PREFACE:

This booklet gives a general description about the curriculum of the Post Graduate
Diploma Course in Management Marketing, conducted by Xavier Institute of Social
Service.
The focus of this course is to develop future managers with the right combination of
knowledge, skills and practical orientation in order to equip themselves with the right
vision of a world class manager. Since its inception the focus of the PGDM course is
the use of pedagogy that is oriented towards decision making. The integrated learning
takes place through case study analysis, projects / assignments and presentations,
company internship, classroom lectures and class discussion.
The department lays emphasis on case based teaching pedagogy. The case method is
the foundation of the departments dynamic curriculum and the primary way to bring
complex realities of business into the classroom. The department believes that the
students, immersed in this active hands-on learning environment gain knowledge and
experience, which they may never otherwise obtain in a typical lecture type setting.

COURSE OBJECTIVE:
The two-year Post Graduate Diploma Programme in Management prepares a student
for a career in industry and services. The programme facilitates learning of theory and
practice in different functional areas of Management and to equip the students with an
integrated approach to management function and managerial skills.

The courses are designed to develop - (i) the analytical, problem solving and decision
making abilities, (ii) the awareness of the socio-economic environment, and (iii) the
personality with socially desirable values and attitudes. Towards these objectives and
to suit the contents of each course, a variety of teaching methodologies, such as case
studies, role-play, problem solving exercises, group discussion, computer simulation
games, audio-visuals, are used in the programme.
The primary objective of the course is to impart knowledge and skills and, just as
important, to transmit certain values. The institute proposes to make the students
aware of the occupational mobility and voluntary compliance to ethics, law and social
responsibilities.

In this context, not only the imparting of knowledge and skills is of vital importance,
but even more crucial is the purpose for which the knowledge and skills are utilized.
This will greatly depend on the values that students carry with them once they
graduate from the institute.
The programme helps the students to equip themselves with the knowledge, skills and
values. This is by way of:
I)

Acquainting the students with the problems of todays business

environment that has become very dynamic and competitive. This is done
by broadening of horizons by making available information in the form of
books, business magazines and research reports.

II)

Developing decision making skills, analytical skills and logical

reasoning through case study analysis, presentations, live projects, company
internship, interactive class room lectures and discussions.

III)

Developing the communication and interpersonal skills of the students

so that they can express themselves clearly and with confidence in order to
influence others. Students are also trained to be good listeners who are
sensitized to the expectations of others so that they can play an effective
role in group situations. This is done through the communication labs.

IV)

Making Summer Project / Internship an integral part of the course

curriculum. The summer internship programme is for a period of six to
eight weeks that can be undertaken in any industry at the end of the third
trimester.

V)

Organizing of rural camps in rural areas thereby imparting an

understanding of the deeper aspirations of the common people for justice
and who should see their training as a preparation for true service to the
society. The perfect blending of humanity and professionalism, the
amalgamation of management, leadership and social service is an active
ingredient of this esteemed institution that creates, Professionals with a
difference.

Duration: Two years full time

COURSE DESIGN:
The course curriculum is uncompromisingly rigorous and intensive. The course is
spread over six trimesters.

i)

The first three trimesters contain papers related to foundation and

integration areas of management. Basic conceptual knowledge is provided
that inculcates attitudes and skills necessary for managerial effectiveness.

ii)

At the end of the third trimester students are required to undertake a

project in any organization for a period of six to eight weeks as an integral
part of the course curriculum.

iii)

In the fourth, fifth and sixth trimester the students take up courses which
are compulsory and elective courses which can be chosen from a pool of
courses and which may be very specific or specialized or supportive to the
discipline.

It is thus expected that the course instructors as well as the students will pay attention
to every trimester to the integration of the subject with the objective of the curriculum.

COURSE STRUCTURE:

The course is divided into two parts as given below:

Trimester - I

June to September

Trimester - II

September to December

Trimester - III

January to March

Summer Training

April to May

Year I

Year II

Trimester - IV

June to September

Trimester - V

September to December

Trimester - VI

January to March

Summer internship is mandatory for every student as it is an in integral part of

the course curriculum

The department reserves the right to modify, update or delete a subject or a part of
the subject in order to maintain the relevancy of the course. All modifications are
subject to the approval of the academic council of the Institute.

Trimester-wise Paper Details & Total Marks Allocation for Each Paper:

Trimester I

C.N.

