Final Course Catalogue - 2019-21

APPENDIX 2 – COURSE CATALOGUE
CONTENTS
CONTENTS .............................................................................................................................................................. 1
spreadsheet modelling ........................................................................................................................................... 6
QUANTITATIVE TECHNIQUES IN MANAGEMENT.................................................................................................... 7
pROFICIENCY IN BUSINESS TOOLS .......................................................................................................................... 9
DECISION MAKING SCIENCE ................................................................................................................................. 11
BUSINESS ANALYTICS WITH PYTHON ................................................................................................................... 14
introduction to predictive analytics ...................................................................................................................... 15
DATA MANAGEMENT ........................................................................................................................................... 17
ADVANCED PREDICTIVE ANALYTICS ..................................................................................................................... 18
ARTIFICIAL INTELLIGENCE AND MACHINE LEARNING .......................................................................................... 19
big data analytics .................................................................................................................................................. 20
BLOCKCHAIN ......................................................................................................................................................... 22
business simulation .............................................................................................................................................. 23
descriptive analytics and data visualization ......................................................................................................... 25
financial technology.............................................................................................................................................. 26
HR Analytics .......................................................................................................................................................... 28
MARKETING ANALYTICS........................................................................................................................................ 29
project management ............................................................................................................................................ 30
TEXT MINING AND SENTIMENT ANALYSIS ............................................................................................................ 31
service process, quality and productivity ............................................................................................................. 36
DIGITAL DESIGN AND INNOVATION ..................................................................................................................... 38
introduction to digital technologies ..................................................................................................................... 40
business process management and robotic process automation ........................................................................ 42
digital transformation strategy and leadership .................................................................................................... 45
e-commerce .......................................................................................................................................................... 48
mobile marketing ................................................................................................................................................. 50
INFORMATION SECURITY & CYBER LAW .............................................................................................................. 52
BASICS OF ACCOUNTING ...................................................................................................................................... 55
MANAGERIAL ACCOUNTING ................................................................................................................................. 56
ECONOMIC ENVIRONMENT OF BUSINESS ............................................................................................................ 58
Economic Environment of Business ...................................................................................................................... 58
FINANCIAL MANAGEMENT ................................................................................................................................... 59
PRINCIPLES & PRACTICES OF BANKING ................................................................................................................ 61
Course Catalogue (Appendix 2 of Student Handbook) | PGDM 2019-21 || HB/CC/SG/BOS/09072019 | Page 1 of 188
INTRODUCTION TO FINANCIAL MARKETS ............................................................................................................ 63
SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT ......................................................................................... 64
DERIVATIVES ......................................................................................................................................................... 66
INVESTMENT BANKING......................................................................................................................................... 68
WEALTH MANAGEMENT ...................................................................................................................................... 70
FINANCE LAB ......................................................................................................................................................... 72
CORPORATE AND RETAIL BANKING ...................................................................................................................... 73
RURAL BANKING AND MICRO FINANCE................................................................................................................ 75
TAXATION ............................................................................................................................................................. 77
BUSINESS VALUATION .......................................................................................................................................... 79
FINANCIAL MODELLING ........................................................................................................................................ 80
MICRO, SMALL & MEDIUM ENTERPRISE (MSME) FINANCING ............................................................................. 81
INTERNATIONAL FINANCIAL MANAGEMENT ....................................................................................................... 83
FINANCIAL SERVICES AND INSURANCE ................................................................................................................. 85
FINANCIAL RISK MANAGEMENT ........................................................................................................................... 87
Behavioural Science .............................................................................................................................................. 90
Human Capital Management ................................................................................................................................ 92
Talent Management for New Age ........................................................................................................................ 94
Managerial Psychology in Action .......................................................................................................................... 95
Competency Based Strategic Staffing ................................................................................................................... 97
Learning and Development .................................................................................................................................. 98
Employee Relations and Labor Law .................................................................................................................... 100
Leadership in New Age ....................................................................................................................................... 101
Organizational Development and Change .......................................................................................................... 102
Strategic Human Resource Management ........................................................................................................... 104
Total Reward Management ................................................................................................................................ 106
Cross Cultural Management ............................................................................................................................... 107
Basic HR Metrics and Score Card ........................................................................................................................ 109
HR Analytics ........................................................................................................................................................ 111
Marketing Management ..................................................................................................................................... 113
Sales and Distribution ......................................................................................................................................... 115
Consumer Behaviour .......................................................................................................................................... 117
Integrated Marketing Communications ............................................................................................................. 119
Services Marketing ............................................................................................................................................. 120
B2B Marketing .................................................................................................................................................... 122
Marketing Research ............................................................................................................................................ 124
Digital Marketing ................................................................................................................................................ 126
Retail Marketing ................................................................................................................................................. 130
IT Sales and Marketing ....................................................................................................................................... 132
Customer Relationship Management ................................................................................................................. 134
Brand Management ............................................................................................................................................ 136
EMERGING TRENDS IN BUSINESS MODELS, MARKETING AND SALES ................................................................ 139
International Economics & Geopolitics .............................................................................................................. 141
INTERNATIONAL MARKETING AND SALES .......................................................................................................... 142
GLOBAL AND GREEN SUPPLY CHAIN MANAGEMENT ......................................................................................... 144
Consumer Behaviour .......................................................................................................................................... 146
Cross Cultural Management ............................................................................................................................... 148
INTERNATIONAL TRADE AND INSTITUTIONS ...................................................................................................... 149
Global Mobility and Cross-Country Regulations ................................................................................................. 151
GLOBAL E-COMMERCE AND DIGITAL BUSINESS ................................................................................................. 153
INTERNATIONAL CONTRACTING AND NEGOTIATIONS ....................................................................................... 154
FINANCING GLOBAL EXPANSIONS ...................................................................................................................... 155
COUNTRY RISK ANALYSIS .................................................................................................................................... 157
PRICING FOR GLOBAL MARKETS ......................................................................................................................... 159
BASIC FRENCH, GERMAN, ITALIAN ..................................................................................................................... 161
ADVANCE SPOKEN LANGUAGES ......................................................................................................................... 162
Principles of Management (Non-Credit)............................................................................................................. 164
INTRODUCTION TO CASE BASED LEARNING (Non-Credit) .................................................................................. 166
OUTBOUND LEADERSHIP Lab (Non-Credit) ........................................................................................................ 167
CAPSIM Simulation + Business Strategy ............................................................................................................. 169
project management .......................................................................................................................................... 170
BUSINESS COMMUNICATION ............................................................................................................................. 173
NEGOTIATION SKILLS .......................................................................................................................................... 175
Cross cultural communication ............................................................................................................................ 177
lifestyle active program ...................................................................................................................................... 179
DESIGN THINKING ............................................................................................................................................... 181
Design Thinking................................................................................................................................................... 181
RESEARCH INCUBATION ..................................................................................................................................... 182
Research Incubation ........................................................................................................................................... 182
The mission of IFIM Business school is to nurture continuously employable professionals.

