NEW CURRICULUM

PGDM - 2021

Loyola College Campus | Chennai 600 034 | TN | India

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TABLE OF CON

COURSE DESCRIPTIONS

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MARKETING
Understanding Buyer Behaviour
This course looks at the ways in which every consumer behaves in the process of making decisions to
buy a product or a service that help marketing and sales effective. As the ultimate goal of business at its
core is to develop products and services that are sold to consumers, understanding the mind and heart
of the consumers becomes key to sales and marketing management. Keeping this in mind, the course
addressees the questions of what people buy, why they buy, where they buy, when they buy, how they
buy and why they buy what they don’t need. This study of consumers approaches is drawn on principles
and concepts of Anthropology, Sociology, Psychology, and Social Psychology. It focuses mainly on the
ways by which we could understand how consumers make choices, develop attitudes towards various
products and brands, process information from advertising, and make their final choices. Understanding
consumers help marketing professionals gain insights into the internal (attitude, learning, perception, and
memory) and external influences (culture, beliefs, environment, society, and groups) in purchase and
consumption processes. A good and effective marketing management needs a solid understanding of
consumers’ choice and purchase behaviour.

Creating Brand Value

Product and Brand Management is the heart of marketing and the mainstay of any company. Every
student of Marketing needs to have an in-depth knowledge of Product and Brand Management. The
objective of this course is to familiarize students with concepts of Product Management, essentials of
Branding and Brand Strategies. Students will be able to understand concepts & processes involved in
Product Objectives, Strategies, new product development, and on Brand building. The course also
focuses on; Translation of Marketing decisions; Product portfolio decisions; Marketing plan models;
Brand Equity concepts

Value-Based Pricing Strategy

An in-depth understanding of pricing is necessary for managers to understand and manage the
relationship between pricing and profit. Pricing is the only component in marketing mix which actually
brings in revenue. Because of that a complete understanding of pricing is needed to optimize business
results. This course focuses on critical appreciation of the contemporary methods of pricing namely cost
based, competition based, and market based. The course is meant to give an insight into some of the
pricing practices in the industry and at the end of the course the students should be able to have a
balanced thought process on how to leverage on pricing as a strategy. This equips the students to
understand and execute Value Creation, Customers-Segmentation, Price Setting Process-Product Line
Pricing, Price Value Communication, New Product Pricing, Life Cycle Pricing etc

Managing Retail Businesses

Retailing has taken a central stage position in the marketing management of today. Lots of outlets with
so many competing products are available to the consumer. E-Retailing is becoming mainstream with a
lot of consumers. Hence consumers have a lot more knowledge than they had earlier and they don’t want
to spend too much of time on many purchases. In the ultimate analysis a consumers’ response for a
product / service is greatly influenced by his experiences with the retailer from whom he purchases. By
the same logic his loyalty for a product / service is also directly influenced by his retail experience. World
over retailing is growing at a phenomenal rate and the growth of organized retailing in India is also very
high. Hence any marketing student must be fully conversant with retail management concepts, theories
and skills.

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Sales and Marketing for B2B Organisations

Business customers constitute a large and growing segment of customers in the marketing space. The
skills and talents required from business marketers are somewhat different from those expected in
Business to Consumer, or B2C settings. Organizational buyers tend to be knowledgeable and
demanding, and it is important for marketers in such settings to be armed with product knowledge and
thorough understanding of customer requirements. This course will provide you with exposure to the
understanding and skills required from a business to business marketing manager’s perspective.

Strategic Sales & Channel Management

This course on Sales& Distribution Management is developed keeping in mind the industry trends and
expectations from students who wish to pursue their careers in Sales& Marketing. The course provides
equal importance to theoretical and practical aspects in selling with higher orientation towards developing
selling skills. Workshop activities will constitute an important and regular feature of the course where the
students will be trained to work on their selling skills. Course topics include selling styles, sales
organization structure, sales process, sales decision analysis, sales forecasting and planning and
contemporary practices in sales force management. Distribution Management is also included in the
course, where aspects such as types of channels, channel design decisions and channel conflict
resolution will be dealt with in detail. Through a combination of interactive discussions, cases, practical
examples, individual assignments, skill training workshops and group projects, the course aims to provide
a holistic learning in Sales & Distribution Management to the students.

Managing Digital and Social Media Marketing

Marketing is evergreen. It is continuously evolving and transforming itself to cater to the new trends in
the market. Modern businesses have redesigned their marketing strategies to suit the latest trends. Digital
Marketing is revolutionising the marketing scene. As consumers spend more and more time online,
marketers are shifting their budgets to digital marketing to communicate with consumers.
The social media today engages consumers for a longer time than what people usually spend either
watching television or listening to radio or reading a newspaper. This is on the rise due to gadgets like
smartphones, tablets or laptops. This subject covers a massive breadth of domain. It is challenging for
one person to be equipped with all facets of digital and social media marketing due to the ever growing
technology and environment.
Today’s millennials trust online marketing more than older consumers. With more than half of the younger
generation addicted to online marketing, the need to stay aware of the digital and social media marketing
will only become more in the days to come. This course builds the foundation, gives an overview and
deep dives into each facet of digital marketing.

Contemporary Marketing Communications

Marketing has four pillars and one of them is promotion, also called Marketing Communication. It is a
field of marketing that is changing rapidly and is also very attractive. It is critical in every stage of
marketing i.e. from launching a product, increasing sales, managing competition, up to withdrawing a
product through various platforms chosen by the Brand Managers say, offline to online or traditional to
modern. Marketers need to know the management of communications effectively and efficiently and how
to achieve financial and non-financial goals. Marketers need to break through the clutter, reach
audiences, enhance brand equity, drive sales and assure firms of the “marcom” return on investments.
A clear understanding of IMC can help brand marketers to survive and explore new frontiers in the
consumer space.

