Regulation 2013 (Syllabus)

DPSAPC1: Fundamentals of ERP

Unit I ERP And Technology

10 Hrs

Introduction Related Technologies Business Intelligence E-Commerce and EBusiness

Business Process Reengineering Data Warehousing Data Mining
OLAP Product life Cycle management SCM CRM.
Unit II - ERP Implementation

10 Hrs

Implementation Challenges Strategies Life Cycle Pre-implementation Tasks

Requirements Definition Methodologies Package selection Project Teams
Process Definitions Vendors and Consultants Data Migration Project management
Post Implementation Activities.
Unit III - ERP In Action & Business Modules

10 hrs

Operation and Maintenance Performance Maximizing the ERP System Business

Modules Finance Manufacturing Human Resources Plant maintenance
Materials Management Quality management Marketing Sales, Distribution and
service.
Unit IV - ERP Market

10 hrs

Marketplace Dynamics SAP AG Oracle PeopleSoft JD Edwards QAD Inc

SSA Global Lawson Software Epicor Intutive.
Unit V - ERP Applications

10 hrs

Enterprise Application Integration ERP and E-Business ERP II Total quality

management Future Directions Trends in ERP.

Total : 50 hrs L 45hrs T-5hrs

Reference Books:
1. Alexis Leon, "ERP DEMYSTIFIED", Tata McGraw Hill, Second Edition, 2008.
2. Mary Sumner, "Enterprise Resource Planning", Pearson Education, 2007.
3. Jim Mazzullo,"SAP R/3 for Everyone", Pearson,2007.
4. Jose Antonio Fernandz, " The SAP R /3 Handbook", Tata McGraw Hill, 1998.
5. Biao Fu, "SAP BW: A Step-by-Step Guide", First Edition, Pearson Education, 2003

DPSAPC2: Business Communication

Unit I - Introduction to Business Communication

10hrs

Principles of Business Communication Importance of communication, Goals of

communication
Unit II - Letter Writing

12hrs

Letter writing Parts of a letter, Letter formats, Letters for different purposes

Unit III Report Writing

10hrs

Report writing Parts of a report, Reports for different purposes

Unit IV Communication

13hrs

Principles of Oral Communication Types of oral presentations

Unit V Case Study

5hrs
Total : 50 hrs L 45hrs T-5hrs

Reference Books:
Sharma R. C and Krishna Mohan, (2008), Business Correspondence and Report Writing: A
practical approach to business and technical communication, McGraw-Hill Publication, New
Delhi.

DSAPAP3 : Object Oriented Programming

Unit I - Programming in C

10 hrs

Procedure Oriented Programming Data Types Tokens Keywords Identifiers and

constants Declaration of Variables Control Structure Array - Function Prototyping - Call
By Variable Call By Reference Structures Debugging.
Unit II - Object Oriented Programming C++

10 hrs

OOP Basics Class Objects Access Specifiers Static Data members Static Functions Constructor Visibility Mode Inheritance - Polymorphism Function Overloading - Virtual
Functions this pointer.
Unit III - JAVA Programming

10 hrs

Introduction to Java Programming: Classes, Constructor, Inheritance and Final Packages and
Interfaces Exception Handling JAVA GUI Client/Server Architecture n-Tier
Architecture - J2EE Concepts.
Unit IV Visual Programming

10 hrs

Screen Elements in VB GUI (Tool Box, Properties, Status Bar, Menu Bar and Screen Editor)
Event Handling Process - Message box Table creation in Microsoft Access - DAO
Viewing the Report using Grid View.
Unit V Database Management System

10 hrs

Data Models ER Modeling Normalization - Relational Model SQL: Tables Keys

Constraints DDL DML DCL TCL Locking Mechanism - Join Query Views Indexes
Introduction to PL/SQL Control Structure Operators.
Total : 50 hrs L 30hrs P 15hrs T-5hrs
Reference Books:
1. E.Balagurusamy, Programming in Ansi C 4E. Tata McGraw Hill, 2008.
2. John.R.Hubbard, Schaums Outline Programming with C++, Tata McGraw Hill, 2003
3. E.Balagurusamy, Programming with JAVA A Primer, Second Edition, Tata McGraw
Hill, 2003.
4. Abraham silberschatz, Henry Korth and S.Sudarshan, Database System Concepts, Tata
McGraw Hill Education Publications, 2011
5. Noel Jerke, The Complete Reference : Visual Basic, Tata McGraw Hill Publications,
2002.