Through RI, professionals are groomed who are relevant for practice. Hence, we are imparting
knowledge and skills to our students to make them industry ready.......................................... 182
The primary resources for the program are the students and the project reports of Industry
Internship program (IIP) and Social Immersion Program (SIP). So, research agenda comes from
two sources. Internally, it comes from students and faculty. Externally, it comes from industry
practitioners. The IIP and SIP reports become inputs for research. Good and relevant ideas are
shortlisted by the faculty after interaction with industry practitioners. So, the projects selected
are relevant for the industry and students are also interested to conduct such research under
faculty guidance to enhance their career opportunities. Apart from that students are also
involved in academic research which are in new age areas and industries aligned with our vision
of ‘Beyond Tomorrow’. ............................................................................................................... 182
INNOVATION INCUBATION ................................................................................................................................. 183
Innovation Incubation ........................................................................................................................................ 183
SOCIAL IMMERSION PROJECT (sip) ..................................................................................................................... 184
Social Immersion Project (SIP): A Practice Course06) ........................................................................................ 184
EFFECTIVE SOLUTIONS THROUGH INSTITUTIONAL COMMITTEES ..................................................................... 185
Industry internship program (IIP) ....................................................................................................................... 186
ANALYTICS
SPREADSHEET MODELLING
SNAPSHOT
Course Title Spreadsheet Modelling
Course Code F0A01
Term(s) Foundation
Course Credit 1
Prerequisite None
COURSE INTRODUCTION
Spreadsheet Modelling teaches you how to use Microsoft Excel to solve business problems. It is
appropriate for beginning users of Microsoft Excel. The course begins with an in-depth exposure to
the Excel environment and teaches many helpful functions and tools in Excel, which a manager faces
in a typical workday. You can apply this knowledge to creating spreadsheet functions, use powerful
tools for analysing data and making business decisions. This course introduces statistical foundations
in an excel way to master the art of learning by doing statistics in excel.
COURSE OBJECTIVES
Major objectives of this course are:
1. Appreciate fundamentals of excel in terms of excel environment, tools and functions
2. Think problem solving in Excel by using excel functions
3. Use simple charting techniques to demonstrate the results
COURSE COVERAGE
Sr. No Module Contents
1. Basic Excel Formulas and a) Cell range, Naming
Excel Usage in Business b) Worksheet and Table Naming
c) Simple excel formulas (Sum, Product, Count)
d) Sample Applications of Excel in Financial
Statements, Costing, Pricing, Analytics)
2 Excel Charts a) Conditional Formatting
b) Excel Charting Function
c) Excel visualization
3 Basic Statistics using Excel a) Mean, Median, Mode, Range, Max, Min,
Formulas Percentile, Percentage
b) Correlation, frequency distribution calculation
c) Histogram, Normal distribution
QUANTITATIVE TECHNIQUES IN MANAGEMENT
SNAPSHOT
Course Title QUANTITATIVE TECHNIQUES IN MANAGEMENT
Course Code F0A02
Term(s) Foundation
Course Credit 1
Prerequisite None
COURSE OBJECTIVES
Quantitative Techniques for Management is a foundation course to impart basic knowledge about
how to read and visualize data. Students will be better equipped to handle advanced courses after
completion of this course. Students will be able to:
1. read and visualize data.
2. generate descriptive statistics for the data through Data Analysis Tool of MS Excel.
3. appreciate the importance of probability and its role in decision making.
4. comprehend probability distribution.
COURSE COVERAGE
Session 1
Topics: What are the measures of central tendency?
When do you use these measures?
Session 2
Topics: What are measures of dispersion?
Why it is necessary measure along with a measure of central tendency?
What is its role in statistical tests?
Case: Pelican Stores
Session 3
Topics: What is the meaning of EDA?
How to draw boxplot, scatter diagrams and visual graphs?
Session 4
Topics: Introduction to Probability
Approaches to Probability
Addition Law and Multiplication Law of Probability
Session 5
Topics: Conditional Probability
Few problems of Probability will be solved
Session 6
Topics: Probability Distribution
Discrete Probability Distributions
Binomial Distribution
Poisson Distribution
Session 7 & 8
Topics: Normal Probability Distribution
Case: Specialty Toys
ALIGNMENT WITH LEARNING GOALS AND LEARNING OBJECTIVES