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Rural, Local and Grassroots Marketing

Rural India has undergone a rapid transformation in the last six years. Who would have imagined in 2005
that the rural share of the total market would out strip the urban share for most categories in a short
period. Or that rural growth would exceed urban growth? Durable registered a growth of 29 per cent in
rural India, compared modest 10 per cent growth in Urban India. Similarly the growth rate of FMCGs in
rural areas was twice the growth rate in urban areas. Hence it has become imperative to understand the
consumption of rural consumers. Course Objective: The aim of this course is to expose the students to
the intricacies of rural markets. Learning about the behaviour of rural consumers is essential to market
the products to the rural area. The purpose of this course is making the students to explore the kind of
communication strategy that can be used to reach the user. Besides the ways of reaching the consumers
at their doorsteps through cost effective distribution channel need to be explored. After undergoing this
course the student s would be able to devise suitable strategies to market products to the rural
consumers.

Marketing of Services
With the fast growing services sector in India today, a successful marketer should be able to appreciate
the special marketing needs those go with services marketing as against product marketing. Strategising
for this purpose is a skill he should acquire. This course aims to meet this goal. The Objectives are: To
know the difference between products and services; Given the differences, how to strategise to deliver
best service; To measure the quality of service and devise strategies to meet the gaps; To set the
standard for service and design strategies to meet the standards.

Globalisation & Emerging Markets

The century where you are going to be the key player, belongs to the Emerging Economies. By 2025,
China and India are poised to replace the global economic leaders like the U.S.A. and Japan. To reach
this level, corporates have taken a route different from that of the developed nations. They think
differently, execute differently and behave differently. This is also the era of young managers like you.
Your role in shaping this economy is very crucial. In the past two years you have learnt many admirable
strategies, but mainly adopted by the developed countries. We will see different thinking and executing.
This course will be an important tool you will carry in your briefcase.

CRM & Marketing Analytics

CRM has become the foundation on which any successful marketing can be built, in the reason past.
Obtaining a customer for any business may not be difficult; but retailing the loyalty of such customer for
ever has become very difficult for most business, with the emergency of competitive product and services,
virtually in most business. Hence, there is a special need for learning how to build successful relationships
in any marketing effort. The objective is: To bring forth and understand the importance of CRM in building
sustainable business enterprise. The course has the blend of Marketing Analytics tools that enables
effective CRM

Qualitative & Quantitative Tools for Market Research

The goal and objectives of the course is to teach students how to analyse data using both qualitative
and quantitative methods. Understanding statistics is essential to understand research in marketing.
The course is application oriented and involves field research to enable the students to understand the
tools from practical point of view

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E Commerce: Strategy. Growth & Analysis

This course focuses on principles of e-commerce from a business perspective, providing an overview of
business and technology topics, business models, virtual value chains and social innovation and
marketing strategies. In addition, some of the major issues associated with e-commerce—security,
privacy, intellectual property rights, authentication, encryption, acceptable use policies, and legal
liabilities—will be explored. Students will build their own web presence and market it using an online
platform

Food & Agri Business Strategy

The objective of this course is to give the students an understanding of concept, various policies,
strategies and decisions relating to marketing that can be developed by agribusiness firms. Students will
learn agricultural market structure – meaning, components and dynamics of market structure; marketing
strategy – meaning & significance, formulation of agri marketing strategy; agribusiness marketing
environment and pricing & promotion of agri & food products

Marketing Strategy for Start-Ups

This course throws light on specific marketing concepts, methods, and strategies relevant for start-up.
This course is designed to help students develop a flexible way of thinking about marketing problems that
face the start-ups. Specifically, this course is designed to give students a broad understanding of topics
such as: What are major strategic constraints and issues confronted by entrepreneurs today? How can
one identify and evaluate marketing opportunities?; How do entrepreneurs achieve competitive
advantages given limited marketing resources?; What major marketing/sales tools are most useful in an
entrepreneurial setting?

BUSINESS OF ENTERTAINMENT, MEDIA & SPORTS

Entertainment & Media management is a branch of business administration which focuses on the
development, planning, and brand building among media enterprises. This course program trains its
students to develop an understanding and experience on the production, marketing, finance, and
operations in the field of media management. The course also includes aspects of sports marketing, that
make it holistic

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FINANCE
Derivatives for value maximization
The advent of Globalisation reckons uncertainty in the price of assets during all walks of life due to
impact of changes in global demand and supply. This erratic changes in price not only inflicts the interest
of corporates to achieve wealth maximization but also destructs the accumulated wealth of individual
investors due to unprecedented market upheavals .To overcome this price risk , this field of study
explores the significance of market information , various array of derivative products and their pricing
methodologies to facilitate the Business managers to evolve strategies with rationality to mitigate not only
losses but also to protect the wealth of Business with an objective of wealth maximization .This course
gives a broad outlook of Derivative Market Segment viz both Exchange as well as Over the Counter
traded derivative products along with their market specifications , market participants with reference to
risk and return profile, influence of corporate actions and general economic changes with reference to
Monetary policy cum Review changes . It fosters its focus on the Hedging, Speculating, Arbitraging
,Position trading ,Scalping of various derivative products ranging from Forward to Options and also the
Plain Vanilla SWAP practices of Corporates to mitigate their interest rate and forex exposures of their
cross border transactions.

This course explores students in-depth understanding on Pricing of various derivative products and their
Plain vanilla strategies with respect to risk and return expectations of both Individual and Corporate
practices . This course facilitates the students to understand the significance of derivative contract
application with respect to Value maximization

Investment analysis and Portfolio management

Investment Analysis and Portfolio Management have assumed greater significance in the area of Finance
both among the academicians and investors in the recent past. Security Analysis helps to identify and
analyse the stocks both for the long term and short-term using fundamental and technical analysis
respectively. While, portfolio management helps to mitigate the risk by spreading the risks among the
galaxy of shares and other class of assets. In this course, Students will learn to analyse the stocks based
on the investment objectives and learn the art of construction, revision and evaluation of a portfolio.

Advanced Corporate Finance

In today’s global economy, identifying and countering to the financial developments requires an objective
framework to analyse and evaluate the opportunities and risks. This course covers advanced theoretical
and applied treatment of major issues in corporate finance and to gain an appreciation of the theoretical
controversies surrounding corporate finance policies, leading to formulation of financing strategies. We
will focus on the real-world applications of corporate finance tools to address issues faced by corporate
managers, investors and entrepreneurs and explore the various techniques of capital budgeting,
designing the optimal capital structures, valuations, etc.