DSAPHR3: Organizational Behavior

Unit I - Conceptual framework for OB

10hrs

Introduction Nature and Scope-Modern Organizational Scenario - Contemporary challengesModels of OB.

Unit II - Individual dimensions of OB

10hrs

Perception: Process Changes. Personality and Attitudes: Links attitude changes.

Motivation: Needs, content and process - Motivation: Applied: Job design and Goal setting.
Stress: Causes - Effects - Coping strategies. Power and Politics.

Unit III - Behavioral Management

10hrs

Learning: Processes, Reward systems, and Behavioral Management. Leadership: Background

ProcessesStyles-- Activities Skills.

Unit IV - Group dimensions of OB

10hrs

Communication: Personal Group Organizational Levels. Decision Making: Elements of

Psychological Decision making influencing Decision making.

Unit V - Organizational effectiveness and change

10hrs

Conflict-Causes-Resolution Strategies. Organizational change and Development-Intervention

Strategies. International Organizational Behaviour.

Total : 50 hrs L 45hrs T-5hrs

Reference Books:
1. Stephen.P.Robbins, Timothy Judge, Seema Sanghi Organiztional Behavior,14th Edition,
Pearson Education.
2. Luthans, F., Organizational Behaviour, McGraw Hill, New York.
3. Diwvedi, R.S., Human Relations and Organisational Behaviour-A Global Perspective,
MacMillan Ltd., New Delhi.

DPSAPCFI3: Financial Accounting

Unit I Introduction to Accounting

10hrs

Meaning and scope of accounting - Basic Accounting concepts and conventions objectives
of accounting accounting transactions double entry book-keeping, journal, ledger
preparation of trial balance preparation of cash book.
Unit II Receipts and Payments

10hrs

Preparation of final accounts of a sole trading concern manufacturing accounts - profit and
loss accounts balance sheet adjustments (simple problems).
Preparation of receipts and payments account income and expenditure accounts
Unit III Errors

10hrs

Classification of errors rectification of errors bank reconciliation statement

problems).

(simple

Unit IV Depreciation and Claims

10hrs

Depreciation meaning causes types straight line written down method (simple
problems). Insurance claims average clause ( Loss of stock only)
Unit V Entry

10hrs

Single entry meaning features defects differences between single entry and double entry
system statement of affairs method convention method. (simple problems).

Total : 50 hrs L 45hrs T-5hrs

Reference Books:
T.S.Grewal Introduction to Accountancy
R.L. Gupta Principles and Practice of Accountancy

DPSAPCSD3 Supply Chain Management

Unit I Introduction to Supply Chain

12hrs

Understanding the supply chain Examples of supply chains - Designing supply chains
Distribution and Network
Unit II - Forecasting

10hrs

Demand forecasting Forecasting methods

Unit III Planning

10hrs

Aggregate planning Planning strategies

Unit IV Inventory System

10hrs

Managing inventories in a supply chain Cycle inventory, Safety inventory

Unit V Transportation

8hrs

Transportation in a supply chain Modes of transportation

Total : 50 hrs L 45hrs T-5hrs
Reference Books:
Chopra S., Meindl P. and Kalra D. V., (2010), Supply Chain Management: Strategy,
Planning and Operation, Pearson, New Delhi.

DPSAPCMM3: Materials Management

Unit I SAP Awareness

10hrs

ERP introduction Usage SAP Origin Modules Latest info Opportunities & Market
Leaders Application Development and Management Application Support Basics
SAP R/3 Architecture Role of SAP in MM, Asis, To-be, Go Live.

Unit II - SAP - Material Management - Basics

10hrs

Vendor/Material/Plant Supply Chain Management MM Span Business Transactions

Documentation Enterprise Structure in MM Process Flow Reports Customization
Integration with other modules.