• Aligned to GLG 6: Functional Knowledge
6.2: Proficiency in Business Tools
• Assessment: End Term Exams
PROFICIENCY IN BUSINESS TOOLS
SNAPSHOT
Course Title Proficiency in Business Tools (PBT)
Course Code C0A03
Term(s) I, II
Course Credit 3
Prerequisite Spreadsheet Modelling (Foundation)
COURSE INTRODUCTION
This course teaches the students advance skills in commonly used Software required in various other
courses and in practicing corporate life. Tools like advanced Microsoft EXCEL, IBM SPSS Basics &
Tableau will be emphasized on. The course will introduce these latest IT tools that are being used by
managers for decision making. The course will help students develop ability to find solutions of data-
based business problem and manage and handle complex data sets. Managing and analysing data is a
key organizational concern across sectors and the ability to handle data adds a lot of value to the
profile of managers. Being a practice-oriented course, hands on exercises forms a larger part of the
course.
Students are encouraged to use these tools and make best use of these software by using data
provided to them to acquire competencies in it.
COURSE OBJECTIVES
Major objectives of this course are:
1. Make use of Excel for data analysis and reporting
2. Use Tableau for creating visual reports and working on huge set of data
3. Learn and use IBM SPSS for data analysis and perform various statistical operations
4. Use advanced formulas and in-built functions in Excel
5. Use IBM SPSS, Excel and Tableau to work on survey datasets for capstone project
COURSE COVERAGE
Sr. No Module Contents

