6th Semester

Common Papers For All Specialisations

External Marks: 70 Internal Marks: 30 Time: 3hrs ENTERPRENEURSHIP DEVELOPMENT PAPER CODE: Unit-1 Concept: Need and Significance of Entrepreneurship Development in Global contexts. Entrepreneurship Development concepts, Process, Experience and strategies. Dynamics of Entrepreneurship Development. Unit-2 Entrepreneurship Quality / Motivation: The Entrepreneurship Myths and Misconception, qualities, Characteristics and role demanded of an Entrepreneur, Process of Developing Entrepreneur Qualities. Unit-3 Enterprise Launching & Resources: Government Programmes, Policies, Incentive and Institutional Networking for Enterprise setting, Steps of setting new Enterprise, Scanning Business Environment, Sensing Business opportunity & Identifying Product Unit-4

Business Plan Preparation Procedure & Steps, Market Survey & Demand Analysis, Growth, Modernization & Expansion of Enterprise Suggested Readings: 1. Holy/Entrepreneurship: New Venture Creation, PHI 2. Clarencde Danhof Observation on Entrepreneurship in Agriculture in R. Wohls Change and the Entrepreneur, Hardvard University, Cambridge, 1949 3. Udayamita (in Hindi) by Dr. M.M.P. Akhouri & Dr. S.P. Mishra Published by National Instituite of Entrepreneurship and small Business Development, NSIC-PTC Campus, Okhla 4. Trainers Manual on Developing Entrepreneurial Motivation, by M,M,P, Akhouri, S.P. Mishra & R. SenGupta, Pub. By (NIESBUD), NSIC-PTC Campus, Okhla 5. Behavioral Exercise and Games-Manual for Trainers, Learning Systems, by M.V.Deshpande, P. Mehta & M. Nandami 6. Product Selection by Prof. H.N. Pathak, Pub. By (NIESBUD), NSIC-PTC Campus Okhla 7. Entrepreneurship Development by- Dr. S. Moharana & Dr. C.R. Das, Pub. By RBSA publishers, Jaipur 8. Entrepreneurship Development by S.S. Khanna, published by S.Chand & Company Ltd., Ram Nagar, New Delhi 9. Entrepreneurship development by C.B.Gupta & N.P. Srinivasan, Publisher S.Chand & Sons 1992 10. Entrepreneurship development Principals, Policies and Programme by P. Saravanavel, publisher ESS Pee Kay Publishing House, Madras 11. Entrepreneur and Entrepreneurship Development by Rashi Ali, Pub. By Chugh Publication, Stretch Road, Civil Lines, Post Box No. 101, Allahabad-211001

External Marks: 70 Internal Marks: 30 Time: 3hrs

INTERNATIONAL BUSINESS PAPER CODE: Unit I International Business Environment, Trends in international Trade, Needs for Going International, International Marketing, Economic Growth and its impact on the International Business. Unit II Political, Legal and cultural Environment: Impact of economic system and economic reforms. Country Risk insurance Role of OPIC and MIGA; Nature of legal environment: International Protection

Unit III Commodity Agreements, trading blocks, interregional trade, trade barriers-tariff and nontariff, trade and international investments: types of foreign investments and factor affecting it. Unit IV International financial environment: main exchange rate regimes; International monetary system and IMF; European monetary system and the Euro; World bank (IBRD,IDA & IFC); Euro Markets and their working. Suggested Readings: 1.) 2.) 3.) A.Buckley, Multinational Finance, PHI, New Delhi GopalSwamy, GATT, WTO, TRIPS, TRIMS, and Trade in services, Wheeler Publishing, New Delhi World Bank, World Development Report (Latest Issue)

External Marks: 70 Internal Marks: 30 Time: 3hrs MERCANTILE LAW PAPER CODE: Unit I Companys Act 1956 : Meaning, Kinds and formation of a company; contract Act 1872;Meaning, Essentials of Valid Contract. Unit II Sales of goods Act 1930 : formation of contract of sales, capacity to buy and sell, Bail agreement conditions and warranties, rule of caveat emptor, right of unpaid seller. Unit III Factorys Act 1948 : Definition , Provision for safety, Health and welfare. Industrial Disputes Act : Definition and authorities for settlement of disputes.

