PROPOSED COURSES FOR 2008-2010 BATCH OF

PGPABM WITH CREDIT LOAD

TRIMESTER - I

S.NO. NAME OF THE COURSE CREDIT

1 Communication and Presentation Skills 2

2 Basic Computer Skills 1

3 Principles of Marketing Management 3

4 Principles of General Management 2

5 Self Management 2
(Organizational Behavior-I)

6 Business Mathematics 3

7 Basic Financial Accounting 3

8 Managerial Economics-I (Micro) 3

Total Credits 19

1
 COMMUNICATION AND PRESENTATION SKILLS

CREDITS: 2

S.No. Topic to be covered

1. Icebreaker
Importance of communication
Business communication (upward and downward communication)
2. Two way communication
Assertive Communication
Role Plays
Assignment (Discover your communication pattern)
3. Speaking in English, Business Vocabulary
Speech patterns (Rhythm, Intonation etc. with handouts)
Speaking in English, Extempore (JAM)
Assignment (Use business vocabulary in role plays)
4. Business writing (Introduction to reports, e-mails)
Persuasive speaking
Role Plays
Assignment (On writing mails)
5. Corporate Communication different techniques of communication
Group Discussion
6. Assignment (Writing a report)
7. Voice Training
E-room
8. Importance of Listening
Listening Skills Test
Speaking
9. Presentation Skills
Assignment (Prepare a presentation on a given topic)
10. Presentation Skills (Video recording of student presentations)
Presentation Skills – Feedback
11. Body Language
Image training
Negotiation Skills
12. Review and Close

2
 BASIC COMPUTER SKILLS

CREDITS: 1

S.No. Topic to be covered

01 Computer Basics

1.1 • A brief over view of computers and its peripherals, storage

devices etc.
• Working computers in a Local Area Network and its advantages
• Sharing resources in a LAN.

1.2 Internet and Searching Techniques

• Over view of world wide web – History, domain names, TCP/IP,

internet services
• FTP, Gopher, telnet, news groups, world wide web
• Browsers
• Internet service providers and Internet Society
• Use of search engines and advantages
• Searching features, tips and techniques used in searching
• Using Email and Group mails.
02 Microsoft Word

2.1 • Creating and saving word document

• Creating headings, headers, footers, paragraph formatting features
– alignment, font , size, line spacing.
• Text formatting features – bold, italic, underline, colour options.

2.2 • Editing features – find and replace, cut and paste, go to options.
• Page setup - margins, paper size, orientation of page, page layout
• Printing a document
2.3 • Indenting, bullets, number list.
• Inserting clip art or pictures into document and its formatting
features, and keyboard shortcut keys.
• Auto correct, spell check, protecting document etc.
• Create a table with the insert table button and formatting features
of table.

2.4 • Mail Merge.

03 Microsoft Excel

3.1 • Creating and saving Excel file.

• Difference between Workbook and spreadsheet.
• Working with spreadsheet – entering text, number, formulas in a
cell.

3
 • Formatting cells, rows and columns.
3.2 • Inserting cell, row, column and editing features – find and
replace, cut and paste, spell check option
• Inserting, renaming work sheet.
• Printing features – Print preview, page setup, printing excel sheet
3.3 • Calculating data with formulas, using autosum feature
• Use of functions such as Sum, Average, Max, Min and data
analysis etc.
• Use of IF Function.
• Use of sort and filtering features
• Use of cell referencing, and difference between absolute vs.
relative cell addressing
• Use of Fill handle to create the number series
3.4 • Types of Charts, and creating charts / graphs.
04 SPSS
• Introduction to SPSS
4.1 • Overview of SPSS for Windows

4.2 • Entering Data in SPSS

• Starting SPSS
• The data editor
• The output viewer
• Importing data from Excel files

4.3 Modifying and Arranging Data in SPSS

• Creating and defining data

• Inserting cases and variables
• Computing new variables
• Recoding variables
• Sorting cases
• Selecting cases
• Listing cases
• Summarizing data
• Descriptive Statistics
• Frequencies
• Cross Tabulation
• Case Summaries

05 Microsoft PowerPoint

5.1 • Create and save PowerPoint presentation file.

• Creating a slide, slide auto layouts.
• Formatting slide – background colour, colour scheme, choosing
design from templates, text-formatting features, bullet list and
number list.
5.2 • Normal view, slide sorter view, slide show, outline view

4
 • Inserting images, tables, audio, video clips etc in a slide.
• Printing slides in different modes – slides, handouts, notes pages,
outline view.
5.3 • Creating Master slide
• Importing and exporting charts, tables from other Microsoft
products – MS word, MS Excel
• Adding animation effects to slides, transition effects
• Setup and run slide show.

06 Database – Microsoft Access

6.1 • Introduction to Relational Database Management Systems and

advantages.
• Database and its objects such as tables, query, forms, reports and
macros etc.
• Designing tables using various data types available in Access.

6.2 • Referential integrity of data, relationships, joining tables in

Microsoft Access Database
• Sorting and filtering techniques.

6.3 • Introduction to Structural Query Language (SQL) in RDBMS.

• Preparing queries using SQL.
• Generating reports and labels using tables and queries.

Total number of session: 20 and Hours: 40

5
 PRINCIPLES OF MARKETING MANAGEMENT

CREDITS: 3

Sl.No. Topics
1. Introduction: Marketing Concept, Process and Function
2. Evolution of Marketing, Classification and Types of
Market
3. Marketing Mix: Meaning and Factors influencing the
Marketing Mix
4. Market Information Systems
5. Consumer Behaviour
6. Product Decisions
7. Product Branding
8. Market Segmentation
9. Segmentation and Targeting
10. Positioning
11. Differentiation
12. Product Life Cycle
13. Demand Estimation
14. Pricing Strategies
15. Distribution Network Management
16. Channel Management
17. Sales Management
18. Product Promotion
19. Advertising
20. Marketing Communications
21. Managing Competition
22. Emerging Concepts in Marketing