Unit III - Purchasing & Manufacturing Cycles

14hrs

Procurement requirements ABC Analysis Material Requirements Planning Material

Grouping RFP, RFQ, Invoice Order processing Purchase Order (Blanket and Spot)
Production Planning and Control Subcontracting Logistics Delivery Scheduling
Payments JIT Tax Pricing Business Intelligence.
Unit IV - MM Components

10hrs

Master Data Consumption Based Planning Purchasing Inventory Management Evaluation

of Materials Goods Receipts Invoice Verification.

Unit V Case Studies

6hrs

Total : 50 hrs L 45hrs T-5hrs

Reference Books:
Complete Reference to Implementation / Customization, Rajesh Vyas

PSAPAP3: Advanced Object Oriented Programming

UNIT I Basics of C Programming

10hrs

Introduction to Procedure Oriented Programming Structure of C Programming - Data Types

Tokens Keywords Type Casting Identifiers and constants Expressions and Operators Declaration of Variables - Local Variable and Global Variable Control Structure - Debugging.
UNIT II Function and Structures

10 hrs

Array - The Main() function Function Prototyping Call by Value Call by Reference
Structures: Defining Structure Declaring Structure Variables Accessing Structure Members
Structure within Structures - Union Memory Management.
UNIT III Introduction to OOP

10 hrs

Comparison of Procedure Oriented Programming - Scope Resolution operator - Functions in

C++ - Visibility Modes - Class construction - Object Creation - Constructors: Default,
Parameterized Multiple Constructor in a Class - Destructors - Type Conversions.

UNIT IV Concepts of OOP

10 hrs

Function Overloading Static Data Members Static Function Friend Functions - Inheritance:
Single, Multilevel, Multiple, Hybrid and Hierarchical Inheritance with Constructor Virtual
Base Class - Operator Overloading: Rules, Overloading Unary and Binary Operators.
UNIT V Polymorphism and Templates in OOP

10 hrs

Polymorphism: Early Binding Late Binding this pointer - Virtual functions - Pure Virtual
Functions - Exception handling - String Manipulation Templates Manipulators.

Total : 50 hrs L 30hrs P 15hrs T-5hrs

Reference Books:
1. E.Balagurusamy, Programming in Ansi C 4E. Tata McGraw Hill, 2008.
2. John.R.Hubbard, Schaums Outline Programming with C++, Tata McGraw Hill, 2003

PSAPAP4: Database Management System and Distributed Architecture

Unit I - Introduction to JAVA

10 hrs

Introduction to Java Programming: Classes, Constructor, Inheritance and Final Variables and
Methods Defining interfaces Extending Interfaces Implementing Interfaces Accessing
Interface Variables Packages: System Defined Packages Creating and Importing packages
Exception Handling.
Unit II Distributed Architecture

10 hrs

Web Browser - HTTP Request / Response - JAVA GUI Client/Server Architecture

Hardware and Software Oriented View - n-Tier Architecture: Presentation Layer Application
Layer Database Layer Java Message Service (JMS) Gateway (GW) XML - J2EE
Concepts JSP.
Unit III Visual Programming

10 hrs

Screen Elements in VB GUI (Tool Box, Properties, Status Bar, Menu Bar and Screen Editor)
Event Handling Process - Message box Table creation in Microsoft Access - DAO
Viewing the Report using Grid View.
UNIT IV Fundamentals of DBMS

10 hrs

Introduction to DATABASE MANAGEMENT SYSTEMS The relational Model The catalogTypes Keys - Relational Algebra Fundamental operations Additional Operations- SQL
fundamentals - Integrity Triggers - Views Introduction to Distributed Databases and
Client/Server Databases - Functional Dependencies First, Second, Third Normal Forms,
Boyce/Codd Normal Form- Multi-valued Dependencies and Fourth Normal Form.
UNIT V DBMS Transaction

10 hrs

Transaction Concepts - Transaction Recovery ACID Properties System Recovery Media

Recovery Two Phase Locking Two Phase Locking Protocols Intent Locking File
Organization Organization of Records in Files Indexing and Hashing Ordered Indices
Query Processing Overview Selection Operation Sorting Join Operation Database Tuning
- PL/SQL Data types Control Structures Cursors.
Total : 50 hrs L 30hrs P 15hrs T-5hrs
Reference Books:
1. E.Balagurusamy, Programming with JAVA A Primer, Second Edition, Tata McGraw
Hill, 2003.
2. Abraham silberschatz, Henry Korth and S.Sudarshan, Database System Concepts, Tata
McGraw Hill Education Publications, 2011
3. Noel Jerke, The Complete Reference : Visual Basic, Tata McGraw Hill Publications,
2002.