1. Excel tools a) Revisit basic excel formulas
b) Namespace management
c) Advanced Filter
d) Pivot tables and Pivot Charts
2 Excel Formulas a) Vlookup and hlookup
b) Conditional if statements (sumif, sumifs, countif,
countifs)
c) Subtotal
3 Dates and Text a) Networking days with holidays
b) Date formatting
c) Text concat/search/length
d) Text-to-column converter
4 Advanced topics in excel a) Data Validation
b) Data Consolidation
c) Locking
d) Revision of concepts
5 Basic Interface of SPSS a) Different Datatypes
b) Data View and Variable view
c) Accessing menu items
6 Data transformation and a) Data transformation
Descriptive Statistics b) Compute command
c) Frequency Plots
d) Descriptive
7 Other topics in SPSS a) Cross tabulation
b) Compare means
c) Saving Output of SPSS
d) Data Import from excel
8 Understanding Tableau a) Menus, Toolbar
Interface b) Different panes
c) Legends, Layouts
d) Sorting, Grouping, Filter
9 Visual Analytics (Basics) a) Data preparation with excel and text data
b) Pivot
c) Splits
d) Sample visual stories

• Aligned to GLG 5 & GLG 6
GLG 5: Analytic Skills
5.2: Visualization of Situation
GLG 6: Functional Knowledge
6.1: Knowledge of Business Function
6.2: Proficiency in Business Tool
DECISION MAKING SCIENCE
SNAPSHOT
Course Title Decision Making Science
Course Code C0A04
Term(s) I, II
Course Credit 3
Prerequisite QTM (Foundation), Spreadsheet Modelling (Foundation)
COURSE INTRODUCTION
Decision making is omnipotent in the sense that it is part of every field, every industry including as
significant as medical field. Most of the managerial decisions taken need scientific results as proof in
order to back the decision. Big data analytics is the new domain where statistics plays very important
role as foundation course.
Decision sciences as a course provides knowledge of various statistical tools that will be useful for
decision making. This course helps students to read, visualize, analyse and finally take decisions. It also
provides fundamental knowledge about time-series forecasting methods.
COURSE OBJECTIVES
Students will be able to
1. Learn the basics of sampling, visualization and hypothesis testing.
2. analyse and perform statistical tests using software packages like MS Excel, SPSS.
3. apply statistical tools and techniques to different situations.
COURSE COVERAGE
Sr. No Module Topics

1. Data visualization and a) Data visualization for normality
Sampling • Q-Q Plots
• P-P plots
b) Sampling methods
c) Sampling Theory
d) Standard Error of Mean
e) Central Limit Theory
2 Decision making through a) Data interpretation for decision making through
data visualization and data hypothesis testing – single sample tests, two sample
interpretation tests and multiple samples tests.
3. Diagnostics of Simple Linear a) Least Squares Method through MS Excel
Regression Model b) Coefficient of Determination
c) Testing the model for significance
d) Application of Simple Linear Regression in different
industries.
4. Introduction to Time Series a) Visualizing components of forecasting
forecasting b) Qualitative models of forecasting
c) Quantitative models only through MS Excel and
SPSS
d) Managing seasonality
5. Non-parametric Tests a) Rank Test

b) Mann-Whitney U Test
c) Wilcoxon Signed-rank test
d) Kruskal Wallis H Test

GLG 4: Problem Solving
4.1: Problem Framing
4.2: Evaluation of Alternatives
4.3: Feasible Solution
BUSINESS ANALYTICS WITH PYTHON
SNAPSHOT
Course Title Business Analytics with Python
Course Code L1A05
Term(s) III
Course Credit 2
Prerequisite None
COURSE INTRODUCTION
Use of Python in Managerial Data Analytics are growing rapidly. A business analyst of today must have
a first-hand knowledge to understand basic structure and procedures of Python codes.
COURSE OBJECTIVES
On completion of this course, the learner should be able to earn sufficient knowledge on how to create
Python codes for handling large business data, pre-processing and visualization of these in meaningful
ways.
COURSE COVERAGE