6
 PRINCIPLES OF GENERAL MANAGEMENT

CREDITS: 2

Sl. Contents
No.
1. Management: Meaning, Nature and significance
Management is combination of art and science
Development of management science
2. Management as profession
Management as Profession at different levels
3. Administration and Management
Difference between Management and Administration
Management includes administration
No distinction between management and administration
4. Significance of management from the point of view of modern business
operations
5. Development of management principles
Fayol’s principles of management
6. Functional areas of management
Management process
 Planning
 Staffing
 Leading
 Controlling
 Coordination &
 Communication

7. Importance of planning
Steps of planning
Essentials of good plan
Limitations of planning
8. Objectives, advantages of setting objectives and its process,
9. Policy and its meaning
Formulation of policies
Procedure defined
Distinction between policies and procedures

10. Decision making

Techniques: Stages in decision making process
Assignment and presentations
11 Organisation: Meaning and definition
Principles of organization & design
Formal and informal organizations
12. Nature & types of organization
 Structure of organization
 Functional organisation

7
  Matrix organisation
Span of control
 Matrix organisation
 Factors affecting span of control
 Departments
14. Elements of staffing
Assignment and presentations
15. Power and authority
Delegation of authority
Centralization and decentralization of authority
16. Directing: Motivating people at work
Theory X, Theory Y and Theory Z
Maslow’s need Hierarchy
17. Leadership Function:
The DC code : 3 rules of successful leadership
Leadership through Mahatma’s vision
18. Change Management
Analysis of business environment
Social responsibilities of management
Management practices in 21st century
 Role model of manager
 Most admired company – Best Management
19. Time Management
Presentations
20. Pre reforms Business Environment

21. Post reforms Business Environment

22. Special lecture on Economic reforms & its implication on Agri-business

23. Special lecture on WTO & its implication on Agri-business

8
 SELF MANAGEMENT
(ORGANIZATION BEHAVIOUR – I)

CREDITS: 2

S.No. Topics to be covered

1. Organizational effectiveness paradigm
2. Basic model of individual behaviour
Causes and determinants of behaviour
Individual differences and stability of behaviour

3. Theories of Learning
Classical conditioning
Reinforcement theory
Vicarious learning
4. Kolb learning cycle pattern
Task - 2 : Having known the prominence of your learning pattern, identify the
management situations where this pattern can provide you an edge over
other’s as a manager and give reasons thereof.
5. Definition of personality
Personality in the organization’s setting
Some important dimensions of personality
(Extroversion/emotional stability, agreeableness / conscientiousness/openness to
experience)

6. Brief input on personality

theories
- Psycho-analytic theory
- Trait theory
- Humanistic theory
- Social learning theory
- Carl Lopez case for
overnight reading
7. Case discussion (Carl Lopez) against questions set for it
Types of personality

i) MBTI Questionnaire

8. 16 typologies and their characteristics

Situation and person fit typology

9. Make a list of personality characteristics that you expect to be associated with

success as a manager. Defend yourself.
10. - What is attitude
- Nature and how formed
- Components of attitudes
- What functions attitudes serve for a manager
- Process of attitudes change (A Model)

9
11. - Case – Freeman Insurance Company
12. - What is perception
- A perceptual model for managers (highlighting components like perceiver/
event or object/ situation/ selection/organization)

13. - Film Eye of the Beholder

14. - Judgment tendencies (how judgments determined by managers perception)
First impression (projection/ Halo effect/ stereo typing/ attribution theory)
15. - Meaning and definition of motivation
- Motivation – result model
16. - Content theories of motivation (Maslow/ERG/Herzberg/ Mc Clelland)
- Using the inputs given on content theories prepare a chart showing the
comparison and contrasts of the approaches of Maslow, Alderfer, Mc. Clelland
and Herzberg
17. Process theories of Motivation
18. Case Analysis - Green spring bedding company

Task - 1 : List out the possible causes based on your understanding of motivation
(concept/theories/case etc) for low motivation and suggest strategy for enhancing
level of motivation
19. - What is group/team
- Usefulness of groups
- Types of groups in organization
- What is an effective group
- How groups form (factors & stages)

Case Team work is more than just talk

20. - How cooperation, competition, compliance, conformity operates in groups
- Determining factors of interpersonal relations in organization (FIRO-B theory)

21. - What is an effective team

- Factors contribute for team building
- Identification of themes of team building
22. Use of common framework in teams
- Evolving / developing a method
- Introducing ASA and its explanation
- Task - Cycle Application
23. - How common framework brings teamwork, PAR and aim setting
- Introducing the theme of team building
24. - Team Building

25. Stress Management

26. Transactional Analysis
27. Philosophy, management concepts and techniques propagated by Ralf Coverdale

10
 BUSINESS MATHEMATICS

CREDITS: 3

S.No. Topic / Sub-Topic Name

1. Functions & Progressions
 Introduction
 Definition of Constant, Parameter, Variable and Function
 Types of Functions
 Solution of Functions
 Business Applications
 Sequences and Series
 Arithmetic Progression
 Geometric Progression
2. Differential Calculus:
 Introduction
 Set theory – Venn diagram, Maxima & Minima
 Limit and Continuity
 Concept of Slop and Rate of Change
 Concept of Derivative
 Rules of Differentiation
 Business applications of the Derivatives
 Concept of Maxima and Minima with Managerial
Applications
3. Integral Calculus:
 Introduction
 Concept of Integration
 Rules of Integration
 Standard results of Integration
 Integration using partial fractions
 Definite integral
 Business applications of the integration
4. Matrices:
 Introduction

11
  Matrix: Definition and Notation
 Some special Matrices
 Matrix Representation of Data
 Operations on Matrices
 Determinant of a Square Matrix
 Inverse of a Matrix
 Solution of Linear Simultaneous Equations
 Application of Matrices
5. Trigonometry:
 Standard result of trigonometry
 Rules of trigonometry
 Application to business problems