Course Title

FM

MM

301 Business Statistics I

100

MM

302 Accounting For Managers I

100

MM

303 Business Environment

100

MM

304 Essentials of Management

100

MM

305 Business Communication

100

MM

306 Marketing Management I

100

MM

307 IT Skills for Managers

100

MM

308 Organizational Behaviour I

100

MM 309 Communication Lab

MM 310

Viva Voce

100
50

Overall Assessment

100

TOTAL

1050

Trimester II

C.N.

Course Title

MM 311 Research Methodology

FM
100

MM 312 Accounting for Managers II

100

MM 313 Financial Management I

100

MM 314 Managerial Economics I

100

MM 315 Marketing Management II

100

MM 316 Human Resource Management

100

MM 317 Organizational Behaviour II

100

MM 318 Operation Research

100

MM 319 Soft Skill Development

50

MM 320 Viva-Voce

50

Overall Assessment

100

TOTAL

1000

Trimester III

C.N.

Course Title

FM

MM 321 Financial Markets & Services

100

MM 322 Organizational Behaviour - III

100

MM 323 Business Statistics - II

100

MM 324 Entrepreneurship Mgmt : Planning & Execution

100

MM 325 Managerial Economics - II

100

MM 326 Management Information System

100

MM 327 Cost & Management Accounting

100

MM 328 Logistics & Supply Chain Mgt.

100

MM 329 Soft Skill Development

50

MM 330 Viva-Voce

50

Overall Assessment
TOTAL

100
1000

Trimester IV

C.N.

Course Title

FM

MM 331 Business Ethics & Corporate Social Responsibility

100

MM 332 TQM

100

MM 333 Product & Brand Management

100

MM 334 Customer Relationship Management

100

MM 335 Consumer Behaviour

100

MM 336 Banking and Insurance

100

MM 337 Soft Skill Development

50

MM 338 Viva-Voce

50

Elective Papers ( Any one of the following )

100

MM 339 Services Marketing

MM 340 Rural Marketing
Overall Assessment

100

TOTAL

900

Trimester V

C.N.

Course Title

FM

MM 341 Business Law

100

MM 342 Integrated Marketing Communication

100

MM 343 Retail Management

100

MM 344 Project Management

100

MM 345 Sales & Salesmanship

100

MM 346 Industrial Visit

100

MM 347 Soft Skill Development

50

MM 348 Viva-Voce

50

Elective Papers ( Any one of the following )

100

MM 349 Business Analytics

MM 350 Sustainable Business Models
Overall Assessment

100

TOTAL

900

Trimester VI

C.N.

Course Title

FM

MM 351 Business Policy & Strategic Mgt.

100

MM 352 Marketing in Practice

100

MM 353 Summer Training Evaluation

100

MM 354 Viva-Voce

50

Elective Papers ( Any one of the following )

100

MM 355 International Marketing

MM 356 Business to Business Marketing
Overall Assessment

100

TOTAL

550

TRIMESTER I

MM 301 BUSINESS STATISTICS - I

The objective of the course is to make the students familiar with basic statistics. The
course assumes no prior knowledge of statistics; but it requires that the students have a
suitable knowledge of mathematics (+2 levels).

Sl. Topic Area

Class Hours

1.

Introduction to Statistics

What is Statistics? Is Statistics a science? Usage of statistics in Business,

Commerce, Agriculture, Sciences etc.
2.

Collection and Presentation of Data

Introduction to Data, Primary Data and Secondary Data, Collection of

Data, Scrutiny of data, Frequency and non-frequency data, Textual and
Tabular presentation of data, Diagrammatic Representation of Data
3.

Frequency Distribution

Summarization of Data, Attribute and Variable, Frequency distribution of

an attribute / variable, Discrete and continuous variables, Graphical
representation of frequency distribution, Ogive
4.

Measures of Central Tendency

Descriptive measures of statistics, Central Tendency, Arithmetic Mean,

Median and Mode, Comparison of the various measures
5.

Measures of Dispersion

Meaning of Dispersion, Range, Mean Deviation, Standard Deviation,

Quartile Deviation, Measures of Relative Dispersion
6.

Correlation and Simple Regression

Bivariate Data, Scatter Diagram, Correlation, Properties of Correlation

Coefficient, Rank Correlation, Simple Regression, Fitting of Regression
Lines, Why two lines of regression, Relation between regression and
Correlation,
7.

Elements of Probability Theory

Meaning of probability, notations, definitions of probability, Theorems

on probability, Conditional Probability, Independence of events, Random
Variables Expectation and Variance, Law of Large numbers
8.

Univariate Theoretical Distribution I

The Binomial Distribution, The Poisson Distribution, Properties of the

distribution, Relation between the distributions
9.

