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SEMESTER IV

ELECTIVES

ELECTIVES-MARKETING

SERVICES MARKETING Course Objective This course intends to familiarize the students with the concept of service marketing, its different aspects and how it can be managed. Module I Definition of service nature and characteristics classification of services the role of services in the economy evolution of services marketing distinction between goods and services. Module II Service mission developing a service mission customer oriented service marketing service marketing segmentation process, identifying alternative bases for segmentation identifying and selection target markets positioning and differentiation of services levels of positioning and process. Module III The services marketing mix developing marketing mix strategy service marketing triangle managing demand expectation and perception of service quality service encounters customer retention, CRM measuring services quality and customer satisfaction SERVQUAL The Gap model TQM. Module IV Service marketing planning process environment service scapes resource allocation and monitoring distribution pricing of services process, types Promotion of services advertisement, personal selling, direct marketing, sales promotion, publicity and PR service product development and management. Module V Marketing Information System and Marketing Research application of services marketing in various industries financial services, health care, hospitality, IT public utilities recent trends in service marketing govt. regulations, policies.

NDUSTRIAL MARKETING Course Objective This course is intended to familiarize the student s with the characteristics, process and challenges that are specific to industrial marketing. Module I Industrial Marketing meaning and scope characteristics of industrial goods, types/categories of industrial goods differences between industrial and consumer goods industrial customers- demand for industrial goods. Industrial market segmentation macro and macro segmentations nested approach to segmentation targeting and positioning. Module II Industrial buying factors influencing industrial buying, buying centre roles models of buyer behavior industrial buying process stages, industrial buying practices enquiries and tenders supplier evaluation building customer relationships partnering the role of CRM. Module III Managing industrial product lines industrial product life cycle reasons for failure of products product revitalization / eliminati on decisions industrial pricing characteristics of industrial pricing factors influencing industrial pricing industrial pricing methods and strategies leasing. Module IV Industrial channels of distribution types of distribution systems choice of channel systems channel partners and channel conflicts distribution logistics personal selling, industrial sales force management, post sales service, customer satisfaction and devaluation. Module V Industrial marketing communication mix salient features of industrial goods promotion, branding of industrial products, creating corporate image, industrial advertising industrial marketing control.

ELECTIVES-FINANCE

MANAGEMENT OF FINANCIAL SERVICES Module 1 Natural & Scope of Financial Services Lease Financing Meaning & Types, Lease Evaluation, documentation & Agreement Financial. Evaluation. Hire Purchasing Concepts & Characteristics Financial Evaluation Conditions & Warranties Module 2 Factoring & Forfeiting Theoretical Framework Factoring in India Bills Disconnecting Bill Markets Mutual funds meaning, Types Major Players Module 3 House Finance HFC- Equity Support to HFC Refinance Housing Finance system Secularization Venture Capital Theoretical framework Indian Venture Capital Scenario Module 4 Issue Management Intermediaries Activities procedures pre Issue & Post Issue Obligations Merchant Bankers Credit Rating Agencies Process & Methodology Module 5 Stock Market Stock Broking Trading System Depository Services Role of Depositories NSDL CSDL SEBIs regulations regarding financial services, Regulatory Bodies

TAX MANAGEMENT Module 1 Taxation system in India: Direct & Indirect. Income Taxation : Basics of change concepts : Income, Person, PY / AY, Residence Total Income. Meaning of Tax free Income, FTZ & EOUs. Module 2 Taxation Process : An overview of the 5 heads of Income Module 3 Taxation in companies: Heads of Income, Setoff & carry forward Decline & exceptions, depriciation. Computation of tax liability Module 4 Tax Management, Financial Decision Making Basis of location, Type of Activity, ownership pattern, Dividends & inter corporate dividends transfer. Tax management, Specific Managerial Decisions-Make / Buy, Own / Lease, Closure / Continue. Sale in domestic Foreign Markets, replacements. Module 5 Double Tax Agreement : Meaning, Implication, FBT, STT, BCTT, Service Tax, MA T. Tax Planning: Tax Avoidance, Evasion planning & Management.

ELECTIVES - H R M

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COUNSELING SKILLS FOR MANAGERS Module 1

Emergence and growth of counseling services, Approaches to counseling

Module 2

Counseling process,- Beginning, developing and terminating a counseling relationship and follow up.
Module 3

Counselors attitude and skills of counseling, assessing client problems

Module 4

Selecting counseling strategies and interventions Changing behaviour through counseling

Module 5

Special problems in counseling, application of counseling to organizational situations with a focus on performance counseling.

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MANAGING OF INTERPERSONAL AND GROUP PROCESS Module 1

Intra personal process understanding human behaviour, self concept, perception, attention, distraction, attitude, occupational stress and coping, impression management
Module 2

Memory Process and types, intelligence, intelligence quotient, emotional intelligence, emotional quotient
Module 3

Inter personal process transactional analysis Johasi window helping process, communication and feedback, interpersonal styles
Module 4

Group and inter group process group formation and group process, organizational communication, team development and team functioning, conflict, collaboration and competition, sensitivity training
Module 5

Organizational process an overview of major concepts on emerging trends power, politics, authority, integration and control, organizational climate and culture, organizational effectiveness