1. Business Analytics and What is BA, Why Python, Scikit Learn, Installation Details,
Python Work with Clouds, Essential Libraries and Tools
2 Pre-process and a) Import and Basic pre-process data
investigation of datasets b) Use of Pandas library
c) Investigate Distribution parameters
3 Visualization with Python Basic data visualization libraries, use of Mathplotlib,
Plotly and other libraries
4 Data aggregation and basic Aggregation functions of Python,
statistical tests
INTRODUCTION TO PREDICTIVE ANALYTICS
SNAPSHOT
Course Title Introduction to Predictive Analytics
Course Code L1A06
Term(s) III
Course Credit 2
Prerequisite QTM, PBT
COURSE INTRODUCTION
Predictive technologies have become a key ingredient of decision-making in the Industry 4.0 age. By
using a mix of computational approaches, it is now possible to predict, with reasonable accuracy, the
occurrence of certain events or even their timing (such as whether a customer will respond to a
marketing campaign or a loan will turn bad). These technologies are based upon the availability of
massive amounts of data and the preponderance of tools and technologies which are powerful, cheap
and easy to use.
COURSE OBJECTIVES
The course will introduce the students to the predictive analytics technologies which are very
important for today’s managers. It starts with an introduction to the field and the data types. It goes
on to discuss data pre-processing, which is the important first step in doing predictive analytics.
Methods for dealing with missing data and outliers are discussed in detail, and data transformation
techniques to handle various scenarios such as variable recoding, dimension reduction etc. are
introduced. This is followed by the development of predictive analytic models, particularly
classification models. Students learn the concepts of decision tree and how to construct one using
software packages. Finally, the course goes on to discuss about clustering techniques and their
applications in business.
COURSE COVERAGE

1. Introduction to a) Overview of Data Types
Analytics b) Overview of different Analytics methods
2 Data Pre-processing a) Data Cleaning and Transformation;
b) Missing Value Analysis and Outlier Analysis
3 Classification a) Decision Trees
b) Evaluation of Classification Algorithms
c) Performance Improvement of Classification algorithms
4 Clustering a) Distance and its measurement
b) Types of Clusters
c) K-Means clustering
• Aligned to GLG 5: Analytical Skills
5.1: Gather Relevant Information
5.3: Articulation of Situation
DATA MANAGEMENT
DETAILS TO BE PROVIDED
ADVANCED PREDICTIVE ANALYTICS
SNAPSHOT
Course Title Advanced Predictive Analytics
Course Code L2A08
Term(s) IV, VI
Course Credit 3
Prerequisite QTM (Core), PBT (Core), Introduction to Predictive Analytics
COURSE INTRODUCTION
Predictive algorithms are frequently applied to the Business problems with large datasets. Learners
should be familiar with such algorithms and understand applications in various decision-making
problems.
COURSE OBJECTIVES
The learner should achieve enough knowledge in predictions and segmentations (both supervised and
unsupervised methods). Associated software applications will also help them understanding solution
to various managerial problems.
COURSE COVERAGE
Sr. No. Module Topics