Univariate Theoretical Distribution II

The Normal Distribution, Normal Distribution as a Limiting form of

Binomial and Poisson Distribution, Importance of Normal Distribution,
Using the Normal tables
Total Class Hours

34

Basic References:

Gun, A. M. ; Gupta, M. K. & Dasgupta, B. (1998). Fundamentals of Statistics

(1998 ed.). Vol. I. Kolkata : The World Press Private Limited
Sharma, J. K. (2013). Business Statistics (2nd ed.). Noida : Pearsons Education
Asia
Sharma, J. K. (2014). Fundamentals of Business Statistics (1st ed.). Noida :
Vikas Publishing

MM 302 ACCOUNTING FOR MANAGERS - I

The objective of the course is to familiarize the students with financial statements and
principles and to acquaint them in brief with accounting mechanics, process and
systems.
The students can develop sound concepts that will help in their managerial
applications.
This will also lay the foundation for developing their skills in interpreting financial
statements.

Sl. Topic Area

1.

Accounting: Information for Decision Making:

Class Hours
3

Why Accounting? Intro. to Basic Financial Statements: Statement of

Financial Position: Assets, Liabilities, Owners Equity. The Accounting
Equation, Effects of Business Transactions on Accounting Equation:
Income Statement: Users of Accounting Information, General Accepted
Accounting Principles (GAAP). Accounting Standards: Overview
2.

The Accounting Cycle: Capturing Economics Events:

Recording in Subsidiary Books, Ledger Posting & Balancing of

Accounting; The Trial Balance.
3.

The Accounting Cycle Some Important Issues: Accounting for Fixed

Assets:

Accounting Standard 6; Determination of Cost, Cost Allocation

Depreciation, Methods of Depreciation: Straight Line Method, Written
Down Value Method; Changes in Methods of Charging Depreciation and
Disposal of Fixed Assets
4.

Completion of Accounting Cycle: Reporting Financial Results:

Preparing Financial Statements; Trading and Profit & Loss Account;

Balance Sheet
5.

Accounts for Limited Companies: Shares & Debentures An Overview:

Share: Mechanism for Issue of Shares, Oversubscription and Prorata

Allotment, Forfeiture and Re-issue of Forfeited Shares, Right & Bonus
Shares; Preference Shares, Buyback of Shares, Debentures, Debenture
Redemption Reserve.
6.

Financial Statements of Companies An Overview

Total Class Hours

34

Basic References:

Mukherjee, A. & Hanif, M. (2011). Modern Accountancy (2nd ed.). Vol-I & II.
New Delhi : Tata McGraw Hill
Maheshwari, S.N. & Maheshwari, S.K. (2012). Advanced Accountancy (10th
ed.). Vol-I & II. Noida : Vikas Publishing House Pvt. Ltd.
Sehgal, A. & Sehegal, D. (2008). Advanced Accounting Corporate
Accounting (6th ed.). New Delhi : Taxmanns
Vasudeva, S. (2009). Accounting for Business Managers (1st ed.). Mumbai :
Himalaya Publishing House Pvt. Ltd.

MM 303 BUSINESS ENVIRONMENT

The objective of this course is to make the student understand and appreciate the
fundamental concepts of business environment. The basic objective of this course is to
let the students understand how the environment affects an organization and how the
analysis of environmental factors can change future of the organization. An effort will
be made to take live examples from the industry/business to make clear the concepts.
Sl. Topic Area

Class Hours

1.

Introduction, Types of Environment- Internal and External, Micro and

Macro Environment, Strategic Management and Environmental
Analysis.

2.

Economic, Political,
Environment

Demographic

3.

Societal Environment Business and Society, Business Ethics, Business

and Culture, Social and Cultural Factors, Technological Development
and Social Change. Consumerism.

4.

Social Responsibility of Business, Corporate Governance

5.

Industrial Sickness, Indian Companies Act in brief

6.

Financial Market- Money and Capital Market- Meaning, Nature and

Instruments, Functions

7.

Derivatives Meaning, Definition, Forwards, Futures, Options

8.

Credit Rating

9.

Foreign investment & Collaborations, FDI & Developing countries.