12
 BASIC FINANCIAL ACCOUNTING (BFA)

CREDITS: 3

S.No. Topic to be covered

1. Introduction: Meaning and Objects of Book Keeping
2. Accounting Concepts and Conventions and Glossary of Accounting terms.
3. Principles of Double Entry: What is an Account, Kinds of accounts,
Roles of Debt and Credit.
4. Journal: Meaning, Importance, Form of Journal, Steps in Journalizing,
Transactions of different types combined entries, Opening entries.
5. Ledger: Meaning and definition, Posting, Balancing
6. Subsidiary Journals: Purchase book, Purchase Return Book, Sales book,
Sales return book, Cash book
7. Cash book: Objects and need for Cash book, forms of Cash book, Posting
in Cash book, Balancing the Cash book, Kinds of cash book (3 column
cash book)
8. Bank Reconciliation Statement
9. Trial Balance – Nature meaning, Methods of Preparation of Trial Balance,
Trial Balance and accuracy of books.
10. Final Accounts I – Meaning and Significance, Capital and Revenue
transactions – Differed Revenue Expenditure, Trading Account Closing
Entries, Profit and Loss Accounts, Balance Sheet arrangement of Assets
and Liabilities.
11. Final Accounting – II (Adjustments): Outstanding expenses, Prepaid
expenses, Accrued income, Income received in advance, Depreciation,
Interest on capital, Interest on drawings, Bad debts, provision for bad debts,
provision for discount on debtors, Reserve for discount on creditors,
closing stocks and accidental losses.
12. Introduction of Companies Act & Accounts [Schedule (6)].
13. Introduction of IT Act and its impact on accounts.

13
 MANAGERIAL ECONOMICS - I (MICRO)

CREDITS: 3

S.No. Topics to be covered

1 Introduction
Economics and Managerial Economics – definitions
Relevance of micro and macro economics in managerial decisions
Review of some important Economic Terms and Concepts in Managerial
Economics
2 Theory of Demand
Theory of Consumer Behaviour
The Cardinal Utility Theory
• Equilibrium of the Consumer
• Derivation of the demand curve of the consumer
The Indifference Curves Theory
• Properties of the indifference curves
• Consumer Equilibrium
• Derivation of the Demand Curve
• The Consumer Surplus
• Some Applications of Indifference Curves Analysis

14
 The Market Demand – the derivation of the market demand curve
Elasticity of Demand
• price, income and cross price elasticity
• Measurement of elasticity
• The relationship between Marginal revenue and price elasticity
Methods of Demand Forecasting and their application in the empirical data
analysis
3 Theory of Supply
Law of Supply
Factors affecting the level of supply
The supply Curve
Interaction of supply and demand
Price Determination
Shifts in Demand and Supply Curve: Comparative Static Analysis
4 Theory of Production
The Production Function of a Single Product
- Laws of Production
(i) Laws of Returns to Scale
(ii): The Law of Variable Proportions
Equilibrium of the Firm: Choice of the various combinations of factors of
production
5 Theory and Estimation of Costs
Relationship between production and cost
The relationship between SAC and LAC
The Analysis of Economies/diseconomies of Scale
Empirical Relevance on the shape of costs
The Relevance of the Shape of Costs in Decision Making
6 Theory of the Firm
Perfect Competition
-Assumptions
-Short Run Equilibrium
(a) Equilibrium of the Firm in the Short Run
(b) The Supply Curve of the Firm and Industry
Short Run Equilibrium of the Industry
-Long Run Equilibrium
Equilibrium of the firm in the Long Run
Equilibrium of the Industry in the Long Run
Dynamic Changes and Industry Equilibrium
Shifts in Market Demand
Predictions of the Perfect Competition Model when costs change
Effects of Imposition of a Tax
Monopoly
-Definition
-Demand and Revenue
-Costs
Equilibrium of the Monopolist – short run and long run

15
 -Predictions in Dynamic Changes
-shift in market demand
-an increase in the costs of the monopolist
Price Discrimination
Monopolistic Competition
Assumption
Costs
Product differentiation and the Demand Curve
The concepts of the Group and Industry
Equilibrium of the Firm
Comparison with the pure competition
Oligopoly
I Non-collusive Oligopoly
Courtnot’s Duopoly Model
The kinked demand curve model
Stackleberg model
Average Cost Pricing or Mark up Pricing Theory of Oligopoly
Limit Pricing Thoery of Oligopoly
II: Collusive Oligopoly
Cartels
Price Leadership – the model of low cost
price leader, the model of dominant firm price leader
Theory of Games
Some definitions
Two Person Zero Sum Game
Non-zero Sum Game
7 Capital Budgeting
Introduction
The capital budgeting decision
Time value of money
Capital budgeting under conditions of risk

16
 PROPOSED COURSES FOR 2008-2010 BATCH OF
PGPABM WITH CREDIT LOAD

TRIMESTER - 2

S.No. Name of the course Credit

1 Business Statistics 2

2 Marketing Strategies and Techniques 3

3 Managerial Economics-II (Macro) 2

4 Organizational Behaviour-II 3

5 Cost and Control Systems 3

6 Management Information System (MIS) 2

7 Agri-Input Marketing 3

8 Written Analysis Communication (WAC) 1

Total Credits 19

17
 BUSINESS STATISTICS

CREDITS: 2

Topics to be covered

1. Role of statistics in decision making; Introduction, role of statistics in decision

making, steps involved in planning and conducting statistical studies.
2. Organizing and summarizing data: Data collection, tabulation, cross
tabulation, frequency distributions, presentation of data, graphs, charts, diagrams,
frequency curves, histograms and polygons.
3. Statistical measures: Measures of Central tendency, Measures of Dispersion,
Measures of Skewness.
4. Simple linear regression and correlation: Introduction, simple linear regression
model, using linear regression equations, correlation and coefficient of determination.
5. Time series analysis and forecasting: components and models of time series,
measuring trends.
6. Theory of Probability: Concepts and definitions of probability, additive and
multiplicative theorems, statistical independence, marginal conditional and joint
probabilities, Bayes theorem and its applications.
7. Some important probability distributions: Random variables, expectation and
variance. Binomial, Poisson and Normal distributions. -
8. Some important sampling distributions: Sampling methods, sample size, and
sampling distributions.
9. Statistical inference-I Estimation: Introduction, properties of good estimator,
and types of estimators.
10. Statistical inference-IL Hypothesis testing: Type I & Type II errors, power of
test, large sample tests and small sample tests.
11. Analysis of variance: once-way and two-way anova.
12. Non parametric statistics: Measurement and scaling techniques, when to use
non-parametric tests, mann-whitney, wilcoxon signed rank test, matched pair test.
13. Chi-square distribution and analysis of frequencies: introduction, definition of
chi-square distribution, tests of goodness of fit, independence.
14. Statistical decision theory: introduction, basic ideas, decision making under
conditions of certainty, uncertainty, and risk.