PSAPAP5: Management Information System

Unit I Introduction to MIS

10hrs

Concepts of Data and Information Definition of MIS Concepts of Decision Making

Overview of Hardware and Software Concepts of Systems MIS and Other Disciplines
Role of System Analyst Evolution of System.

Unit II - System Development

10hrs

Overview of System Development System Development Life Cycle Structured

Methodologies Structured Analysis End user Development Application Software Package
and Outsourcing
Unit III - Information System

10hrs

Overview and Functional Aspects of MIS Financial Information System Manufacturing

Information System Marketing Information System Human Resource Information System
Decision Support System Expert System Executive Information System International
Information System
Unit IV Implementation and Control

10hrs

Assessing Risk of the System Value Chain Value Chain and Information System
Cost/Benefit Analysis for Information System Controls in Information System Coding
Techniques Detection of Errors in Code Constructing Modulus Error Detection Testing
of IS Security of IS
Unit V System Audit

10hrs

Software Engineering Qualities A Software Quality Engineering Program Software

Reliability and Metrics Verification and Validation Software Quality Assurance Activities
Software Quality Assurance Software Life Cycle Model Software Reviews, Inspections and
Walkthrough.
Total : 50 hrs L 45hrs T-5hrs
Reference Books:
Kennath C.Laudon, Carol Guercio Traver, Management Information System, Prentice Hall,
12th Edition

PSAPHR3: Principles of Management

Unit I Introduction

10hrs

Introduction to Management: Meaning, Nature, Purpose, Functions, Managerial Roles, Evolution

of management thought, contingency approaches. The External Environment, Social
Responsibility and Ethics.
Unit II - Planning

10hrs

Nature and Purpose of Planning Objectives Strategies, Policies & Planning Premises Decision-making
Unit III Organizing

10hrs

Nature & Purpose of Organizing, Basic Departmentation, Line /Staff Authority, Centralization &
Decentralization, Organization Structure
Unit IV Directing

10hrs

Motivation: Meaning, Purpose of Motivation, Motivational Theories (Hierarchy of Needs by

Maslow, Herzbergs Two-Factor theory, McClellands need theory of mot ivat io n),
Mot ivat io nal Techniques Monetary & No n- mo netary, Co ncept of Job enrichment
Leadership: Meaning, Ingredient s o f leadership, leadership behavior & st yles, )
situational / contingency approach
Unit-V Controlling

10hrs

Basic Control Process, Conceptual Knowledge of Control Techniques - (Budget, Traditional

non-budgetary control devices) Preventive Control & Direct Control

Total : 50 hrs L 45hrs T-5hrs

Reference Books:
1.Essent ials o f Management by Koontz & Weihrich, TMH
2.Principles o f Management by L.M.Prasad, Sultan Chnad & Sons, New Delhi.

PSAPHR4: Entrepreneurship Development

UNIT I Introduction

10hrs

Entrepreneur meaning importance qualities, nature, traits, culture, Similarities and

difference between entrepreneur and entrepreneur, Entrepreneurship and economic developmentits importance Role of entrepreneurship entrepreneurial environment.
UNI II Evolution and Promotion

10hrs

Evolution of entrepreneurs entrepreneurial promotion: Training and developing motivation:

factors mobility of entrepreneurs entrepreneurial change occupational mobility factors in
mobility Role of consultancy organizations is promoting entrepreneurs Forms of business for
entrepreneurs.
UNIT III Project Management

10hrs

Project management: sources of business idea-project classifications identifications formulation

and design feasibility analysis preparation of project Report and presentation. Financial
analysis concept and scope project cost estimate operating revenue estimate Ratio analysis
investment process B E analysis Profit analysis Social cost benefit analysis Social cost
benefit analysis project Appraisal methods project Report Preparation.
UNIT IV Project Finance