Financial Markets and Services

Financial markets are organized mechanisms that channel the savings of an economy into productive
use. They, through an array of market intermediaries, bring buyers and sellers together and discover the
prices of financial securities. Markets create new financial instruments. Market intermediaries help in
identifying the financial needs and help transfer funds from surplus side to deficit side. Financial markets
and Services have been evolving continuously over centuries. However, the pace of capital flows,
intensity of market integration, complexities of new financial instruments and deepening and widening of
the markets by intermediation service providers during the last two decades is unparalleled. This
development has been enabled by the outstanding contribution of information technology and computing

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prowess. This process of market explosion is continuing into its next phase. A strong understanding of
the financial markets and the services effected In these markets is absolutely essential for a Corporate
Finance Manager on one side and the Service Providers on the other side. The CFO interacts with these
markets on day-to-day basis and it is necessary for him to know how these markets function and how
they are controlled, so that he takes the right decisions regarding financing, investing and dividend
decisions – the three core corporate financial functions.

Students will learn in depth the Bond and Equity Markets and will also be exposed to the fundamentals
In Derivatives, Foreign Exchange Markets and Mutual Fund domain

Infrastructure Finance
This Infrastructure Finance course integrates conventional finance with Energy, Climate and Urban
infrastructure finance. It not only fosters applications and motivation for the development of infrastructure
but also explores the essential elements of Infrastructure financing .It facilitates the students to
understand various financial instruments and market participants involved in infrastructure financing .
This course facilitates the students not only to learn multilateral agencies involved in infrastructure
financing but also guides them to understand importance of Special purpose vehicles(SPV). It provides
skills to the learners on Deterministic cash flow evaluation and analysis of risk involved in Road, Port,
Energy Infrastructure projects.

Direct taxation
This course is intended to expose students and make them learn the key concepts, tools, and principles
of Direct tax Laws. It focuses on managerial decisions and actions that affect the business decision
making. The entire course directs attention mainly to understand the importance of tax planning, tax
avoidance and tax evasion.

The course gives a broad view of the business environment relating to corporate and non-corporate tax
payers. In studying various tax policies, the course builds on all the ideas, concepts, and theories from
functional courses such as Accounting, Economics, Finance and Statistics.

Entrepreneurial Finance
Entrepreneurship is dynamic in nature. Entrepreneurship is about envisioning a new product or service
and launching the same in the market. It offers a great learning experience in life. Decisions about
financing a new venture are crucial and require an in-depth analysis of the new project.

Entrepreneurial finance emanates from both entrepreneurship and finance. It is the application of financial
tools to the planning, funding operations and valuation of entrepreneurial venture. It focuses on the
financial management of a venture as it moves through its life cycle. Every firm faces financial problems
during early years, making entrepreneurial finance and practice of a sound financial management system.

This course will be very useful for students interested in gaining a broader view of the financing landscape
for start-up companies, going far beyond the basics of venture capital and angel financing. They will gain
insights on operating and financial needs of a new business through the life cycle, namely (i)
Development stage (ii) Start-up stage (iii) Survival stage(iv) Rapid Growth Stage (v) Maturity Stage. This
course will make the students well equipped with the knowledge required to manage finances for new
ventures

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Financial Modelling and Analytics

Modelling is used in modern days to know the unknown from known. The varying needs of ever changing
environment demands forecasting the financials with specific reference to wide range of objectives
emanating from Corporate finance, Portfolio management and Derivatives. This Course intend to expose
Basic Financial Models in day today personal cum corporate financial planning.

This course imparts the spread sheet building skills among the students with respect to the expectations
of corporate world . It registers the learning among the students on Developer and Macros evolving
spread sheet models on foundations of Time value of money and its applications . In addition , this
course grooms the students community on Bond redemption, YTM , Equity share valuation , EVA & MVA,
Corporate valuation, Business viability ,Portfolio Risk estimation, Portfolio risk optimization models to suit
the needs of Corporate world. This course paves way for the students to learn as well as to develop
Bankruptcy models across the industries to study financial status with respect to Altman Z score model.

Finally at the end of a course the students are equipped to evolve the spread sheet model in line with
corporate applications

Contemporary Practices in Bank Management

Banking has been considered as a key area when it comes to employability because of the unceasing
demand for the Banking professionals in India. To meet the consistent increase in demand for Banking
professional, it is necessary to produce skilled and well qualified professionals with expertise in Banking
to face the challenges in the Banking Sector. The budding managers with the skills required for
successful career in Banking need to equip in all perspective such as mergers, acquisitions, managing
the assets of a banking in the right and professional manner. The course on Contemporary Banking will
create an interest and zeal in students to learn the key concepts and therefore qualify themselves to
occupy key profiles such as Credit Risk Manager, Portfolio Manager, Treasury Manager, Risk Manager,
Operations Manager, Relationship Manager etc. in Banking sector. This course lays focus on creating a
strong knowledge base on lending, credit due diligence and recovery management and also create
awareness on the latest technology that is adopted in Banking Sector.

Goods and Services Tax

Taxation is one of the essential and decisive elements in the Fiscal policy of a Nation. It forms a
quintessential part of development and governance of any country. Goods and Services Tax was rolled
out in India with effect from 1st July, 2017. With Goods and Services Tax, there has been a paradigm
shift in the indirect tax landscape of the country, it transforms the system of taxation and tax administration
into a seamless and unified taxation system designed to adopt and harness the information Technology.
With the introduction of Goods and Services Tax, India has joined the club of developed and progressing
Nations which are already having a common tax on goods and services. The course on Goods and
Services Tax involves understanding and application of the select provisions of the Goods and Services
Tax laws. This course is designed to bring about a deep insight into the indirect taxation statutes in India
in a logical sequence to facilitate easy understanding of its implications on managerial decision making.

Creating value through Corporate Restructuring

Mergers, acquisitions, divestitures, takeovers, amalgamations, corporate restructuring are strategic
events that take place in a corporation’s history. These are not day-to-day affairs. Such decisions are
deliberated at CXO and Board levels. The intensity at which these strategic decisions take place all over
the globe, including India, makes one wonder whether these decisions are strategic any more! Therefore,
it would be a good idea for MBA students to be aware of the M&A space and its dynamics.