18
 MARKETING STRATEGIC & TECHNIQUES

CREDITS: 3

Sl.No. Topic to be covered

1 Meaning of Marketing Strategies and Techniques
2 Elements of Strategic Marketing
3 Changing Business Environment
4 Emerging Strategic Marketing Concepts
5 Assessing the Internal Environment
6 Competitors Analysis
7 Strategy Formulation
8 Strategies for E business Era
9 Marketing Strategy options
10 Strategy Implementation
11 Life Time Value of Customer
12 Brand Valuation
13 Pricing (from customer value perspective & from
psychological pricing perspective Vs. Costing
perspective

19
 MANAGERIAL ECONOMICS – II (MACRO)

CREDITS: 2

S.No. Topics to be covered

1. Meaning and Scope of important macro economic concepts – Gross National
product and its components – Conceptual and measurement problems –
Contribution of various sectors to the GDP in India – Recent trends and issues.
GNP and Economic Welfare.
2. Major determinants of National Income – Income determination linking with
consumption, investment and saving. Consumption function – The multiplier
analysis – Foreign Trade Multiplier.
3. Investment function – Marginal efficiency of Capital Vs the market rate of
interest – Private Vs Govt./ Public investment – Issues relating to crowding in
and crowding out of investment.
4. Labour, money and product markets – The Quantity theory of money – Supply
of and demand for money – money multiplier – High powered money.
5. The IS/LM Frame Work – Factors affecting IS/LM.
6. Links between economic growth and investment ICOR – Recent trends in India
– Major constraints to economic growth in India.
7. Monetary and Fiscal Policies – Budget analysis – Recent Policy Reforms
8. Un-Employment and Price Level – Trade off – the Philips Curve.
9. Different types of inflation. Measures to contain inflation and Budgetary deficits.
10. Funding Budgetary deficits by various means – Exchange rates, interest rates
and inflation relationships in a macro paradigm.
11. Balance of Payments disequilibrium – Links between the trade deficit and
domestic credit creation – etc.,

20
 ORGANISATIONAL BEHAVIOUR - II

CREDITS: 3

S.No. Topic to be covered

1 Introduction to OB and Management

2 Organizational structure & types of organization

3 Organizational culture
4 Goal setting
5 Organizational Processes – Delegation
6 Negotiation strategy and skills for managers
7 Leadership
8 Organizational Communication
9 Conflict Management
10 Decision Making in organizations
11 Influence, Power and Politics in Organization
12 Organizational change & Development
13 Restructuring of Organization & BPR

21
 COST AND CONTROL SYSTEMS

CREDITS: 3
CONTENTS

1. Varieties of costs
2. Varieties of management decisions
3. Critical terminology of cost and management accounting
a. Controllable and uncontrollable
b. Fixed, semi variable, variable
c. Allocation, apportionments
d. Direct and indirect
e. Network
f. Capital employed etc.

4. Cost Accounting Systems and Methods

a. Job Costing System
i. Contract Costing
ii. Batch Costing
iii. Unit Costing

b. Processing Costing
i. Joint products
ii. By products
iii. Equivalent production
iv. Operating costing

5. Accounting for – Direct and Indirect

a. Materials
b. Labour
c. Overhead
d. Marginal Costing
e. Breakeven Analysis
f. Differential Costing – advantages and limitations – application

6. Budgets and Budgetary

Control – Types of budgets – Methods of preparation as a tool for control – advantages
and limitations – budgets are for whom? Concepts of cost center, profit center,
responsibility center
7. Distinction between cost control and reduction – conceptual understanding
8. Activity based costing – appreciation of concept

22
 MANAGEMENT INFORMATION SYSTEMS

CREDITS: 2

S.No. Topic to be covered

1. Introduction to Information System in Business.
Fundamentals of Information System

2. Solving business problems with Information Systems

Case:
3. Hardware: Input, Processing, and Output Devices

4. Software: Systems and Application Software

5. Database Management Systems: Organizing data and information
6. Networking and communication Systems

Case:
7. The intranets, Internet and Electronic Business
8. Information Systems for Managerial Decision Support

Case:
9. System investigation and analysis
10. Systems Design, Implementation, Maintenance, and Review

11. Security, Privacy, and Ethical Issues in Information Systems and the Internet

Case:
12. Group project presentations, discussions and review

23
 AGRI INPUT MARKETING

CREDIT: 3

Sl.No. Topics to be covered

1 Understanding special features of Agri input Marketing
2 Understanding Agri Business Consumers
3 Product Identification
4 Channel Selection
5 Channel Management: Special reference to Agri Inputs
6 Channel Evaluation
7 Distribution Strategies
8 Market Segmentation
9 Pricing Policy
10 Market Planning
11 Product Launching and Management
12 Marketing Strategies and Implementation
13 Information System
14 Marketing Organization
15 Distributor and Dealer Development
16 Ethics in Agri Input Marketing
17 Project Work on Seeds, Fertilizer, Pesticides and Farm
Machinery Industry

24
 WRITTEN ANALYSIS COMMUNICATION
(Managerial Communication)

CREDITS: 1

Sl.No. Topic
1 The Communication Process

 Importance and purpose of communication in organizations

 Communication climate and communication structure
 Communication models

2. Written Communication: Writing and Analysis

Writing and analyzing

 letters / replies
 email
 news stories
 press release
 features
 research proposals
 research papers
 research reports
 client briefs
 advertising copy
 telephonic talk