Unit IV Income tax Act : Concept of assessment year, previous year, assesses, agriculture income and Overview of heads of Income

LIST OF OPTIONAL PAPERS 1. SALES AND MARKETING (SM) External Marks: 70 Internal Marks: 30 Time: 3hrs

SERVICE MARKETING PAPER CODE: Unit -I Marketing of service: Conceptual framework, basic issues involved in marketing of services, designing strategy for marketing; marketing of financial services: the Indian scene: branding and advertising of financial services; consumer banking; experiences of Indian and foreign banks, credit cards Unit II Hospitality and health services: Marketing of hospitality and tourism services; Management and marketing of tourism in India; health of services, the Indian scene; marketing of family planning. Unit III Educational services: marketing of educational services; marketing of professional education; Marketing of professional support services; implications for advertising agencies.

Unit IV Educational utilities: marketing of logistics; marketing approach in India; is the customer always right? ; cases of marketing of services of India and foreign banks, travel and tourism agencies and hospitals and telecom organizations. Suggested Readings: 1.) 2.) Service Marketing, Rampal and Gupta, Excel Publications Service Marketing, Ravi Shankar, Excel Publication

External Marks: 70 Internal Marks: 30 Time: 3hrs

RETAIL MARKETING PAPER CODE: Unit I Retail Marketing: retail marketing as a discipline; as a business activity, unique feature of the retail sector; concepts in retail marketing; strategic retail marketing; the market position and strategy of existing retailers; the developments in retailing and strategic management problems in retailing; management of the retail function viewed as a separate business operation and as a part of the marketing strategy; developing a retail strategy: organization, layout, merchandise planning and management, customer service, pricing. Unit II Supply chain management: supply chain management initiatives of large scale retail businesses; factors for a successful supply chain management at an operational level and strategic level; logistics infrastructure; the retail buying function; managing of supplier relationships, category and brand management issues, product, innovation and demands of specific customer groups; the role and nature of logistic and buying strategies; retail mix. Unit III Retail development: the importance of effective location management and significance of the internationalization of retailing; specialist frameworks retailing to retail location management; retail internationalization; key issues including site selection, store network management and the retail internationalization process; development of complete and

formal marketing plans for existing or new consumer products. Structure encompasses all aspects of a contemporary marketing plan from situational analysis through implementation and control. Unit IV Retail communications: ways of retail offer to existing and potential new customers in store and non store retail formats ( the latter including the internet ); retail image, store atmosphere; store layout, customer services, retail promotions and advertising, personal selling and public relations; the strategic marketing framework for the marketing communications of existing retailers, including their web-presence; retail communication different possible channels, including the internet.

2.

FINANCIAL SERVICES AND BANKING (FSB) External Marks: 70 Internal Marks: 30 Time: 3hrs

SERVICE MARKETING PAPER CODE: Unit -I Marketing of service: Conceptual framework, basic issues involved in marketing of services, designing strategy for marketing; marketing of financial services: the Indian scene: branding and advertising of financial services; consumer banking; experiences of Indian and foreign banks, credit cards Unit II Hospitality and health services: Marketing of hospitality and tourism services; Management and marketing of tourism in India; health of services, the Indian scene; marketing of family planning. Unit III Educational services: marketing of educational services; marketing of professional education; Marketing of professional support services; implications for advertising agencies. Unit IV Educational utilities: marketing of logistics; marketing approach in India; is the customer always right? ; cases of marketing of services of India and foreign banks, travel and tourism agencies and hospitals and telecom organizations. Suggested Readings: 1. Service Marketing, Rampal and Gupta, Excel Publications

