Definitions of Health; Dimensions of Health; Positive Health; Physical Quality of Life Index;
Determinants of Health; Responsibility for Health; Health and Development; Health Situation in India; Health
Service Philosophies; Primary Health Care; Health Policy

02 Manmade Health Hazards:

Influences on Health; What is the Environment? Types of Potential Environment Health Hazards; Epidemiological
Methods; Measures in Descriptive Epidemiology

03 Prevention of Infectious Diseases:

Socio Economic Conditions; Control of Infectious Disease; Immunization; Vaccination for Travel; Diseases
Requiring International Certificates; Immunization in Developing Countries

04 Design of Wards and Specialised Units to Control Hospital Infection:

General Wards; Areas of Potential Risk; Cleaning Programme; General-use Articles; Disposable Equipment;
Cleaning Patient-care Equipment; Policies Related to Infection Control; Operating Theatres

05 Outreach Programmes of Hospitals:

Basic Concepts of Community Health; Hospital Outreaches; Basic Tenet of Relevant Health Delivery System; Case
Studies on Outreaches and Community Health; Rural Development Cell and Community Health – KMC Manipal

06 Hospital Infection Control:

The Cost of Establishing an Infection Control Programme; The Infection Control Committee; The Infection Control
Team; Establishing an Infection Control Programme

07 Health Education in the Community:

What is Health Education? Need for the Education Programme in Hospital; Philosophy of Health Education;
Planning of Health Education Programme in a Community; Audio Visual Aids in Health Education

08 Communicating with Patients:

Patient’s Understanding of what they are told; Patient’s Non-Compliance; Increasing Patient’s Recall and
Understanding; Non-Compliance by Health Care Professionals; The use of Written Communication

09 Management in the Non-For-Profit Sector:

Values, Limited Autonomy, and Technology; Concern for People: Patients and Professionals; Performance
Problems in Service Institutions; Specifying Performance Criteria
10 Quality Health Care in India:
Determinants of Quality of Medical Care; Measurement of Quantum of Work; Suggested Indices for Measuring the
Efficiency of Hospital

MDB 263: OPD, WARDS AND RECORDS MAINTENANCE

01 Overview of an OPD:
Types of Hospitals; OPD-Why and When; Routing Patients in an OPD; Objectives of the OPD Department;
Constraints; Standardisation; Controlling; Furniture and Equipment; Casualty Department

02 Administration of an OPD:
Outpatient Services: Problems and Solutions; General Staff; Increasing the Efficiency of OPD; Managing of
Patients; Accessibility of Equipment.

03 Administration of In-patient Services:

Nursing Unit; Administration of a Nursing Unit; Guidelines for Nursing; Arrangement of Wards and Department

04 Medical Records:
Need of Maintaining Medical Records; Advantages of Record Keeping to the Management; Administration of a
Medical Record Department; Out-patient Record Section; Ownership of Records; Medical Records and the Law;
Records for OPD; Findings; Review of Records and Charts

27
05 Records Maintenance in a Hospital:
Essentials of Records Management; Contents of Medical Records; Classification; Methods of Recording; Record
Processing; Filing; Duration of Storage; Use of Hospital Statistics for Management; Issues and Problems of
Records Management in a Hospital

06 Diagnostic Services:
Features Unique to Diagnostic Service Departments; Centralised or Decentralised

07 Disaster Planning in an Emergency Department:

Emergency and Casualty Services in Hospitals; Forms and Records of the Emergency Department; Disaster
Planning; Definition of Disaster; Sources of Disaster; Performance Goals during a Disaster; New Systems;
Planning Requirements

08 Supervision in Hospital at OPD/Ward Levels:

Necessity of Supervision; Hospital Security System; Management of Tension of Hospital Situation

MDB 264: MEDICAL AND LEGAL ISSUES IN HEALTH CARE

01 Medical Ethics:
Ethical Problems in the Medical Profession; Rights of Patients; Duties of Patients; Professional Conduct of the
Doctors; Doctor’s Obligations; Doctor’s Rights; Goal of Medical Care; Codes of Conduct; Duties of a Physician to
the Sick; Duties of Physicians Towards Each Other; Medical Negligence

02 Health Care Policy:

Objectives of the Health Care Policy; Factors Significant in Deciding the Health Care Policy

03 The Hospital Laws:

The Basic Statutes; Organisation and Procedures Act; Bombay Nursing Homes Registration Act (1949); The Drugs
Act (1940); Bombay Drugs (Control) Act 1960; Death Certificate; Organ Transplantation Act 1994; Indian Penal
Code and Other Acts; Prosecution; Law of Torts; Natural Justice