25
 PROPOSED COURSES FOR 2008-2010 BATCH OF
PGPABM WITH CREDIT LOAD

TRIMESTER - 3

S.No. Name of the course Credit

1 Human Resource Management 3

2 Operational Research 2

3 Financial Management 3
(Corporate Finance)

4 Quantitative Aids for Agri-Business 2

5 Project Planning and Management 3

6 Marketing Research 3

7 Procurement Management 3

Total Credits 19

26
 HUMAN RESOURCE MANAGEMENT (HRM)

CREDITS: 3

1. HRM – An overview
 Nature, scope & importance
 Job design, job analysis, job evaluation
2. HRM – The Cultural Dilemma’s in Indian Organizations
3. Human Resource Planning / Human Resource Development (Selection,
Placements, Promotions)
4. Employee Relations – The Indian Scenario
5. Career planning and organization growth, performance appraisals
Performance Management System
Mentoring & Coaching Counseling
- Presentation & Simulation Exercises
6. Talent Management & Retention Management
 Employee development
 Training and development training HR audit etc.
7 Employee Building Self & Others in Indian Setup
- Exercises & Presentation
8. Wage systems
Legal issues, Compensation system, Industrial relation
9. Managing change in Changing Organizations
10. Strategic Human Resource Management
11. Managing empowered organisation
 (e.g. 4 levels of control)
12. Project assignment, Presentation and evaluation

27
 OPERATIONAL RESEARCH

CREDITS: 2

Sl. No. Topics to be covered

1. Introduction to Operational Research

2. Basic Operational Research Concept

3. Modeling with Linear Programming

4. Methods of Linear Programming – Simplex Method

5. Duality and Sensitivity Analysis for Linear Programming

6. Transportation Model and its Variants

7. The Assignment Model

8. Integer Programming

9. Goal Programming

10. Deterministic Inventory Models

11. Queuing Systems (M/M/1)

28
 FINANCIAL MANAGEMENT (CORPORATE FINANCE)
The Investment Decision : Appraising Long Term Investment Projects
*Live cases from Industry to be discussed.
Overview of Corporate
Finance
Value of Common Stocks
Capital Budgeting
Techniques
Capital Budgeting
Techniques
Identification of Relevant
Cash Flows
NPV estimation and value-
based decision on the
adoption of ERP system
Introduction to Risk, Return
and Opportunity, Cost of
Capital
Estimation of Cost of
Capital
CREDITS: 3
CONTENTS
Module – 1
 First Principles of Corporate Lecture and
Finance Discussion
 Shareholder wealth maximization on cases
as the objective in decision making
 PV and opportunity cost of capital +*Case
 How to calculate PV
 Gordon’s dividend Discount Model
 Link between stock price and EPS
 Estimating Horizon Value
 Identification of relevant cash +*Case
flows
 Accounting breakeven vs.
economic breakeven
 The concept & estimation of +*Case
NPV/PI
 Application of NPV/PI
 NPV and IRR conflict
 Replacement decision
 Identify the key assumptions & +*Case
specify correctly relevant cash flows
 Test the sensitivity of project
return against the assumptions
 Sources of cash flow +*Case
 Forecasting approach
 NPV of ERP systems
 Sensitivity analysis
 Portfolio risk and Portfolio return Lecture &
 Risk diversification theorem Discussion
 Capital Market Line on cases
 Systematic risk, beta
 Security market line, CAPM
 Divisional cost of capital +*Case
 Estimation of cost of debt
 The concept of tax shield
 Estimation of cost of equity,
CAPM
 Estimation of WACC
29

The Financing Decision (Capital Structure & Payout Policy) –
Long Term Financing Decisions
*Live cases from Industry to be discussed.
Capital Structure Planning
Theory of Optimal Capital
Structure & Practical
Problems in Determining
Optimal Debt Ratio
Capital Structure :
Financing Mix & Choice
Monte Carlo Simulation
Analysis for Decision
Making under Uncertainty
Dividend Policy: Why does
it matter?
Dividend Policy: Why does
it matter?
Warrants & Convertibles
Leasing
Module – 2
 Maximizing firm value vs. Lecture and
maximizing shareholder value Discussion
 MM Proposition I and II
 Impact of different capital structure +*Case
on firm’s financial health
 Capital structure theory & choice
of target debt ratio
 Impact of corporate culture in
which capital structure decision is
embedded
 Analyze the residual dividend +*Case
payout model to establish corporate
dividend payments
 Examine the relationship between
sales growth, dividend growth, and
capital structure changes
 Explore the trade-off between
internal financing requirements and
dividend payout stability
 Capital structure decisions of a +*Case
firm that is undergoing fundamental
changes in its business
 Developing a model that includes
interest rate and exchange rate risks and
measures the impact of different capital
structures on the value of firm today
 Introduction to Payout Policy & +*Case
MM Dividend Irrelevance Proof
 Cost & benefits of retaining excess
cash within the firm
 Factors to consider when +*Case
establishing / changing dividend policy
 How firm’s competitive &
financial strategies are related?
 Valuation of warrants & +*Case
convertibles
 Why do companies issue warrants
& convertibles?
 Sensible reasons for leasing +*Case
 Valuation of financial lease
 When do Financial Lease pay?
30

The Valuation Decision : Valuation of Firm
*Live cases from Industry to be discussed.
Valuation: Principles &
Practice
Mergers & Acquisitions
Mergers & Acquisitions
Working Capital Policy
Managing Inventory
Receivables Management
Cash & Liquidity
Management
Module – 3
 DCF Valuation Methodology +*Case
 Relative Valuation
 Reconciling Different Valuations
 Valuation of Target +*Case
 Impact of acquisition on acquirer’s EPS
as a function of price paid for target &
form of acquisition
 Issues facing the Board in case of +*Case
LBOs
 Valuation under different operating
strategies and sources of gains in LBOs
 APV Methodology
 Net Working Capital +*Case
 Tradeoff between Profitability &
Risk
 Days operating Cycle (DOC) &
Days Working Capital (DWC)
 Funding Requirements of DWC
 Strategies for managing DOC &
DWC
 Need for Inventory +*Case
 EOQ Model & Order Point
 Monitoring & Control of
Inventories
 Criteria for judging Inventory
System
 Credit Policy Variables +*Case
 Credit Evaluation
 Credit Granting Decision
 Control of Accounts Receivables
 Case Budgeting +*Case
 Long term Cash Forecasting
 Speeding up collections &
Speeding down payments
 Zero Balance Accounts
 Investing in Marketable Securities
31
QUANTITATIVE TECHNIQUES FOR AGRI-BUSINESS