2. Service Marketing, Ravi Shankar, Excel Publication

External Marks: 70 Internal Marks: 30 Time: 3hrs

Investment Banking-II PAPER CODE: Unit I Expansions sell-offs and contractions- market for corporate control changes in ownership structures issues involved in restructuring. Principles of valuation Discounted cash flow Method comparable companies method adjusted book value method choice of methods valuation in practice. Unit II Estimation of discount rates estimation of cash flows estimation of growth rates dividend discount models free cash flow to equity discount model. Free flow to firm model valuation of cyclical firms valuation of firms in financial distress valuation of private firms firm value & leverage - corporate strategy & firm value application of ratios in valuation. Unit III Types of mergers: horizontal merger, vertical merger, concentric merger, conglomerate merger motives for merger evaluation a merger proposal sources of synergies determination of exchange ratio regulatory framework accounting and tax aspects. motives for divestitures & demergers types of divestitures: spin offs, split ups, equity carve outs, asset sales, developing a sales strategy - drafting offer memorandum identifying potential buyer negotiation and closing the deal. Unit IV Objectives of takeover friendly takeover vs. hostile takeover acquisition search approaching the target firm negotiation strategies financing the takeover tender office

to the public closing the deal regulatory framework. Defensive audit performance as a defense disclosure policies & valuation share repurchases and exchanges voting rights and value of control innovative defensive tactics Suggested Readings: The list of the books , cases and other specific references, including recent articles will be announced in the class by the concerned teacher

3.

RETAIL MANAGEMENT (RM) External Marks: 70 Internal Marks: 30 Time: 3hrs RETAIL MARKETING

PAPER CODE: Unit I Introduction to Marketing: Need for a strategic approach- Evolution of marketing- Difference between marketing and selling- Adoption of Marketing Concept. Marketing management tasks- Marketing Environment- Competition in Retail sector. Unit II Marketing Information System- Marketing Research- Definition- Significance- LimitationsProcess of marketing research. Consumer Behavior in the retail context- Why do people shop?- Factors influencing Consumer Decision Making- Consumer Decision Process- Consumer Decision RolesInfluence of Situation Variables on shopping Behavior- Indian Shoppers Behavior. Unit III Retail Market Segmentation- Benefits of market Segmentation- Segmentation BasesCriteria for Effective Segmentation- Market Targeting- Choosing the Segment to FocusPositioning in Retailing- Market Segmentation in India. Retail Marketing Mix- The four Ps- The Product- A breakdown of Retailing as Product- Retail Pricing- Understanding price as a concept- Retail Promotion- Retail Supply Chain Management. Unit IV Marketing Planning- Purpose of a Marketing Plan- Structure of the Marketing Plan-Retail Location Strategies and Decisions- Management of a Retail Brand Retail; Pricing- External Influence on Retail Pricing Strategy- Developments in Retail PricesRetail Pricing Objectives- Retail Pricing Objectives- Retail Pricing Approaches and StrategiesConsumer responsiveness to Prices- Price Elasticity and sensitivity. Unit V Retail Promotion- objectives- Components- Advertising- Personal Selling- Sales PromotionPublicity and Public relations- Other Important Promotional tools- In Store PromotionsVisual Merchandising.

Relationship Marketing in Retailing- Evolution in Relationship Marketing Strategies in Retailing- Consumerism and Ethics in Retailing- International Retailing- The Future of Retailing. Suggested Readings: 1. Retail Management- Chetan Bajaj, Nidhi u Srivastava and Rajneesh Tuli; Oxford University Press, 2005. 2. Retail Marketing Management- David Gilbert- Pearson Education- IndianreprintPauls Press, 1999. 3. Retail Marketing- Warren G Meger, Donald P Kohns. E. Edward haris and James R Stone, McGraw Hill book Company. 4. Retailing Management- William R Davidson, Paniel J Sweeney and Ronald W Stampel, John Willey & Sons. External Marks: 70 Internal Marks: 30 Time: 3hrs SERVICE MARKETING PAPER CODE: Unit -I Marketing of service: Conceptual framework, basic issues involved in marketing of services, designing strategy for marketing; marketing of financial services: the Indian scene: branding and advertising of financial services; consumer banking; experiences of Indian and foreign banks, credit cards Unit II Hospitality and health services: Marketing of hospitality and tourism services; Management and marketing of tourism in India; health of services, the Indian scene; marketing of family planning. Unit III Educational services: marketing of educational services; marketing of professional education; Marketing of professional support services; implications for advertising agencies. Unit IV Educational utilities: marketing of logistics; marketing approach in India; is the customer always right? ; cases of marketing of services of India and foreign banks, travel and tourism agencies and hospitals and telecom organizations. Suggested Readings: 1. Service Marketing, Rampal and Gupta, Excel Publications 2. Service Marketing, Ravi Shankar, Excel Publication

