AY: 2021 - 2022

Indira Institute of Management Pune

BBA (Bachelor of Business Administration)
Teaching Plan- BBA-I
Academic Year/Semester: 2020-21/SEM-III

Course Code: SC 304 Course Title: Sales & Marketing in Digital Age Course Type: General
Core
Credits: 4 Name of the Faculty Division: DB&M

Course Outcomes (COs):

Course Cognitive Course Outcome
Outcome Ability
Number
CO304.1 Remembering To UNDERSTAND the core concepts of Sales and Marketing.

CO304.2 Understanding EXPLAIN & DEVELOP new factors associated with digital sales &marketing.

CO304.3 Applying APPLY personalized automation techniques to increase sales and leads.

CO304.4 Analyzing ANALYSE and provide the platforms that will enhance digital sales and marketing
strategies.
CO304.5 Evaluating & EXPLAIN the importance of customer retention

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Page 1 of 14
 AY: 2021 - 2022

Indira Institute of Management Pune

BBA (Bachelor of Business Administration)
Creating

Session Session Unit Teaching Evaluation

No. Duration No. Session Contents Pedagogy Planned Method
(Hours)
Introduction to Digital Marketing-From Traditional Class Test –
to Modern Marketing MCQ
1
+
PPT + Audio
1 1 Presentation
Video
+

Open Book
Question paper

2 1 Past, Present and Future of E-Marketing PPT + Audio Class Test –

1
Video MCQ

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Page 2 of 14
 AY: 2021 - 2022

Indira Institute of Management Pune

BBA (Bachelor of Business Administration)
Presentation
E-Marketing Landscape PPT + Audio
Video
Class Test –
3 1 MCQ
1
+

Presentation
E-Marketing's Past: Web 1.0 PPT + Audio Class Test –
Video MCQ
4 1
1 +

Presentation
E-Marketing Today: Web 2.0 PPT + Audio Class Test –
Video MCQ
5 1
1 +

Presentation

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Page 3 of 14
 AY: 2021 - 2022

Indira Institute of Management Pune

BBA (Bachelor of Business Administration)
The Future: Web 3.0 PPT + Audio Class Test –
Video MCQ
6 1
1 +

Presentation
Overview of The E-Marketing Planning Process PPT + Audio Class Test –
Video MCQ
7 1
2 +

Presentation

PPT + Audio Class Test –

Creating an E-Marketing Plan
Video MCQ
8 1
2 +

Presentation
A Seven-Step E-Marketing Plan- PPT + Audio Class Test –
9 1 Video MCQ
2

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Page 4 of 14
 AY: 2021 - 2022

Indira Institute of Management Pune

BBA (Bachelor of Business Administration)
+

Presentation
Situation Analysis, E-Marketing Strategic Planning, PPT + Audio Class Test –
objectives
Video MCQ
10 1
2 +

Presentation
E-Marketing Strategies, Implementation Plan Class Test –
MCQ
PPT + Audio
11 1
2 Video +

Presentation
Budget, Evaluation Plan PPT + Audio Class Test –
Video MCQ
12 1
2 +

Presentation

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Page 5 of 14
 AY: 2021 - 2022

Indira Institute of Management Pune

BBA (Bachelor of Business Administration)
Consumers in the Twenty-First Century PPT + Audio Class Test –
Video MCQ

13 1 Presentation
3
+

Open Book
Question paper
Consumer Behavior Online PPT + Audio Class Test –
Video MCQ
14 1
3 +

Presentation

15 1 Inside the Internet Exchange Process-Technological Class Test –

3 Context
MCQ
PPT +
Audio Video +

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Page 6 of 14
 AY: 2021 - 2022

Indira Institute of Management Pune

BBA (Bachelor of Business Administration)
Presentation
Social and Cultural Contexts, Legal Context PPT + Audio Class Test –
16 Video MCQ
1
3 +

Presentation
Individual Characteristics and Resources, Internet PPT + Audio Class Test –
Exchange, Exchange Outcomes
Video MCQ
17 1
3 +

Presentation
Segmentation and Targeting Overview PPT + Audio Class Test –
Video MCQ
18 1
4 +