CREDITS: 2

32
Sl.No. Topics to be covered

1. Overview of Quantitative Techniques and Model building

2. Multiple Regression and Modelling

3. Econometric Problems-Heteroscedasticity

4. Econometric Problems – Autocorrelation

5. Econometric Problems – Multicollinearity

6. Input-Output Analysis

7. Cluster Analysis

8. Discriminant Function

9. Forecasting Techniques

10. Demand Management and Forecasting

11. Decision Analysis

12. Game Theory Models

13. Simulation Modeling

14. Markovian Decision Process

33
 PROJECT PLANNING AND MANAGEMENT

CREDITS: 3

S.No. Topic
1. Project Management; Aspects of Project Management, Industrial and
Development Project, Project formulation, identification, feasibility studies,
estimation of inputs and outputs, site selection and detailed project report.
Machinery for clearance of project proposals. Concept of Project Appraisal
systems in industrial and development Projects with special reference to
Agribusiness organization
2. Project Appraisal Techniques including market analysis, technical analysis,
financial analysis and social cost benefit analysis
3. Project implementation: Resource mobilization and planning line scheduling,
selection of consultants and contracting, project organization and management.
4. Project evaluation and control; use of PERT & CPM. Project reporting,
monitoring and evaluation of procedures. Time and cost overruns reasons and
remedies thereof. Government Policy and systems for project sanction,
investment monitoring and control.
5. Project Planning for Agri business project procedural, theoretical, and applied
aspects of industrial entrepreneurial development.

34
 MARKETING RESEARCH

CREDITS: 3

S.No. Topics to be covered

1. Planning and Preparation of Research Proposals.
Identification and Selection of research topics
2. Types of Research, types of data and sample size
Sampling procedures: Non-probability sampling and probability sampling
3. Data processing: Data analysis (univariate analysis, bivariate analysis, and
multivariate analysis)
4. Qualitative Techniques
Reporting research findings
5. Application of statistical techniques (working with Excel / SPSS)
6. Measurement in Marketing: Types of scales and attitude measurement
Data collection methods, data collection forms
7. Research: Marketing Issues
8. Identifying market segments
9. Competitive Marketing Strategy
Concepts in Marketing Research.
The Research Process
10. Product Research
11. Advertising Research
12. Market & Sales Analysis Research
13. *Sample Research project
14. Project work presentations and evaluation

35
 PROCUREMENT MANAGEMENT

CREDITS: 3

Sl. No. Topics to be covered

1 Introduction
2 Procurement Management (Quality, Quantity, Price, Source and Time)
3 Types of Procurement in Agri Commodities
4 Procurement Strategies
5 Purchasing Function
6 Effectiveness and Efficiency of Procurement Management in India
7 Procurement Management in Agro Processing Industries
8 Factors affecting organization and Management Structures
9 Procurement Strategies in Food Grains
10 Procurement Strategies in Perishables
11 Contract Farming
12 Logistics Management
13 Supply Chain in Procurement of Agri Commodities
14 Demand driven supply chains
15 Identity preservation
16 Traceability
17 Project Work

36
 PROPOSED COURSES FOR 2008-2010 BATCH OF
PGPABM WITH CREDIT LOAD

TRIMESTER - 5

S.No. Name of the course Credit

1 Farm Production Management 3

2 Sales and Distribution Management 3

3 Commodity Trading, Future and Options 3

4 Participatory Extension Management 2

5 ERP 2

6 Strategic Management 3

7 Agricultural Finance 2

Total Credits 18

37
 FARM PRODUCTION MANAGEMENT

CREDITS: 3

Sl.No. TOPICS

1. Concept of Production function

2. Input – Output relationship

3. Input – Input relationship

4. Product – Product relationship

5. Costs and production relationship

6. Empirical production functions, linear

7. Spillman production function

8. Quadratic production function

9. Cobb-Douglas production function

10. The transcendental production function

11. Translog production function

12. Production functions: Empirical examples

13. Results of estimated production functions: Linear

Production Function

14. Cost of production and different crop models viz.

 Oilseeds
 Vegetables
 Cereals etc. with examples from other countries

38
 SALES AND DISTRIBUTION MANAGEMENT

CREDITS: 3

CONTENTS
DISTRIBUTION MANAGEMENT MODULE

1. Overview of Distribution Management

2. Channel Environment
3. Distribution Strategy
4. Interface between Sales force and Channel
5. Channel Design
6. Implementing Channel Design
7. Managing the Channel Members
8. Physical Distribution
9. Appraisal of Channel Members
10. Channel Evaluation
11. Internet as an Alternate Channel
12. Distribution management of Agri Commodities by MNCs (Experience of other
countries)
SALES MANAGEMENT MODULE
13. Overview of Sales Management
14. Territory Allocation
15. Developing relationship with channel members
16. Effective selling and field promotion
17. Salesman Recruitment
18. Compensation and Motivation of Sales Force
19. Supervisory Styles
20. Sales Organization
21. Evaluation and Control of Sales Personnel
22. Sales management of Agri Commodity followed by MNCs (Experiences of
other countries)
23. Modules include discussion on cases group work and presentation
24. Review

39
 COMMODITY TRADING, FUTURES AND OPTIONS

CREDITS: 3

Sl.No. Topics to be covered

1 Overview of Commodity Marketing System
2 The Challenges and Opportunities in Commodity Trading
3 Behaviour of Agriculture Commodity Markets
4 Business and Policy Aspects
5 Physical Market / Spot Market
6 Forward Contract
7 Futures Contract
8 Auction and Reverse Auction
9 Price Discovery
10 Futures, Exchanges and Trading
11 Indian Business Environment
12 Indian Commodity Futures Market
13 Price Discovery
14 Commodity Futures
15 Trading Activities on Futures Market
16 Individual Trading Behaviour
17 Hedging and speculation in Futures Market
18 Market Equilibrium and Performance
19 Sectoral Analysis (Agri Commodities)
20 Technical Analysis
21 Forecasting Techniques
22 Performance and Efficiency of Futures Market
23 Online Marketing Systems in Indian Futures Market
24 Different Types of Future Markets in India