4.

INFORMATION TECHNOLOGY (IT) External Marks: 70 Internal Marks: 30 Time: 3hrs SOFTWARE ENGINEERING Paper Code-

Unit -I Introduction- Phases in Software Development- models- Role- of Management- Software requirement specification- Problem Analysis technique- requirements specificationValidation and Metrics. Unit II Cost Estimation- Project Scheduling- Staffing and Personal Planning- Team StructureSoftware Configuration management- project Monitoring Plans and Risk Management. Unit III System Design- Objectives- Principles- Design Methodologies- Design Specification- metricsDetailed Design- module Specificatios and Certification. Unit IV Coding- Programming Practice- Top- Down- Bottom- up- Structured Programminginformation Guides- Internal Documentation- Verification- Code Reading- Static AnalysisSympolicExecution- Code Review and Walk through. Unit V Testing fundamentals- Functional testing- Structuarl testing- Testing Process. Suggested Readings:

1. An Integrative Approach to Software Engineering- Pankaj Jalote 2. Software Engineering Concepts- Richard Fairlee

External Marks: 70 Internal Marks: 30 Time: 3hrs COBOL AND DATA PROCESSING Paper Code-

Unit -I History of COBOL- Coding Format- Structure- Character Set- Words- Names and identifiersLiterals- figurative constant- Identification and ENVIRONMENT DIVISION. Unit II Data Division- Introduction- Level Structure- Picture Clause- Value Clause- File SectionsWORKING STORAGE SECTION- EDITING- Features- Structure of PROCEDURE DIVISIONMOVE VERB, ARITHMATIC VERBS- SEQUENCE and CONTROL VERBS- I/O- CONDITION VERBS. Unit III Usage Clause- Synchronised- Justified- Re-Define- Re-name Clause- Qualification of Data Names- Sign Clause- Elementary and Group Moves- corresponding options- ROUNDED OPTIONS- ON Size Error- COMPUTE VERB. Unit IV Relational, Sign, Class Condition, name condition, Compound Condition- IF StatementGOTO- ALTER Statement- PERFORM- EXIT Statement- Perform Verbs- OCCUR CLAUSESAID VERBS- SEARCH VERB. Unit V File Handling- File Characteristics- File Control Entries for sequential files- I/O StatementsSORT AND MERGE VERB- Case Studies- Payroll- Inventory- Tax and Exam Processing. Suggested Readings:

1. COBOL PROGRAMMING- M.K.ROY- II Edition.

External Marks: 70 Internal Marks: 30 Time: 3hrs

SERVICE MARKETING PAPER CODE: Unit -I

Marketing of service: Conceptual framework, basic issues involved in marketing of services, designing strategy for marketing; marketing of financial services: the Indian scene: branding and advertising of financial services; consumer banking; experiences of Indian and foreign banks, credit cards Unit II Hospitality and health services: Marketing of hospitality and tourism services; Management and marketing of tourism in India; health of services, the Indian scene; marketing of family planning. Unit III Educational services: marketing of educational services; marketing of professional education; Marketing of professional support services; implications for advertising agencies. Unit IV Educational utilities: marketing of logistics; marketing approach in India; is the customer always right? ; cases of marketing of services of India and foreign banks, travel and tourism agencies and hospitals and telecom organizations. Suggested Readings: 1. Service Marketing, Rampal and Gupta, Excel Publication. 2. Service Marketing, Ravi Shankar, Excel Publication