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During this course, we will try to understand the nuances of shareholder value creation and destruction,
objectives of M&A, synergy dynamics, acquisition process, negotiation and compensation, deal-design
and, of course, M&A lingo! At the core of M&A is 'Corporate Valuation' or 'Business Valuation'. There are
varied analytical processes and accepted methodologies for Business Valuation and it is no surprise that
no two valuators will agree on the Value.

It is important to recognize the reasons why more M&A initiatives have resulted in failures than successes.
We need to know how M&A combinations are initiated and how they get accomplished. Do all M&A
initiatives culminate in consummation or how the Davids (target companies) fight the Goliaths (acquiring
companies). M&A processes result in corporate tax implications and legal requirements have to be deftly
dealt with. A successful combination is one that results in an integrated enterprise. This makes post-
acquisition strategies as important as the planning strategies. Most acquisitions flounder at the stage.
The importance of evaluation of synergy benefits and actual harvesting of the same cannot be over-
emphasized.

Students with interest in Corporate Strategy, Business Development and Strategic Financial
Management will find the course very useful.

Applied Value Investing

Financial theories have traditionally assumed that rational, risk-averse investors trade in efficient and
free-flowing asset markets. The theories related to the securities market are based on the assumption of
rationality. However, observation of the market has not always supported by the same.

This course is positioned in the cross-section of Finance and Psychology. It provides an alternative
framework to that of traditional neo-classical finance principles in explaining market behaviour and
interpreting stylised characteristics. A variety of psychological principles and well-established cognitive
biases are examined, and connections are made with the influence they have on the investment (and
corporate) decision making process.

Value investing is a technique made famous by investors like Warren Buffet and Irvin Kahn, who swear
by Benjamin & Dodd’s’ theories of security analysis. Although value investing has taken many forms since
its inception, it generally involves buying securities which seem to be underpriced based on fundamental
analysis. By tackling the tools of value investing and the key to their implementation, students will gain
insight into the capital management strategy that performs best over the long-term investment decisions.

Alternative Investment Strategies

Any economy is based on a sound financial system which helps in production, capital and economic
growth by encouraging savings habits, mobilizing savings from households and other segments and
allocating savings into productive usage. Alternative investments are becoming more popular for
investors. Alternative investments are privately pooled investment vehicle where the investments are
collected from Indian, foreign or Non-resident investors. The objective of the course is to familiarize
among students the various categories of Alternative Investment Funds formulated by the Securities
Exchange Board of India and the compliances to be followed under the SEBI(AIF) regulation Act of 2012.
This course will also give an exposure to the students on how to float a scheme in the market. This will
eventually enable the students to shape their prospective career in the domain of capital markets and
Financial Services.

Fintech for Value Addition

The emerging field of financial technology (FinTech) is completely transforming the way we store, save,
borrow, invest, move, spend and protect money. Emerging technologies like big data, cloud computing,

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IoT and machine learning and AI are disrupting the banking, investments, wealth management and the
insurance industries.

This course will cover technologies that are impacting the BFSI sector, new products and innovative
business models that are emerging. Broadly, the course will cover BankTech, WealthTech, InsurTech,
RegTech and TechFin. BankTech will teach the students, the use of AI in credit decisioning, P2P lending,
tech-based payment processes employed by digital banks and fintech companies. WealthTech will cover
algo trading, use of AI in price predictions, robo-advisory services, crowdfunding, cryptocurrencies and
decentralized finance. In InsurTech, students will learn the impact of emerging technologies like ML and
AI, IoT, telematics in life and general insurance. RegTech will focus on regulatory compliance including
KYC and AML processes and fraud detection using emerging technologies. Finally, TechFin will cover
the entry of technology majors in the BFSI industry with focus on their product offerings and market
strategies.

At the end of the course, students will be equipped with the knowledge and skills to get employed in
digital banks, FinTech companies and in the digital transformation divisions of incumbent banks and
financial services companies. Also, students will have the skills to become FinTech analysts in research
and consulting firms and also become FinTech entrepreneurs.

Global Financial Management

Transnational Companies have several inherent advantages compared to their Domestic Counterparts.
Their access to International Capital Market and International investment avenues is one of the key
competitive advantage. Over the decades, Corporates are directly or indirectly impacted by the
developments happening in the International Markets. With the emergence of new products / services
and Market developments, even Local Large corporates are able to go global to access International
Markets for rising funds or look for Investment opportunities. This course covers all the 3 aspects of
International Corporate finance - Sourcing, Investment and Operational aspect of International Corporate
finance.

The course shall also cover the updated processes in the field of Trade finance and Cash Management
services offered by banks to Corporates, and overview of other emerging topics like Libor Transition
preparedness, International Stock Exchanges in IFSC, Use of Blockchain in International Trade Finance
etc. Market Risk analysis and Risk mitigation measures will be focused on, as it becomes a very key role
in Corporates, irrespective of the size and nature of business. Numerical exercises and excel workouts
also will be part of the teaching and assignments given. The topics discussed will serve as a head start
introduction for students who aspire to look for a career in the field of Corporate treasury, Commercial
Banking, Corporate finance, IB operations, and in other job roles in Main stream Finance / Marketing of
Financial services in Banks / IB companies.

Trading strategies using Derivatives

The era of globalization demands not only individuals but also corporates to overcome losses especially
emanated from price risk. The role of derivative contracts is inevitable forever to mitigate market risk but
they are subject to various market indicators in order to overcome losses. The wealth invested in assets
could be very well insulated with various derivative strategies in line with different market trends.

The course is devised to develop a platform for students to study various market trends. It is an interface
between “Market practice and Conceptual phenomenon” It explores the various indicators to read market
opportunities with respect to Exchange Traded Derivative contracts. In addition, it facilitates them to
understand implications of change in underlying assets’ price , interest rate and economic benefits

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associated with financial assets viz corporate actions . To address rational hedging , this course throws
lights on optimal hedging through hedge ratio and hedge effectiveness to aid the student participants to
evolve optimize the hedging process. It sounds the necessity of various strategies by registering vitality
of Open interest, volume traded, Put-call ratio ,roll over cost ,roll over percentage etc., in mitigating the
price variations due to market forces .