04 Agreement and Contracts:

Essential Elements of an Agreement; Consumer Protection Act 1986

05 Social Security Acts and Labour Related Acts:

The Payment of Wages Act 1936; The Employees Provident Fund Act 1952; The Minimum Wages Act 1948; The
Payment of Gratuity Act 1972; The Employment Exchange Act 1959; Payment of Bonus Act 1965; The Industrial
Employment Act 1946; The Industrial Disputes Act 1947, The Shops and Establishment Act; Maharashtra
Recognition of Trade Unions and Prevention of Unfair Labour Practices Act 1971

06 Understanding Consumer Protection Act 1986:

COPRA and Patients; COPRA and Doctors

MDB 271: BANQUET SERVICES MANAGEMENT

01 Food Service:
Styles of Service; Types of Services

02 Banquets and Functions:

The Running Buffet; Standard Table Setting; Planning; Banquet Staff; Taking a Banquet Booking; Banquet Menu:
Procedure to Service a State Banquet; Function Catering: Types of Functions: Function Service Staff; Formal
Functions, Less Formal Functions, Buffet Style Functions; Function Administration: Booking a Organisation of
Functions, Laying of Cloths, Seating Arrangements, Instruction of Staff; Reception of Ordering Wines.

03 Outdoor Catering (Off Premises Catering):

04 Service Equipment:

28
 Linen; Chinaware; Glassware; Tableware: Flatware/ Cutlery, Hollowware, Silver for Serving Drinks, Still Room
Silver, Special Tableware, Chinaware Plates, Special Food Service Equipment.

05 Preparation for Service:

Mise-En-Scene; Mise-En-Place; Sideboard; Hors D’oeuvres Trolleys; Cheese Trolley; Salad Trolley; Guerdon
Trolley; Wine Trolley; Liqueur Trolley; Pastry Trolley; Laying a Cover; Courses of The Menu and Appropriate
Silver Used; Some Popular Garnishes and Accompaniments.

06 Food and Beverage Management in Function Catering:

Basic Policies: Financial, Marketing and Catering; Financial Considerations; Marketing Considerations; Catering
Considerations: Type of Customer, Type of Product/ Menu, Food Service Styles, Organisation and Staffing,
Control And Performance Measurement.

07 Banquet Sales and Service:

The Banquet Agreement; Banquet Co-ordination; Selling Banquets: Product Knowledge, Paraphernalia,
Banqueting Office, Reasons for Losing a Banquet Clients, Weddings, Ethnic Functions, Client Confidence;
Banquets Office; Reasons for Loosing a Banquet Client; Weddings; Ethnic Functions; Client Confidence

MDB 272: FRONT OFFICE MANAGEMENT

01 Front Office Operation and Administration:

The Role of the Front Office; Front Office Staff; The Reservations Department; Room Types and Rates; Types of
Customers; Various Functions Performed by The Front Office Staff; Conferences, Meeting and Exhibitions;
Restaurants.

02 Uniformed Staff:
Head Porter; Hall Porter; Luggage Porter; Linkman; Valet; Cloakroom Attendant; Page Boy; Lift Attendant;
Enquiry Clerk; Night Porters.

03 Reception:
The Job of the Receptionist; The Duties of Receptionist; Dealing with Customers; Maximising Occupancy -
Substitute Selling; Simple Etiquettes and Manners; Reception Area; Receiving Visitors; Dealing with Awkward
Situations-Using the Telephone; Reception Techniques.

04 The Anatomy of a Reservation:

Handling the Room Requests; Determining Availability and Rates; Guarantees; Modifying a Reservation;
Cancellations; Documenting Reservations; Controlling Reservation; What Guests Staying Overnight Want;
Reservation Chart; Density Chart; Stop-Go Chart; Dairy or Room Book; Rack Systems; Computer Systems in
Reservations.

05 The Importance of an Efficient Front Desk:

Check -in Procedures; Greeting the Arriving Guests-Registration; Determining the Method of Payment; Check –
Out Procedures; Presenting the Bill.

06 Appendix I:
Sources of Information; Internal Reference Sources; Outside Sources of Information

07 Appendix II:
Posting Charges; Recording a New Arrival; Back Dating; Making Adjustments; Checking Out a Guest; Settlement
of Account; Chance Trade; Cash Entries; Daily Balancing.