10hrs

Project finance: Sources of finance Institutional finance Role of IFC, IDBI, ICICI, LIC, SFC,
SIPCOT, and Commercial Bank-Appraisal of bank for loans.
Institutional aids for entrepreneurship development Role of DICS, SIDCO, NSICS, IRCI,
NIDC, SIDBI,SISI, SIPCOT, Entrepreneurial guidance bureau- Approaching Instructions for
assistance.
UNIT V - Industry

10hrs

Setting small scale industries location of enterprise steps in setting SSI unit-problems of
entrepreneurs Sickness in small industries reasons and remedies- Incentives and subsides
Evaluating entrepreneurial performance Rural entrepreneurship Woman entrepreneurship.
Total : 50 hrs L 45hrs T-5hrs
Reference Books:
1. How to plan an SSI Unit-Mr.N.K.Vyas.
2. Part-III What is Business of the Book people and performance The Best of peter
Drucker in Management.
3. For Entrepreneurs- What they do not teach in Harvard.
4. N.P.Srinivasan & G.P.Gupta, ntrepreeurial Development, Sultanchand & Sons.
5. S.S.Khanka Entrepreneurial Development S.Chand & Company Ltd.,

PSAPHR5: Compensation Management

Unit I Introduction to CM

10hrs

Compensation Management: Compensation management process, Basis of compensation

management, motivation and financial and non -financial compensation, compensation
philosophies of compensation process, Assessing job values & relativities; Pay structures; Paying
for performance, skills and competence. Employee benefits and total remuneration, Special
aspects of compensation mergers and acquisitions and compensation policies for new and start
up organization, Provisions governing different components of compensation and working of
different institutions.
Unit II Legal Aspects of Compensation

10hrs

Legal Aspects of Compensation: Objectives, structure and provisions of legislations on wages

and bonus i.e. the Minimum Wages Act, 1948, the Payment of wages Act, 1936, The
PAYMENT OF BONUS ACT, 1965, Determination of wages D.A. and other monetary benefits
through Industrial Tribunals.
Unit III Laws

10hrs

Case law, recent trends, and working of these laws. Employment exchanges (Compulsory
Notification of vacancies) Act, 1976.
Unit IV - Executive compensation

10hrs

Executive Compensation Systems in Multinational Companies and IT companies including

ESOP.
UNIT V - Collective Bargaining and Emerging Trends

10hrs

Collective Bargaining Strategies - Long term settlements-Cases of Productivity Settlements Exercise on drawing up 12 (3) and 8 (1) settlement. Cases of Productivity Settlement. Emerging
Trends in IR due to LPG.
Total : 50 hrs L 45hrs T-5hrs
Reference Books:
1. Armstrong, Michal and Muris, Helen. Reward Management: A Hand book of Salary
Administration, 1988 Kagan Paul, London.
2. Belchor, David W. Compensation Administration 1973, Prentice Hall, Englewood Cliffs.
NT.
3. Calvin Reynolds, Compensation of overseas employees in Hand book of Human Resource
Administration 2nd ed. Joseph J. Famularo, (ed.) (New York Mc -Graw-Hill, 1986).
4. Richard Henderson, Compensation Management; Rewarding performance, 5th ed,
(Englewood Cliffs, NJ; Prentice Hall, 1989.
5. Kothari, G.M., A Study of Industrial Law, Vol. I and II, Bombay, N.M.Tripathi,1987.
6. Malik, P.L. Handbook of Labourer and Industrial Law Lucknow, Eastern Book company,
1993.

7. Saini, Debi S. Redressal of Labour Grievances Claims and Disputes, New Delhi, Oxford &
IBH, 1994.
8. Saini, Debi S. (ed.), Labourer Law, Work and Development New Delhi, Westhill Publishing
House, 1995
9. Saharay, H.K., Labour and Social Laws of India Calcutta Eastern Law House, 1988.
10.Srivastav, S.C. Social Security and Labour Laws Lucknow, Eastern Book Co. 1985.
11.Government of India Report of the National Commission on Labour Ministry of Labour and
Employment New Delhi 1969.