Case Discussion & Presentation Based on sessions by Group

Total Class Hours

31

Natural,

Technological

and

Basic References:

Aswathappa, K. (2009). Essentials of Business Environment (12th ed.). Mumbai

: Himalaya Publishing House
Cherunilam, F. (2003). Business Environment Text & Cases (22nd ed.).
Mumbai : Himalaya Publishing House
Saleem, S. (2010). Business Environment (2nd ed.). Delhi : Pearson

 Shukla, M.B. (2012). Fundamentals of Business Environment.(1st ed.). Delhi :

Taxmanns Publication

MM 304 ESSENTIALS OF MANAGEMENT

3

The objective of the course is to provide an understanding of basic concepts,

principles and practices of management and inculcate the ability to apply
multifunctional approach to organizational objective.
Sl.

Topic Area

Class
Hours

Nature of Management: - Different Management Thoughts over time:

- Management Process &Coordination: - Function of Management,
Nature of Management Function, Managers and Environment.

Fundamentals of Planning, Objective, Process and Benefits of MBO,

Concepts and Features Policy and strategy, Concept of Forecasting,
Planning & Forecasting, Forecasting Techniques, Planning Premises.
Decision Making: - Strategic and Tactical Decisions, Decision
Making Process, Effective Decision, Rationality in Decision Making,
Limits in Rationality, Creativity and Decision Making, Stages in
Creative Process, Decision Making Conditions,
Organization Concept, Design of Organization Structure,
Departmentation, Span of Management, Concept and Sources of
Authority, Responsibility, Accountability, Delegation, Centralization
And Decentralization, Concept of Line And Staff relationship,
Fundamentals of Staffing: Recruitment and Selection: - Sources of
Manpower Supply, Selection Process, Training and Development,
Performance Appraisal:
Fundamentals of Directing, Motivation: Theories of Motivation,
Leadership: - Leadership Theories, Leadership Styles,

Control System and Process, Control Techniques Budget and Budgetary

Control, Break-Even Analysis
Case Studies form Indian Companies

6
7
8

Total Class Hours

30

Basic References:
Koontz, H . (2010). Essentials of Management (8th ed.). New Delhi: Tata
McGraw-Hill Education
Daft, R. (2008). The New Era of Management (10th ed.). New Delhi: Cenage
Learning EMEA
Rao, V.S.P. (2009). Management: Text and Cases (1st ed.). New Delhi: Excel
Books India
Prasad, L.M. (2007). Principles and Practice of Management (7th ed.). New
Delhi: S Chand Publications
Stoner, James A, Gilbert, Daniel R. (2003). Management (6th ed.). New Delhi:
Pearson Education

MM 305 BUSINESS COMMUNICATION

The objective of the course is to enable students to become aware of their

communication skills and sensitize them to their potential to become successful
managers.

To help them acquire some of the necessary skills to handle day-to-day managerial
responsibilities, such as one-to-one communication, enriching group activities and
processes, writing letters, memos, minutes, and reports and maintaining ones poise in
private and in public.

Sl. Topic Area

Class Hours

1.

Introduction to business communication :Role of communication,

defining and classifying communication, purpose of communication,
process of communication, characteristics of successful communication,
importance of communication in management, communication structure
in organization, communication in crisis.

2.

Verbal Communication :What is verbal communication, principles of

successful verbal communication, barriers to communication, what is

conversation control, reflection and empathy: two sides of effective
verbal communication, effective listening
3.

Principles of nonverbal communication :Body language

4.

Introduction to managerial writing :Business letters, routine letters, bad

news and persuasion letters, sales letters, collection letters, job
application letters

5.

Internal communication through Memos, minutes, notices, reports

6.

Business and social etiquette

Total Class Hours

30

Basic References:
Bovee and Thill (2010). Business Communication Today. New Delhi: Tata
McGraw Hill.
Kaul, Asha ; (2009). Effective Business Communication. New Delhi: PHI
Learning Private Limited.
Mitra, Barun K. (2011).Personality Development and Soft Skills. New Delhi:
Oxford University Press.
Mc Grath, E.H., S.J (2011). Basic Managerial Skills for All, (9th ed.). New
Delhi: PHI Learning Private Limited.
Raman, Meenakshi and Singh, Prakash, (2006). Business Communication. New
Delhi: Oxford University Press.

MM 306 MARKETING MANAGEMENT - I

The Objective is to enable the students to understand and appreciate the concept of
marketing both in theory and in practice and to have an understanding of the
concept of marketing strategy formulation and implementation.
Sl. Topic Area
1.

Introduction to Marketing

Class Hours
3

2.

Nature & Scope of Marketing

3.

The Marketing Environment and Environment Scanning

4.

5.

The New Economic Policies and the Marketing Challenges of the

Liberalized Economy
The Growing Relevance of Marketing to India

6.

Market Segmentation

7.