This course motivates the students not only to learn hedging but also facilitates them to captivate the
market trends in favor through various exotic trading strategies

Securities Market Laws and Compliances

The Indian Capital market has grown exponentially in terms of resource mobilization, number of listed
stocks, market capitalization, trading volumes, and investors’ base. The Securities Market comprises the
complex of institutions and mechanisms through which long-term funds are pooled and made available
to business, government and individuals. The subject of Securities Laws is subject to constant refinement
through new legislations, rules and regulations made thereunder. It, therefore, becomes necessary for
the students to constantly update himself with the various legislative changes made from time to time.
This course will enable the students to understand the major securities market reforms taken by SEBI,
market compliances and the overview on SEBI Listing Obligations and Disclosure Requirement (LODR).
This course further exposes the student to get a knowledge base on global securities laws and
compliances facilitating a comprehensive learning of various laws and compliances pertaining to
securities market.

Credit Risk Analytics

This course aims to introduce students to quantitative models used for measuring, managing credit risk
and theory and practice in credit risk management. The course starts with a brief introduction to reasons
why measuring, monitoring and managing credit risk is important in financial industry. The course
introduces basic concepts and techniques of risk assessment and risk management in consumer credit.
The course demonstrates major forms of risk modeling which retail financial lenders experience.

The teaching objectives are to teach the students the theoretical background and practical
implementation of risk management in retail credit risk. The course will teach the application of credit
scoring and the methods for credit scoring using scorecards. In particular, students will learn certain
techniques required by a lender for effective loan management and for compliance with capital
requirement regulations.

The course will be run by a combination of lectures and hands on practical exercises using real life
datasets. At the end of the course the participants will be familiar with stages in scorecard building, data
preparation and different types of models, measuring performance, practical challenges in model
implementation and monitoring and tracking.

Financial Risk Management

Financial Risk Management explores the fundamentals of risk and their various types exposed to
Corporate Business . This course facilitates to learn financial instruments and their markets . This course
exposes corporate credit, operational, accounting and external reporting compliance and documentation
risk . It elucidates the need for implementing a firm wide risk management framework

This course facilitates the students to learn Enterprise risk management implementation process,
challenges and technologies. The course trains students to risk reporting practices and external risk
disclosures.

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Financial Planning and Wealth Management

Finance Planning is a strategic execution of funds to achieve the financial goals. To execute the strategy
creation of wealth becomes inevitable. Wealth management is about growth, preservation, and
gratification of wealth. The Financial Planning and Wealth Management course is designed to provide
students with a dense understanding of the concepts and techniques used by wealth management
experts to help individual as well as institutional investors. This course aims to aid the students to respond
to the challenges posed by the changing nature of the financial products landscape. Students here will
be exposed not only to the theoretical concepts but also their practical applications for their financial well-
being. It will also provide opportunities for students to apply academic skills practically in their personal
life. As the financial services industry continues to progress, this course will enable the students to gain
the necessary skills to help firms meet the growing needs of their clients
Equity Research Analysis
This is a unique course will have the combo of Fundamental Analysis and Technical Analysis to educate
the students to have a broader view on the Equity Market.

Fundamental Analysis
Students will learn the macro economic factors and micro economic factors which have greater influence
on the price behavior of the stocks in the equity market. The fundamental analysis course will cover the
Global Macro Economical Factors such as US Fed Policy Decision, US and other major economies
Economical measure which have direct impact on the emerging markets. This course will also cover the
Domestic Macro Economical Factors such as GDP, Fiscal Deficit, Current Account Deficit, Impact of
Inflation, RBI measure the contain the same etc. This course will give a greater outline for the students
to read the important financial statements of the companies to understand the financial health of the
company, before investing into those companies’ shares.

Technical Analysis
Technical analysis focuses on the study or price and volume. Technical analysis tools are used to
scrutinize the ways supply and demand for a security will affect changes in price, volume and volatility.
Technical analysis is often used to generate short-term trading signals from various charting tools, but
can also help improve the evaluation of a security's strength or weakness relative to the broader market
or one of its sectors. This information helps analysts improve there overall valuation estimate. Students
will learn the Price Action of stocks to understand the trend of the markets and stocks to Initiate the
investment decision. This course will cover various combination of technical tools to make appropriate
entry and exit in the equity market.

Sustainable Investing Strategies

This course facilitates the students to understand Sustainable investments and their need, significance
which are common language at Global businesses. It aids the students community to understand
difficulties in raising financial resources across globe with respect to Profit via Value maximization and
climate change. The course will motivate the students to explore change in investment appetite especially
in Green bonds among various group of investors with respect to the product which could not only create
Business value but also it should aim for social and environmental value.

This course aims to foster the strategies adopted by business fleeces in the integration of social and
financial relevant Sustainable investments especially through E-S-G(Environmental, Social and
Governance). The course aims to achieve its objective through exploration of inter relationship between
E-S-G through various strategies to engage the Business owners by striking the balance between Risk
and Return towards overall Corporate Value Maximisation (Environmental-Social-Value).

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HUMAN RESOURCE MANAGEMENT

Collective Bargaining and role of Industrial relations
The laws concerning trade unions, industrial standing orders and industrial disputes are held to be core
labour laws on employment relations and are critical to the development of formal employment relations
at the workplace. The course seeks to instil solid grasp of knowledge of labour laws and enable the
students to acquire skills to handle employment relations. It also helps to equip the students with abilities
to deal with the issues arising out of trade unionism, industrial work stoppages, the rights and duties of
employers and workers that figure in the area of employment relations. The objective of the course is to
develop a critical understanding of the institutions of labour legislations, administrations and judiciary in
the sphere of trade unions, industrial standing orders and industrial disputes. The course provides an in-
depth study of case laws focusing mainly on the judgments delivered by the Supreme Court of India as
an apex judicial body which will be relevant to the needs of professionals at the workplace.

HR Metrics
The course provides a conceptual underpinning of major areas in Human Resource Management where
analytics can be used to improve people-related decisions. It outlines the areas in HR where data can be
obtained and multiple approaches can be used to analyse the available data. The course addresses the
best practices in the field of HR analytics through use cases to make improved short-term and long-term
HR decisions.