PSAPFI4: Financial Management

UNIT I - Introduction

10hrs

Objectives of Financial Management Profit maximization Vs. Wealth

Environment of Financial Management .

maximization

UNIT II Financial Statements

10hrs

Analysis of Financial Statements Common size financial statements Ratio Analysis cash
flow statement - Valuation of bonds and shares calculating yield to maturity.
UNIT III - Finance Management

10hrs

Working Capital Management estimates of working capital Accounts

management cash management inventory management.
UNIT IV - Budgeting and Risk

Receivable

10hrs

Capital budgeting techniques of evaluation of capital expenditure capital budgeting under

risk & uncertainty - Risk and Return - measuring risk of investment in a single security
measuring risk of a portfolio investment diversifiable and non-diversifiable risk Capital
Asset Pricing Model.
UNIT V Policy and Dividend

10hrs

Capital structure planning leverage cost of capital concept of optimum capital structure
Capital market instruments Securitisation of Debt. GDR/ ADR issue - Dividend policy
theories of dividend bonus shares
Total : 50 hrs L 45hrs T-5hrs
Reference Books:
1. Financial Management: M.Y. Khan, S.P. Jain.
2. Financial Management: Prasanna Chandra.
3. Financial Management: James C. Vam Horne.
4. Financial Management: Satish Inamdar.

PSAPFI5: Accounting Information System

UNIT I - Accounting Framework

10hrs

Accounting and its Functions - Accounting Concepts and Standards Accounting Information
and its Applications
UNIT II Understanding Financial Statements

10hrs

Construction and Analysis of Balance Sheet - Construction and Analysis of Profit and Loss
Account - - Construction and Analysis of Funds Flow and Cash Flow Statement
UNIT III Cost Management

10hrs

Understanding and Classifying Costs - Absorption and Marginal Costing - Cost-Volume-Profit

Analysis - - Variance Analysis
UNIT IV Financial and Investment Analysis

10hrs

Ratio Analysis Problems - Leverage Analysis financial and operating leverage - Budgeting
and Budgetary Control objectives types - Investment Appraisal Methods
UNIT V Financial Decisions

10hrs

Management of Working Capital - Capital Structure - Dividend Decisions.

Total : 50 hrs L 45hrs T-5hrs

Reference Books:
1. Financial Accounting R.L. Guptha
2. Financial Management: M.Y. Khan, S.P. Jain.
3. Financial Management: Prasanna Chandra.

PSAPSD4: Sales and Distribution Management

Unit I - Introduction to Sales Management

10hrs

Conceptual understanding of Sales Management, Importance of sales force management in the

Indian context. Personal selling process- prospecting, pre approach, approach presentation,
convincing the prospect, handling the objection and closing.
Unit II - Formulation and Implementation of Sales Program

10hrs

Forecasting Sales and Developing Sales Budgets, Designing and organizing Sales Territories.
Sales organisations, Relations with other departments. Profiling and recruiting sales people,
Selecting and hiring applicants. Motivating a sales force and Sales force compensation, Sales
force expenses and transportation, Sales meeting and Sales contest.
Unit III - Evaluation and Control of the Sales Program

10hrs

Analysis of Sales Volume, Marketing Cost and Profitability Analysis, Evaluating Sales persons
performance.
Unit IV - Distribution Management

10hrs

Marketing channels Structures, flows and functions. Conceptual understanding of channel

management. Market logistics and logistics objectives and decisions. Customer driven
distribution system-Customer service levels, Designing customer driven distribution systemAssess opportunities - evaluate the alternatives (Direct vs. Indirect), design optimal channels,
Managing Hybrid System
Unit V - Factors selecting in channel partners and cost analysis

10hrs

Factors in selecting channel partners Types of channel partners: C&F agent, Wholesaler/dealer,
Retailer, Agents, Stockists, Brokers, VARs, Stocking agents Selection of Channel partners,
Related Strategic issues. DCA-Cost of Distribution, impact on profit, concept of total cost
analysis, cost of providing customer service, principles of distribution costing, customer
profitability.
Total : 50 hrs L 45hrs T-5hrs
Reference Books:
1. Mark W. Johnston and Greg W. Marshall, Sales Force Management, Tata McGraw-Hill
Publishing Company Limited, 2006.
2. Still,R.R. & Cundiff etal., Sales Management Decision Strategies & Cases, Prentice Hall, 4
ed., NewDelhi, 1996.
3. Louis W Stern, Adel El. Ansary and Anne T Coughlan. Marketing Channels, 5 th ed.,
Prentice Hall of India, New Delhi, 1996.