40
 PARTICIPATORY EXTENSION MANAGEMENT

CREDITS: 2

I. Overview of Agriculture Extension Management System in India

 Changes in Extension Approaches

II. Public Extension System

 Pre independence period
 Post independence period
(i) T & V approach for extension
(ii) Innovations in technology dissemination – Experience in NATP
Concept and principles of participatory extension management
o PRA / PRA tools & techniques
(iii) Policy framework for reforms in Agriculture extension

III. Public – Private Partnership in Extension

IV. New Concepts Related with Agriculture Extension Management

 Mass media support to extension

 Kisan call center
 Market led extension
 New initiatives in use of ICT in extension management
(i) Initiatives in public sector
(ii) Initiatives in private sector
ITC etc.
V. WTO & its implication on Extension Management
VI. Extension Management for Agri-Business Sector

41
 ENTERPRISE RESOURCE PLANNING (ERP)

CREDITS: 2

Topics to be covered

1. Introduction to ERP – Overview, Evolution, and Future of ERP. Capability and

limitations of ERP
2. ERP Architecture & Technologies Involved, Some Popular ERPs and their strengths
& Weaknesses; e-Business and future technologies and scenario of ERP…… ERP-II
3. Business process modeling with reference to the functional areas (with a case study in
each );

• Procurement process
• Manufacturing process
• Materials Management and Warehousing
• Sales and Distribution
• Human Resources and Financials.

( Live demonstration of any existing application on any ERP package such as SAP
R/3, Oracle 11i/ financials, People Soft ….)

4. Implementation issues

• Challenges
• Preparation
• Software selection
• Implementation steps

5. ERP Costs and Benefits

42
 STRATEGIC MANAGEMENT

CREDITS: 3

S.No. Topic / Sub-Topic Name No.of

Sessions
1. Environmental Analysis: Challenges for Top Management
• Known-unknown…..History, Surprises Mega; Macro and
Micro Power Sector – Global, National and your Discom
• General / Immediate-nature of external environment
• Environmental scanning – frame work
• Profile of the environment
• SAP / ETOP
• CORE COMPETENCY / KSFs
2. Strategic Planning Process
• Enterprise level planning process
• Corporate Planning
• Strategic Planning process
• Component of Strategic Management process
• Recent Initiatives
3. Strategic Planning Formulation
• Vision, Mission and values
• SWOT Analysis
• Strategic Choices: BCG
• Competitive forces: 3 and 5 forces
4. Strategy Implementation – Encompassing of
• Organisational Structure and Design
• Resource allocation and control
5. Strategic Leadership for Managing Change
• Understanding Leadership
• Leadership Effectiveness
• Leadership through spiritual intelligence
• Strategic for managing dynamic change
• Group Exercise – Strategic thinking
6. Benchmarking
• Types of benchmarking
• Identifying relevant benchmarking practices – case study
7. Balanced Scorecard
• Importance of BSC in the changing scenario
• Preparation of BSC – Group exercise
• Performance Management System
8. Problem Solving and Action Plan
9. Strategic Planning in Uncertain Environment (Scenario Planning)

43
 10. Strategic for Networked World (Collaborative Business Models)
AGRICULTURAL FINANCE

CREDITS: 2

Sl.No. Topic
1 Institutional arrangement for Agricultural Finance

 National level
 State level
 District level &
 Grass root level

2. Principles of Credit Management

 3 Rs of credit
 Repayment plans
 Principles of equity and increasing risk
 Credit rationing
 Balance sheet analysis
 Income statement
 Cash flow analysis
 Capital budgeting

3. Micro Finance in Agricultural Sector

44
 PROPOSED COURSES FOR 2008-2010 BATCH OF
PGPABM WITH CREDIT LOAD

TRIMESTER - 6

S.No. Name of the course Credit

1. Rural Marketing 3

2. Supply Chain Management 3

3. Customer Relations Management 3

4. Agriculture Export Management & 3

International Trade

5. Electives (2) 4

6. Live project 2

Total Credits 18

45
 RURAL MARKETING

CREDITS: 3

Sl. No. Topics

1 Introduction
2 Rural Markets – Characteristics and Environment
3 Rural Marketing – Domain and Perspective
4 Understanding Rural Consumer
5 Rural Marketing – Framework for Managerial Action
6 Marketing Planning
7 Changing Profile of Rural Customers
8 Product Adoption
9 Reconfiguring Distribution
10 Media and Communication (Promotion)
11 Strategic Issues in Rural Marketing (product and Pricing)
12 Marketing of Rural Products
13 Media Planning for Rural Markets
14 Market Research
15 Project Work

46
 SUPPLY CHAIN MANAGEMENT (SCM)

CREDITS: 3

CONTENTS

1. Overview and significance of SCM

2. Allocation
3. Restructuring the Supply Chain
4. Supply Chain Process Analysis
5. Models for SCM
6. Buying Plan
7. Issues in Distribution
8. Depot Location
9. Transportation and Routing
10. Inventory Management
11. IT and SCM
12. Transportation and Inventory Management
13. Final Case Presentations
14. Summary of Learnings

47
 CUSTOMER RELATIONSHIP MANAGEMENT (CRM)

CREDITS: 3
CONTENTS

1. The Nature of Customer Relationship Management

a. Customer Relationship Management – Concept
b. CRM System – Hub of Applied Learning, Returns / Benefits / Costs to
Organizations, Benefits / Costs to Customers
c. Life Time Value of the Relationship
2. Understanding Customer Differences
a. Views of Customers
b. Strategic Options for Approaching Customers
c. Market Segmentation
d. Identifying Customer Differences, Geographic / Demographic
Segmentation / Lifestyles and Psychographics / Behavioral Patterns
e. Analytically Derived Segments
f. Personalize B2C Messages
g. CRM in B2B Marketing
3. Collecting Customer Data and Information Technology
a. IT & CRM
b. CRM Architecture / Computer Architectures / Database Structures
c. Closed-Loop Marketing
d. Collecting Customer Data
e. Internal Data Sources
f. External Data Sources
4. The CRM Data Warehouse
a. Concept
b. Data Warehouses and Data Marts
5. Customer Loyalty
a. Brand Loyalty – Perspectives
b. Factors that affect Customer Loyalty
c. Attitudinal and Behavioral Components of Loyalty