Creating High Potential Workforce

People are the most important asset of any organisation. Managing talent is about bringing the right
people for the right job, where talent is viewed as a resource of competitive advantage for the
firm. Therefore, this course exposes future managers to the building blocks of organisations that engage
in talent planning, attracting, recruiting, selecting and on boarding talent. Through this course, they will
also gain a thorough understanding of evaluating and developing talent through building competencies,
performance management, career management, coaching, leadership development and most notably,
driving employee engagement and retention.

Strategies for Conflict resolution

Negotiation refers to the interactive process we participate in to advance individual and joint interests.
Almost every transaction with another individual involves negotiation. As we learn in this course,
negotiation, conflict resolution, and relationship management are complex processes. In this course, we
study the theory, processes, and practices of negotiation, conflict resolution, and relationship
management to help students to be a more effective negotiator in a variety of situations. We examine
effective and ineffective strategies, determine why they work well, and discuss successful alternatives if
they do not. We also identify patterns of negotiation and conflict resolution in different national and cultural
contexts, to gain an understanding of how interpersonal style, personality, culture, and other variables
influence negotiation and decision-making skills.

Employee Code & Legislations

The purpose of this course is to provide an exposure to labour laws, for the students of HRM. The specific
objectives of the course are:
To introduce legal concepts in general and Constitution of India in particular. To induct the students to
the principles governing Industrial Law with a special reference to the various legal concepts as applicable
to the labour laws through a process of case analysis and reasoning covering almost all the important
aspects of labour legislation in a nut-shell. To know application of Labour Laws to the IT sectors,
Manufacturing, Infrastructure & Service sector. To understand the legal aspects of outsourcing

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Total Rewards and Performance Management - TRPM

This course provides a strong foundation to the students on goal setting, evaluating performance and
distributing rewards, with a view of achieving the organisation's business goals. It helps the students to
apply their learning to a high performing business environment and be able to adapt to a performance-
based culture. The second part of the course is aimed at providing students with both theoretical and
practical knowledge on designing a compensation and reward system for an organisation. The course
aims to provide a clear insight into the grade and pay structures, performance-based compensation, and
total reward systems.

Humachines
Strategic Human Resources through Technology identifies best practices in creating strategic plans
through data, now easily accessible through technology. The focus of this includes the strategic use of
Human Resource Information Systems information, web-based Human Resources tools, digital and other
technological applications used within the various functional areas of Human Resources. The thrust area
of this course is on applications of Artificial Intelligence and Machine Learning in Human Resource
Management.

Building Learning capabilities

This course provides students with an overview of the role of learning and Development in Human
Resource Management. The key elements covered include: needs analysis, program design,
development, administration, delivery and program evaluation. Other topics include adult learning theory,
transfer of training, career planning, counselling, training techniques, budgeting and trends in training.

Employer and Self- Branding

This course provides the basics of reputation management both at the individual and organizational level.
It explains the means of self-branding through social media platforms and using coaching and board of
directors as a means to establish a personal brand. It also helps to communicate the values and principles
for what one stands for, apart from portraying their personal skills that would also be of help to the
community at large.

Personal Investment strategies

The objective is to equip the participant with necessary stock market theoretical and practical know-how
so that students can apply the same in researching equity markets for wealth creation either directly or
through indirect instruments. It introduces you to the process of how to find and analyse companies,
determine the risk of a stock investment or trade, proper entry and exit time of the stock, understand why
markets move the way they do, and helps you choose the capital market trading style for your personal
goals using correct approach to financial planning. It shall also help the participants acquire the
knowledge on process and products which are required to operate ethically and invest responsibly in the
current highly regulated financial services markets. This programme will also help the participants to
respond to the challenges posed by the changing nature of the financial products landscape. The course
covers live market case studies and discussions closest to the real world.

Managing Emotions and Behavioural Design

There is a mounting body of evidence that emotion is the most powerful resource we have. Emotions are
lifelines to self-awareness and self-preservation that deeply connect us to ourselves and others, to nature
and the cosmos. Emotional intelligence is the ability to sense, understand, and effectively apply the power
and acumen of emotions as a source of human energy, information, connection, and influence. This
course will enable the students to become aware of the sources of emotions and learn how to deal with

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human emotions. Making use of Enneagram typology, the course will focus on the managerial
competencies and their emotional impacts.

Behaviour Modelling through Gamification

The course helps to understand how the brain works, how to trigger motivations, and be able to apply
that to all sorts of aspects in their lives, such as fundraising, sales, team motivation, parenting, teaching,
relationships, and more. One example would be that the student would be able to identify the differences
between White Hat Motivation (makes people feel powerful but not sense of urgency) and Black Hat
Motivation (makes people feel urgent and obsessed, but leads to burn-out), and understand in what
scenarios to design for one over the other. This course is all about changing Desired Actions through
Gaming and Behavioral Design!

Reinventing your career

Gain the knowledge and skills necessary to identify and assist with the specific challenges facing adults
who are experiencing a career transition. Topics include handling loss and change, problem-solving,
decision-making and building self-esteem.

Behavioural Analysis
This lecture course discusses principles of and issues in psychometrics, the branch of psychology
concerned with the quantification and measurement of mental attributes, behavior, and performance as
well as with the design, analysis, and improvement of the tests used in such measurement. It provides
basic knowledge including varying definitions of psychometrics and the standardized tests currently
employed in the field and the principles and practices of test construction (for example, classical versus
contemporary theory). It also conveys applied knowledge through the examination of the theories and
measurement of intelligence and of personality, the two most widely researched constructs within
psychometrics. Finally, it highlights current controversies in the field (for example, Flynn effect, cognitive
versus emotional intelligence, issues associated with computerized testing, and uses and misuses of
psychometric tests).

Political Behaviour and Power Play: Strategies

This course provides an in-depth look at transformational leadership — the mutually stimulating
relationship between leader and follower that raises both of them to higher levels of human conduct and
ethical aspiration. It will help, as a leader, to enhance and effectively use power not only in achieving
goals, but also in enabling followers to lift themselves into their better selves. The course • Will give an
understanding of how leadership, influence and power are related various facets of organizational life at
the individual, group and macro levels? • Be able to enhance power in organizations, tap different sources
of power, and effectively use power to achieve objectives and to help elevate followers to high levels of
motivation and morality. • Will develop the capacity to perceive clearly the various tactics that others use
to influence in order to achieve their objectives.