08 Appendix III:
Glossary of Commonly Used Terms

MDB 273: FOOD AND BEVERAGES: PRODUCTION AND MANAGEMENT

01 Introduction to Food and Beverage Management:

Food and Beverage Management; Constraints of Food and Beverage Management

29
02 The Food and Beverage Department:
Layout of a Typical Food and Beverages Operation: The Food and Beverage Manager, Food and Beverage
Facilities, The Restaurants, The Influence of Location, The Food Production Staff.

03 Catering Management:
Functions of Catering Management; Organising; Directing; Co-Coordinating; Controlling; Evaluating

04 Characteristics of Food:
Types of Food; The Quality Aspect of Food

05 Menu Planning:
Why Plan Menus? Writing Menus; Table D’Hote Menu; Combination Menu

06 Food and Beverage Production Process and Methods:

Food Production Process; Some Large Quantity Cooking Techniques; Effective Use of Leftovers; Holding
Techniques; Beverage Production Methods; Beverage Production Control; Non-Alcoholic Beverage.

07 Food Production Systems:

Definition of a System; Characteristics of a System; Types of Systems; Systems of Continuous Production; Large
Scale Food Service Systems

08 Garnishing:

09 Pre-Prepared Convenience Foods:

Categories of Pre-Prepared Convenience Foods; Role of Pre-Prepared Convenience Foods

10 Equipment Design Installation and Operation:

Design; Features of Design; Installation of Equipment; Operation of Equipment: Learning How to Operate.

11 Kitchen Spaces:
Size of Kitchens; Types of Kitchen Spaces; Developing Kitchen Plans; Work Simplification; Work Centres in The
Kitchen Layout

12 Liquor Service Management:

Efficiency Vs Effectiveness; Origins of Liquor Service; Growth of Liquor Service; Bar Control –Product
Knowledge, Classification of Liquors, Celebration Wines, Appropriate Wines for Different Foods, Digestifs;
Appetizers and Cocktails; Liquers and Cordials; After; Dinner Drink and Desserts; Expanding The Revenue Base;
Non-Alcoholic, Beverages- Bar Food: From Appetizers to Tapas; Merchandising

13 Food and Beverage Cost Controls:

Food and Beverage Costs; Cost Control Methods; Beverage Control Techniques

14 Food Laws:
Food Standard in India: The PFA Standards, FPO Standards, ISI, AGMARC

MDB 274: STORES AND HOUSE KEEPING

01 Planning and Organising the House Keeping Department:

Identifying House Keeping’s Responsibility: Planning The Work of The House Keeping Department: Organising
The House Keeping Department.

02 Management Responsibilities of House Keeping:

Managing Inventories; Linens: Uniforms: Guest Loan Items: Machines and Equipment: Cleaning Supplies: Guest
Supplies; Controlling Expenses: Types of Budgets; Safety and Security; Managing Human Resources: Guidelines
for Selecting a Custodian: How to use Job Rating Sheets with Job Description.

03 Training House Keeping Staff:

How to Organise Your Training Program: The Training Triangle - A Three-Part Approach to Greater Productivity.

30
04 Measuring the Cleaning Needs of a House Keeping Department:
How to Measure your Department’s Cleaning Needs; How to Determine your House Keeping Objectives

05 Establishing the House Keeping Standard:

Eleven Steps for Optimising The Office of your Cleaning Department; Seven Key Areas for Establishing House
Keeping Standards.

06 Organising Custodial Facilities for Maximum Productivity:

How to Arrange The Central Storage Area for Making Efficiency; How to Strategically Locate Custodial Closets
and Cabinets

07 Common House Keeping Chemicals:

Water; Bathroom Cleaners; All-Purpose Cleaners: Abrasives, Acids, Alkalies, Degreasers, Delimers, Disinfectants,
Fibreglass Cleaners, Metal Cleaners, Wetting Agents; Safety Equipment.

08 Storage Spaces:
Location of Storage Spaces; Layout of a Store; Planning Storage Spaces; Types of Stores; Cleanliness In Stores

09 Purchasing and Storing Foodstuffs:

Purchasing Food; The Buyer; The Methods of Buying –Sources of Supply of Mutton, Lamb, Pork, Fish, Lobster,
Cray, Cray Fish and Crab, Oysters, Ham, Birds, Vegetables.

10 Inspection:
Purpose of Inspection; Types of Inspection: Laboratory Oriented and Officer Oriented.

31