The Marketing Mix

8.

New Product Development Strategy

9.

Developing Marketing Strategies and Plans

10. Marketing Planning

11. Case Discussion & Presentation

Total Class Hours

32

Basic References:
Kotler, Phillip & Armstrong, G. (2012). Marketing an Introduction, (6th ed.).
New Delhi: Pearson Education.
Kotler, Phillip. Keller, Kevin Lane. Koshy, Abraham and Jha, Mithileshwar.
(2009). Marketing Management, A south Asian Perspective, (13th ed.). New
Delhi: Pearson Education.
Bains, Paul. Fill, Chris. Page, Kelly and Sinha, Piyush K. (2013). Marketing,
(Asian Edition). New Delhi: Oxford University Press.
Saxena, Rajan. (2010). Marketing Management, (4th ed.). New Delhi: Tata
McGraw Hill.
Ramaswamy, V S & Namakumari, S. (2012). Marketing Management Planning, Implementation & Control, (4th ed.). New Delhi: Macmillan.

MM 307 IT SKILLS FOR MANAGERS

The objective is to familiarize students with basic computer concepts and emerging
computer technology, so as to enable them to use computer resources
efficiently for making effective decisions.
Sl. Topic Area
Class Hours

1.

Ms PowerPoint

MS PowerPoint, Creating the Slides, Slides with Clipart, Different Types

of Presentation using style sheet
2.

MS EXCEL

Creating Simple Worksheets, Editing and Absolute cells in Worksheet,

Formatting Worksheets, Copying and Moving Cells, Data Sorting, Chart
(graph creation), Filtration, Data Validation, Custom List, Protection,
Data Freeze, Relationship in Excel, Functions
(Statistical, Financial, Logical, Database, Text)
3.

Advanced MS EXCEL

Data Consolidation, Solver, Data Table, Pivot Table, Goal Seek,

Scenario, Macro,
Vlookup and Hlookup Application in Excel,
4.

MS WORD

MS Word, Creating and Formatting a Document, Table Creation, Mail

Merge, Creation of AutoText, Book Mark, Drop Cap, Auto Correct,
Change Case, Macro Creation, Working with columns
5.

Advanced DBMS
MS Access: Creating Tables, Data Validation, Implementation of
Queries, Relationship between Tables (one to one, one to many),
Generating the Report.
Introduction to ERP: The critical success factors for ERP
implementations

6.

Total Class Hours

Basic References:

Alan Simpson - Your First Computer

PC Software Made Easy by R.K. Taxali
Mansfield The Compact Guide To MS Office
MS Office/Word/Excel/Powerpoint/Access - BPB Publication
MS Excel 2000 Developers Handbook - BPB Publication

3
31

MM 308 ORGANISATIONAL BEHAVIOUR I

At the end of the OB I course you should have a basic understanding and appreciation
of the topics outlined in the course content. An understanding of the behavior of
individuals inside organizations should further enhance your skills in understanding
and appreciating individuals, interpersonal, for increased effectiveness both within and
outside of organizations.

Sl. Topic Area

Class Hours

1.

OB: An overview & Learning

2.

Values and Attitudes

3.

Personality & Personality Attributes

4.

Perception & Attribution Social perception

5.

Motivation: Principles, applications and exercises

6.

Emotions & E.I

7.

Concept of Assertiveness: Components of Assertive behavior

8.

Benefits of Assertiveness

9.

Measuring Assertiveness

10. Assertiveness Goals

11. Rational-emotive Assertiveness Training

12. Handling Fear

13. Handling Anger

14. Handling Depression

15. Developing Assertive Behaviour Skills

16. TA and Self Awareness

17. TA Applications in Motivation

18. TA in Counseling

Total Class hours

34

Basic References:

Luthans, Fred. (2008). Organizational Behavior . Singapore : McGraw Hill

Newstrom, W. John, (2008). Organizational Behaviour- Human behaviour at
work (12th ed.).New Delhi : Tata McGraw Hill Education Private Limited.
Pareek Udai and Khanna Sushama, (2011). Understanding Organizational
Behavior (3rd ed.). New Delhi : Oxford University Press
Prasad, L.M. (2007). Organizational Behaviour (1st ed.). New Delhi : Sultan
Chand & Sons
Robbins, P. Stephen, Judge, A. Timothy and Vohra Neharika, (2011).
Organizational Behavior (14th ed.). Delhi : Pearson.

MM 309 COMMUNICATION LAB

Practical Sessions in Communication Skill development

MM 310 Viva-Voce