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TECHNOLOGY AND OPERATIONS

Digital Transformation in Supply Chain:
Digital transformation is the integration of digital technology into all areas of a business, fundamentally
changing how you operate and deliver value to customers. Effective supply chain management hinges
on how this digital transformation is undertaken in each of the partner firms. This course provides the
conceptual framework for digital transformation across the supply chain and provides lessons from
successful case studies in the supply chain.

AI in Operations and Supply Chain Management

Artificial Intelligence has captured the world by storm. The idea of AI is generic and is applicable across
different functional areas of management. Operations and Supply Chain stand to gain from this
development because of the potential to automate a lot of decision-making processes. This course will
give both fundamental ideas of AI and illustrative use cases of AI in operations and supply chain
management field.

Transportation Management
Transportation links various stages of a supply chain. The course provides major inputs on various modes
of transportation, the markets of transportation services like Trucks, rail, air and ship. This course
provides in-depth analysis of routing, scheduling and optimization of transportation, decision making
areas in transportation and latest trends in Transportation area like crowd sources logistics.

Warehousing Management
Warehousing play a major role in Logistics and SCM by providing storage services plus value added
activities. The course deals with storage and handling system, its costs, decisions pertaining to acquire,
lease and rent out the space, storage alternatives and material handling systems. Different types of
warehousing, how WMS-IT automation in a warehouse is used, and location and layout of warehouses
also covered. The role of warehousing in retailing and distribution also covered.

Services Operations Management

This course examines the traditional and new approaches of achieving operational competitiveness and
excellence in service businesses. Major service sectors, health care, repair / technical support services,
banking and financial services, transportation, restaurants, hotels and resorts are explored and
examined. The course addresses strategic analysis with emphasis on operational decision making.
Topics include the service concept and operations strategy, the design of effective service delivery
systems, productivity and quality management, response time (queueing) analysis, capacity planning,
yield management and the impact of information technology

Supply Chain Simulation Lab

Simulation models helps the students to experience the virtual supply chain and related decision-making
situations. This course enables students to learn about various critical decision areas in a supply chain
and how to take decisions in different scenarios. Simulation packages and other mathematical based
models will be used .

Strategic Sourcing:
Strategic Sourcing --- Strategic sourcing is the cross-functional process of critically analyzing how the
organization can most effectively secure outside goods and services. Provides a managerial perspective
and understanding of the impact that purchasing and supply chain management strategies have on the
success of organizations. This course aims at gaining a deep understanding of the overall value chain

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for the good of service of interest, and the business case behind a mutually beneficial and sustainable
relationship between the buyer and supplier. Analytical tools such as spend analyses, cost modelling are
introduced. Case examples on how to negotiate with suppliers using market-based (competitive bid) or
multi-party (negotiation) mechanisms; and ways of structuring relationships and contracts to drive
sustainable performance, and mitigate risk are discussed.

Supply Chain Finance

This course is to enable students to recognize the various means to improve the working capital of a
company or a corporate client. On completion of this course students will be able to understand recognize
the process to implement and manage a Supply Chain Finance program. This course addresses the main
players, competitors, and enablers in global Supply Chain Finance and the impact of new technologies
in Supply Chain Finance and how to apply them.

Industry 4.0
Industry 4.0 concerns the transformation of industrial processes through the integration of modern
technologies such as sensors, communication, and computational processing. Technologies such as
Cyber Physical Systems (CPS), Internet of Things (IoT), Cloud Computing, Machine Learning, and Data
Analytics are considered to be the different drivers necessary for the transformation. Industrial Internet
of Things (IIoT) is an application of IoT in industries to modify the various existing industrial systems. IIoT
links the automation system with enterprise, planning and product lifecycle.

Retail Supply chain

The explosion of smartphone- driven shopping, the advent of “show-rooming” and the popularity of no-
added-cost returns increases the complexity of retail supply chain. Many retail supply chains are simply
not set up to handle this complex demand variation for speed and convenience in a cost-effective way
and are already creaking under the strain of the new multichannel world. Huge proliferation of SKUs to
fulfill the “endless assortment” promise of an online channel is creating new capacity and cost challenges,
including expenses for picking additional online orders, acquiring additional DC space, and processing
peak- season demand. Hence, this course intends to provide insights about restructuring retail business
processes and metrics, adopting uniform standards for shipping or for allocating credit for sales between
online and in-store operations.

Omnichannel supply chain

This course is intended to give insight that the consumer product and retail landscape continue to evolve
as companies race to catch up with leading e-tailers. Traditional brick-and-mortar retailers are expanding
their online offerings and introducing new models, such as in-store fulfilment of online orders. Online
players are opening their own brick-and-mortar stores. Vertically integrated players such as are strongly
pushing their direct-to-consumer business through both online and new physical stores. And players of
all kinds are complementing their physical stores and e-commerce offerings with innovative applications
and social media to mount a truly omnichannel presence. Customers also expect to receive their products
anytime and anywhere with a very short time between order and delivery, with excellent service and high
convenience. Hence it is essential to learn this course omnichannel supply chain to gain insight in to
concept, facilities and process and so on. of Omnichannel supply chain.

Aggregator models, e-commerce, and logistics

Aggregators build on the traditional model for delivery, offering access to multiple retailers through a
single online portal. By logging in to the site or the app, consumers can quickly compare product or
services, prices, and reviews from peers. new-delivery players a kind of aggregators allow consumers to
compare offerings and order meals from a group of retailers through a single e-commerce website or
app. Crucially, the players in this category also provide the logistics. New models emerges in logistics

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like crowd logistics and crowd storage services. This course intends to give insight to order management,
platform management, short time delivery planning and channel migration.

Operations Strategy
The operations strategy pursued by a firm can create a competitive advantage and set a firm to be a
game-changer in an industry. Technology explosion and use of advanced communication technology in
manufacturing and service industries are impacting longitudinal horizon of decision time frame. Such
technology growth brings enormous opportunities and challenges in designing new products and
services, innovation, supply network, facility location, and size of plant and facility. Operations managers
need to be sensitive to such opportunities and look at the evolution of the industry in which they operate.
They must be conscious of game-changing initiatives or observant of competitive forces that intensify
their business risks. Globalization, outsourcing, and cost economies have further redefined the landscape
of operations management.