1. Review of Predictive Analytics a) Review of data types
b) Review of different predictive analytics
methods
2 Advanced Classification a) Neural Networks
b) Bayesian Classification
3 Unsupervised classification: a) Hierarchical Clustering
Clustering b) K-means clustering
c) Density based Clustering
4 Association Mining a) Association rules and Market Basket Analysis
b) Support-Confidence framework
c) Apriori algorithm
5 Applications of Predictive Applications and case studies from the fields of
Analytics Marketing, Finance etc
ARTIFICIAL INTELLIGENCE AND MACHINE LEARNING
SNAPSHOT
Course Title Artificial Intelligence and Machine Learning
Course Code L2A09
Term(s) IV, VI
Course Credit 3
Prerequisite 1. Introduction to Predictive Analytics
2. Some knowledge of Linear Algebra. Students can refer the Linear Algebra
module in Andrew Ng’s “Machine Learning” course in Coursera
COURSE INTRODUCTION
Artificial Intelligence as a technology has been in existence since the 1960s, but it has gained
tremendously in importance over the last few years. With advances in data storage and massive
computational power, it is now possible to build models, make forecasts and simulations, and find
patterns from structured and unstructured databases using Artificial Intelligence and Machine
Learning. In this changed scenario, it is very important for the students to learn these technologies
and have them as a tool for decision making.
COURSE OBJECTIVES
The course will provide students with a good understanding of artificial intelligence. It starts with
introduction to AI as a search process, then goes on to discuss classification and clustering methods
and their implementation using gradient descent. It discusses issues such as data overfitting and their
redressal by regularization. As high dimensionality is a curse of most data sources, methods to treat
high dimensionality using Principal Components Analysis is covered. Finally, the course ends with a
coverage of advanced methods in machine learning, particularly deep learning which has many use
cases.
COURSE COVERAGE
Sr. Module Topics

No
1. Introduction to Artificial Concept of artificial intelligence
Intelligence AI as search
2 Classification Classification by Gradient Descent algorithm
3 Regularization Concept of Overfitting
Importance of regularization
4 Clustering Clustering by Gradient Descent
5 Dimensionality Reduction PCA
Dimensionality reduction by PCA
6 Advanced Methods in Advanced methods such as Deep Learning and their
Machine Learning applications
BIG DATA ANALYTICS
SNAPSHOT
Course Title Big Data Analytics
Course Code L2A10
Term(s) IV, VI
Course Credit 3
Prerequisite PBT (Core), Data Management
COURSE INTRODUCTION
Big data has become very preponderant in today’s digital society. Big data includes all the data
generated by machines, sensors, smartphones, webpages and other technologies. It is characterized
by the three V’s – Volume, Velocity and Variety. Because of the rapid advancement of technologies
which makes big data analysis possible, it is being used in many decision-making scenarios to
understand customer behaviour and analytics, stock markets and so on.
This course will go into the Big Data Analytics technologies like Hadoop, MapReduce, Spark etc. and
discuss how to use them for analytics.
COURSE OBJECTIVES
The idea of this course is to make students knowledgeable about Big Data technologies such as the
following:
1. Hadoop, Yarn and Zookeeper
2. MapReduce and solving problems in MapReduce
3. Hive and Spark
The course will discuss case studies to demonstrate the use of Big data technologies in managerial and
social decision-making.
(Because of rapid technological advancement in this field, the topics may be suitably modified at the
time of teaching).
COURSE COVERAGE

1. Introduction to the a) What is Big Data
Hortonworks and b) Big Data Characteristics
Cloudera c) Why do we need Big Data now?
environment d) Big Data Applications
e) What is Apache Hadoop.
f) Overview of Apache Hadoop and Apache Spark
ecosystem.
g) Overview of Hortonworks and Cloudera environment,
h) Case studies on how Big Data is being used across various
domains.
2 Introduction to a) Why HDFS.
Hadoop Distributed b) NameNode and DataNodes,
File System. c) Design and Limitations,
d) Replication
3 Introduction to a) What is YARN
YARN and b) why do we need it?
ZooKeeper c) YARN architecture.
d) Why do we need ZooKeeper
4 Thinking in a) Overview of MapReduce.
MapReduce b) The concept of Mapper and Reducers.
c) How to solve Big Data problems using MapReduce.
5 Introduction to Hive a) Data types.
b) Internal and external tables
c) Select and aggregation queries
d) Partitions and views
e) Loading JSON data.
f) Connecting Hive and Tableau.
g) Overview of Sqoop import/export, Flume, Oozie, and
HBase
6 Introduction to a) Why Apache Spark
Spark b) Spark RDDs
c) Transformation and Action
7 Introduction to a) Creating Dataframe from JSON
DataFrames, b) Dataframe operations
SparkSQL, SparkR, c) SQL queries on Dataframes
and Spark MLlib d) Overview of SparkR
e) Linear Regression
f) Logistic Regression
g) Clustering
BLOCKCHAIN
SNAPSHOT
Course Title Blockchain
Course Code L2A11
Term(s) IV, VI
Course Credit 2
Prerequisite None
COURSE INTRODUCTION
Blockchain is considered to be breakthrough technology. It is disrupting the way of sharing and
recording transactions by being transparent and at the same time having high level of security too.
COURSE OBJECTIVES
Students will learn about:
1. Fundamentals of Blockchain Technology
2. Ethereum
3. Smart Contract
COURSE COVERAGE
S. No Module Topics
1. What is Block Chain? a) Concept of Electronic Distributed Ledger
b) Security in Blockchain
c) Public Key Private Key Infrastructure
d) Secure Electronic Transactions
2 Open Blockchain a) Closed Blockchain