48
6. Customer Retention Strategies
a. Evolution of Relationship Marketing Programs
b. The Complete CRM for Retaining Customers
c. Problem Identification and Management
d. Conflicts and Customer Complaint Management
7. Win Back and Acquisition Strategies
a. Win Back Strategies
b. Acquisition and its Strategies
8. Sales Force Automation and Automated Customer Service Centers
a. Sales Force Automation (SFA)
b. Automated Customer Service Centers
Case Study – HEWLETT PACKARD
9. Data Mining, Online Analytical Processing and Information Processing
a. Data Mining – Decision Support / Hypothesis Verification and Knowledge
Discovery
b. Basics of Online Analytical Processing Architectures (OLAP)
c. Information Presentation – Users / Delivery Software
10. Measuring Customer Satisfaction and Loyalty
a. The Value of Measuring Customer Satisfaction
b. Conducting a Customer Satisfaction Survey
c. Satisfaction and Quality Measures
d. Measurement and Brand Loyalty
e. Measurement of Employee Satisfaction and Loyalty
Case Study : HARRAH’S ENTERTAINMENT
11. CRM Systems – Issues for Implementing Future Trends
a. Potential Implementation Problems
b. Failure to Develop the System in the Proper Way
c. Phased Development
d. Challenges of CRM Implementation
e. Potential Rewards from CRM Implementation

49
AGRICULTURAL EXPORT MANAGEMENT AND INTERNATIONAL TRADE

CREDITS: 3

Sl. No. Topics to be covered

1 Introduction to International Trade
2 Trade Theory: Comparative Advantage
3 Instruments of Trade Policy (Tariffs, Export Subsidies, Import
Quotes, Export Restrains, Dumping, Cartels)
4 Globalization
5 World Trade Agreement under WTO
6 Agreement on Agriculture
7 International Marketing – Basic Concepts
8 International Business Environment
9 Export Market Selection and Entry Strategies
10 International Marketing and Strategy Mix
11 Export Financing for Agri products
12 Export Insurance for Agri products (perishable and non-perishable)
13 Export Procedures and process for Agri products
14 Export Documentation
15 Indian Export Scenario of Agri Products

50
 PROPOSED COURSES FOR 2008-2010 BATCH OF
PGPABM WITH CREDIT LOAD

TRIMESTER - 7

S.No. Name of the course Credit

1. Advertising and Communication 3

2. Business Law and Ethics 2

3. Risk Management in Agri business 2

4. Total Quality Management 1

5. Electives (2) 4

6. Individual project for each student 3

7. Special lectures on emerging areas related with -

Agri business

Total Credits 15

51
 ADVERTISING AND COMMUNICATION

CREDITS: 3

Sl. No. Topics to be covered

1 Introduction of the Topic: Meaning and Concept
2 Marketing Communication and Integrated Brand Equity
3 Setting Adverting Objective to build Adverting plan
4 Media Strategy and Planning
5 Creating Effective Advertising
6 Adverting Testing
7 Corporate Communication
8 Public Relations in Advertising
9 Public Relation Contribution to Strategic Planning
10 Online Advertising
11 Product launch and Local Promotion
12 Local Advertising
13 Crises Promotion
14 National Advertising
15 Field Demonstration
16 Campaign Planning

52
 BUSINESS LAW AND ETHICS

CREDITS: 2

CONTENTS

1. Indian Contract Act

2. Sale of Goods Act
3. Partnership Act
4. Companies Act
5. Negotiable Instruments Act
6. Payment of Bonus Act / Payment of Gratuity Act
7. Employee State Insurance (ESI) and Compensation Act
8. Foreign Exchange Management Act (FEMA)
9. MRTP and IDR Act
10. Patents and Information Technology Act
11. Essential Commodities Act
12. Prevention of Food Adulteration (PFA) Act
13. CPA
14. Business Ethics

53
 RISK MANAGEMENT IN AGRI BUSINESS

CREDITS: 2

Sl.No. Topic
1 Risk and Uncertainty in Agriculture

 Risk and uncertainties in Agriculture

 Incorporation of risk and uncertainty in decision making
 Weather uncertainty, expected income and cost of uncertainty
 Expected net income
 Expected cost of uncertainty
 Input use decisions: risk vs. return
 Risk and uncertainty and input use level
 Incorporating weather uncertainties in input use
 Expectation of net return

2. Risk Management Strategies

 Types of Risk and Uncertainty in Agriculture

 Evaluating Risky Situations
 Reducing Risk and Uncertainty

3. Insurance for Farmers

 Principles of Insurance
 Property Insurance
 Crop Insurance
 Liability Insurance
 Life Insurance
 Health Insurance
 Social Insurance

54
 TOTAL QUALITY MANAGEMENT (TQM)

CREDITS: 1

S.No. Topics to be covered

I. Evolution of ‘Q’ to TQM: Phase wise launching

II. Role of TEI (QCs, WITs, CFTs) leading to transformation of work life in
enterprises / organizations – Case exercises

III. Role of continuous improvement in TQM launching:

KAIZEN, JIT, Kanban, BM & BPR, Q.Costs, SMED & CEDAC

Techniques- Case exercises

IV. Role of standardization in TQM: ISO 9001 (2000) & 14001 (2004) stds. II
(Documentation & auditing exercise)

V. Concept and live examples in OSHASH, SA 8000 / CMM / Six Sigma

Assessment

VI. HACCP, (Food processing std. procedures / step by step approach)

VII. The types of certifications, Certifying bodies, policy issues with special
reference applicable to Agri business & Quiz.

# # #
#

55