There are several companies that have transformed their prospects through the way they manage their
operations resources strategically. Companies like Amazon, Google, and IKEA etc. all have developed
their strategic operations capabilities to the point where they represent a formidable asset.

International Trade and logistics

The continuing rise of world trade and the desire by many countries to speed up the pace of integration
within the global trading system will depend not only on maintaining an open global economic system but
improving the quantity and efficiency of the support structures such as the logistics service. This course
intend to provide logistics co-ordination among countries on border procedures, customs clearance
process at the ports, quality of transportation related infrastructure, freight routes, technology for visibility
of consignments and terminal handling and clearance of good.

Resilient Supply Networks

Due to expansion of Operations globally by many International corporates, the production network is
expanding across continents. Due to this, the supply network is also expanding with sourcing in one
continent, conversion in another continent and market in another continent. The risks associated with
global business also increases and the probability of occurrence of an event which affect the business
also increases. This course provide a detailed insight into types of risks in operations and supply chain
networks and providing insights of solutions, proactive strategies and quantitative approaches to mitigate
risks. This course also addresses how supply network can become resilient and withstand different
shocks.
SCM in Circular Economy
The course offers students the knowledge about theories and concepts underlying the circular economy
and present current and past developments of the area. It will enable them to assess and discuss the
transition from linear supply chains over closed loops to circular economy. They will learn how circularity
and related business models create value and how to implement circularity strategies, including tools and
standards for circular economy. Furthermore, students should be enabled to identify opportunities and
challenges on the way of implementing a circular business strategy.

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BUSINESS ANALYTICS
Data Science for Managers
This course aims for providing basics of Business analytics by using Python programming. It will prepare
students for prescriptive and predictive analytics. This course will give an overview of various modeling
techniques to help students recognize and understand project documentation. By the end of this course,
Students will able to conduct requirement specification including categorizing, deriving, prioritizing and
validating through Numpy, Pandas and Matplotlib

Business Data visualization using Tableau

This course aims at preparing the students for an important skill required by any manager: ability to
visualize data. By setting the foundation in terms of concepts behind good visualizations, the course will
take you through one of the important visualization software required by all – Tableau. Students will work
on both beginner level and intermediate level skills in using Tableau for creating good Dashboards and
charts.

Big Data, Hadoop and Spark

Analysing big data is a key driver for business competition today. This course introduces the challenges
posed by big data and provides an application orientation for managing big data. The course familiarises
the students with the trending topics in this area - Hadoop, and Spark platforms, and leads them through
introductory examples to Machine learning and Deep learning applications for analysing big data.

Business applications of AI ML:

Current technological advancements such as Artificial Intelligence is reshaping the landscape of the
business community. The rise of intelligent innovations enables businesses to work efficiently by
streamlining operations. Under the umbrella of artificial intelligence, emerging technologies such as
machine learning, deep learning, robotics, natural language processing, computer vision and cognitive
computing contribute greatly to developing hyper-automation with high-degree precision. This course
provides overview of business applications in areas like marketing & sales, health care, natural language
processing, chatbots etc.

Machine Learning
Today, Machine learning plays an important role in businesses to make key managerial decisions which
are significantly improving customer experiences like providing recommendations for customers while
shopping in e-commerce sites. You will learn key concepts behind those models and will be able to build
your skills in Model building using different machine learning algorithms like Decision tree, Random forest
etc.

AI and Deep Learning

Artificial intelligence has become a buzzword these days and lot of companies are investing on AI
platforms. This course intends to provide fundamental ideas behind the general AI development and
leading to an exciting field of application namely the Deep learning. Deep learning applications are used
in lot of day-day activities for example the Netflix recommendations or YouTube video recommendations
tend to use these methods a lot. The course plans to cover various such use cases.

Marketing Analytics
The debate as to whether marketing is a science or art is as old as marketing itself. Though there is no
denying the fact that marketing decision should be objectively made, in the past may practitioners went
by their gut feel. Gradually they moved to collecting data using research instruments to support their

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decisions. However, with the explosion of data facilitated by marketing automation and online retail,
companies are shifting to data-driven decisions. Pricing, advertising, promotion, and distribution
decisions are facilitated by analytics models developed out of the data. When we talk about data, it goes
beyond the numeric data to include text comments and reviews by customers and video data of
consumers in action. This course has been designed to expose the students to the various use cases of
marketing analytic models.

Natural language processing for Business

Natural language processing is a branch of AI that enables computers to understand, process, and
generate language just as people do — and its use in business is rapidly growing. Basically, they employ
machine learning models under the hood to understand the phrases and sentences and use them to
interact with humans for example in chatbots. The course takes you through a set of NLP models that
can be applied to real-life datasets like IMDB movie reviews to understand the sentiment etc.

Credit Risk Analytics: Measurement Techniques and Applications

In simple terms credit risk refers to the potential for loss due to failure of a borrower to make a payment
when it is due. This course will provide the fundamentals of credit risk modelling touching upon different
models used in the industry. At the end of the course, students will be able to model the credit problems
and will be able to gather insights which are actionable.

Data Mining
Data Mining course sets the foundation for the course on machine learning. By giving students the
exposure to data mining methods like frequent item patterns, clustering, data bases and data
warehousing which are an important component of structured datasets. At the end of the course, students
will be able to take up topics in machine learning.

Foundations of Business Analytics (First Year)

With the advent of big data, there is a need for decision makers to understand the fundamentals of
business analytics. This course introduces students to the big data and tools in the analytical areas. At
the end of the course, the student will be able to have a basic knowledge on business analytics and the
skills required in this field.

Python & SQL (First Year)

Python and SQL are important concepts for students who are intending to take up business analytics and
is one of the most sought-after skill set in the market. Many scientific decision-making processes like
financial portfolio management, business automation etc. require the use of Python and the associated
database concepts. This course is intended to prepare the students in the basic programming skills which
are not only useful for students taking up business analytics specialization and other domains.

HR Analytics
HR analytics is the process of collecting and analyzing Human Resource (HR) data in order to improve
an organization’s workforce performance. The process can also be referred to as talent analytics, people
analytics, or even workforce analytics. The course sets the foundation for applying different analytic tools
in the HR domain by providing both the conceptual and use cases of successful applications in this area.

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