PSAPSD5: Marketing Management

Unit I - Introduction

8hrs

Introduction to Marketing Definition- Nature and Scope; Marketing myopia; Marketing mix;
Different environments and their influences on marketing; Marketing interface with other
functional areas Production, Finance, HRM, Information System.
Unit II Marketing Strategy

12hrs

Marketing strategy formulations Key Drivers of Marketing Strategies - Strategies for Industrial
Marketing Consumer Marketing - Services marketing Marketing Research-process-concepts
and applications; Competitor analysis.
Unit III Marketing Mix Decisions

12hrs

Product planning and development Product life cycle New product Development ; Role and
Relevance of Market Segmentation, Targeting and Positioning; Pricing Objectives, Policies and
methods; Distribution- Channel Management; Promotion

mix-

advertising,

sales

promotion, public relations, publicity.

Unit IV Buyer Behavior

8hrs

Understanding industrial and individual buyer behavior - Influencing factors Buyer Behavior
Models Online buyer behavior - Building and measuring customer satisfaction Customer
relationship

management

Unit V Trends in Marketing

10hrs

Marketing in global environment Prospects and Challenges. Ethics in marketing Online

marketing trends, Green Marketing, Recent trends and developments.
Total : 50 hrs L 45hrs T-5hrs
Reference Books:
1. Philip Kotler and Kevin Lane, Marketing Management, PHI Learning / Pearson
Education 13th Edition, 2008
2. Paul Baisen et al, Marketing, Oxford University Press, 2008.

PSAPMM4: Quality Management

Unit I QM Overview

12hrs

QM Importance and Integration Functions and Features of the Quality Management

Quality Management in the Logistical Processes Quality Management in the Manufacturing
Quality Management in Procurement Quality Management in Sales & Distribution Quality
Planning and Quality Inspection Overview

Unit II - QM Planning, Inspection and Evaluation

12hrs

Maintaining QM Data Inspection Methods Inspection Catalogs Inspection Plans

Inspection Cost Reference Operation Sets Enterprise Structure in QM Process Flow
Reports Customization Integration with other modules.
Unit III Inspection Processing

11hrs

Inspection Lots Inspection Results Defects Recording Material Grouping Inspection

Processing Using the Work List Function Inspection Completion Quality Level Quality
Related Costs
Unit IV QM Quality Control, Certification and Notifications

10hrs

SLA Control Charts The recording and processing of internal or external problems
Quality Certificates Quality Notifications

Unit V Case Study

5hrs

Total : 50 hrs L 45hrs T-5hrs

Reference Books:
Quality Management with SAP, Michael Hlzer, Michael Schramm
SAP R/3 Quality Management, Michael Hlzer, Michael Schramm

PSAPMM5: Business Processes and Product Development

Unit I Business Process Understanding

10hrs

Project preparation Objectives Business Blueprint Organizational Structures Mapping

them to Enterprises Business Process Integration SAP Key benefits Migrations Service
Oriented Architecture introduction
Unit II - Product development and Manufacturing

10hrs

Product Planning Manufacturing Operations Planned Order Plant Maintenance Shop

Floor Control Quality Management

Unit III Procurement and Logistics Execution

10hrs

Procurement Vendor Payments Inventory Management Warehouse Management

Logistics with SAP Inbound and Outbound

Unit IV Sales and Service

10hrs

Presales Activity Sales Order Management Inventory Sourcing Delivery Transport,

Billing Customer Service Management

Unit V Implementation

10hrs

Implementation Methodologies Integration Final Preparation Go live and Support

Total Cost of Ownership Return on Investment
Total : 50 hrs L 45hrs T-5hrs

Reference Books:
Product Development with SAP in the Automotive Industry, Stephan Kohlhoff
Developing Enterprise Services for SAP, Markus Peter, Thomas Pohl