Presentation

19 1 Three Markets-Business, Government, Consumer PPT + Audio Class Test –

4 market
Video

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Page 7 of 14
 AY: 2021 - 2022

Indira Institute of Management Pune

BBA (Bachelor of Business Administration)
MCQ

Presentation

Open Book
Question paper
Market Segmentation Bases and Variables- PPT + Audio Class Test –
Geographic, Demographic
Video MCQ
20 1 4 +

Presentation
Psychographic, Behavior, Important Geographic PPT + Audio Class Test –
segments for E-marketing
Video MCQ
21 1 4 +

Presentation

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Page 8 of 14
 AY: 2021 - 2022

Indira Institute of Management Pune

BBA (Bachelor of Business Administration)
Targeting online customers PPT + Audio Class Test –
Video MCQ
22 1 4 +

Presentation
Differentiation online PPT + Audio Class Test –
Video MCQ

23 1 Presentation
4
+

Open Book
Question paper

24 1 Online Positioning bases PPT + Audio Class Test –

4 Video MCQ

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Page 9 of 14
 AY: 2021 - 2022

Indira Institute of Management Pune

BBA (Bachelor of Business Administration)
Presentation
Product: The online offer-Properties, Benefits, PPT + Audio Class Test –
Creating customer value online
Video MCQ
25 1 5 +

Presentation
Price: The online value-Pricing strategies, buyer & Class Test –
seller view, Payment options
MCQ
PPT + Audio
26 1 5 Video +

Assignment
The Distribution-Channels, Intermediaries, channel PPT + Audio Class Test –
length and functions
Video MCQ
27 1 5
+Assignment

28 1 E-Marketing Communication PPT + Audio Class Test –

5 Video MCQ

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Page 10 of 14
 AY: 2021 - 2022

Indira Institute of Management Pune

BBA (Bachelor of Business Administration)
+

Assignment
Owned media, Paid media & Earned media PPT + Audio Class Test –
Video MCQ
29 1 5 +

Assignment
Advantage and Disadvantage of Digital media PPT + Audio Class Test –
Video MCQ
30 1 5 +

Presentation

Learning Resources:
A. Text Books:
1. Fundamentals of Digital Marketing: Puneet Singh Bhatia – Pearson Publication.

B. Reference Books:

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Page 11 of 14
 AY: 2021 - 2022

Indira Institute of Management Pune

BBA (Bachelor of Business Administration)
2. Digital Marketing- Nitin Kamath, Chinmay Nitin Kamath : Himalaya Publishing

C. Audio/Visual Resources:

Evaluation Plan: Total Out of 150 marks

CCE Code

Class Test Assignments Presentation Internal

Course Theory
Outcome Cognitive Ability Examination Total
30
20
1 Remembering 10
30
2 Understanding 20 10
30
3 Applying 20 10

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Page 12 of 14
 AY: 2021 - 2022

Indira Institute of Management Pune

BBA (Bachelor of Business Administration)
4 Analysing 20 10 30

30
5 Evaluating/Creating 20 10
40 20 40 50 150

C] Method of evaluation of CCE:

Sr. CCE Name Total Marks Description of CCE
No.
1 Class Test 40 MCQ test will be conducted. The questions will be based on understanding and
remembering cognitive ability
2. Assignments 20 Two questions will be in open book assignment format. Each question will be
of 10 marks. The question will be applied based.
3. Presentation 40 Individual PPT will be conducted as per the allotted topics

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Page 13 of 14
 AY: 2021 - 2022

Indira Institute of Management Pune

BBA (Bachelor of Business Administration)
4 Term End 50 As per University format/guidelines
Exam
5 Attendance 50 80 % Above = 50
70 to 79 % = 40
60 to 69 % = 30
50 to 59 % = 20
Below 49 % = 00

Targeted Marks for all COs: 60%

CO attainment Levels and its measurement: (Targeted Marks = 60%)

Percent of Students from Class achieving the Target CO attainment Level

if more than or equal to 50% students of the class achieve targeted marks then level of attainment is 3

if 45% to 49.99 % students of the class achieve targeted marks then level of attainment is 2

If 40% to 44.99 % students of the class achieve targeted marks then level of attainment is 1

If less than 40% students of the class achieve targeted marks then level of attainment is 0

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Page 14 of 14