b) Transparency and Anonymity in Blockchain
c) Blockchain Design
d) Building a Distributed Ledger
e) Case Studies
3 Hands on Session on Block Ethereum
Chain using open source
4 Introduction to Smart a) How does a Smart Contract Work?
Contract b) Smart Contract Design and Deployment
c) Case Studies
BUSINESS SIMULATION
SNAPSHOT
Course Title Business Simulation
Course Code L2A12
Term(s) IV & VI
Course Credit 2
Prerequisite QTM(Foundation), Decision Science (Core)
COURSE INTRODUCTION
Simulation is the imitation of the operation of a real-world system over time. The real world of
marketing, manufacturing, sales forecasting and distribution of a product or line of products can be
converted into mathematical-logical models that can be manipulated by a digital computer.
Simulation is one of the most widely used Analytical techniques of management science.
Simulation is one of the major Analytics methodologies used to assess different scenarios based on
various internal and external factors, which in turn helps the management to make effective planning
for various scenarios. Simulation modelling can be used both as an analysis tool for predicting the
effect of changes in existing systems and as a design tool to predict the performance of new systems
under varying sets of circumstances. This course is designed to prepare the students in the use of
simulation modelling for managerial decision making.
COURSE OBJECTIVES
1. Introduce the concept of Simulation Modelling for the analysis of business problems and
formulate solutions.
2. Develop simulation models for specific business systems such as Queueing systems, inventory
systems, project management, financial systems, assembly systems.
3. Develop Simulation models for real life projects.
4. Perform Scenario Analysis.
COURSE COVERAGE
1 Introduction a) System concepts in context of Simulation
b) Open/Closed, Discreet/Continuous
c) Problem class suitable for simulation from different functional
areas
2 Commonly a) Continuous: Normal, Uniform, Triangular, Negative Exponential
Used Weibull & Pareto
Distributions
b) Discrete: Poisson, Binomial, Non-stationery Poisson User Defined
3 Introduction a) Problem Formulation
to Monte b) the Key Input/output variables
Carlo c) Selecting the Relevant Distribution
Simulation d) Running the Simulation
e) Interpreting the Results
f) Scenario Generation
4 Error Final Result Presentation
Estimation
5 Case Studies: Insurance, Real Estate, Finance, Retail, Marketing, Inventory
Management, Service Lines Simulation
DESCRIPTIVE ANALYTICS AND DATA VISUALIZATION
SNAPSHOT
Course Title Descriptive Analytics and Data Visualization
Course Code L2A13
Term(s) IV, VI
Course Credit 2
Prerequisite Data Management
COURSE INTRODUCTION
Descriptive analytics and Data Visualization facilitate imagination of students with respect to data. It
helps to weave a story and develop storytelling skills which is important for any Data Scientist to
succeed.
COURSE OBJECTIVES
This course helps students to:
1. Understand about Data Warehousing and BI
2. Understand Dimensional Modelling
3. Dashboard creation and storytelling
COURSE COVERAGE
S. No Module Topics
1. Introduction to Data a) Introductory concepts
Warehousing and BI b) Linkage with Data Management
c) Applications in Strategic and Managerial decisions-
making
2 Dimensional Modelling a) Dimensions and dimension extraction

b) ETL Process
c) Schemas and Schema Types
3 Dashboard Creation a) Dashboard creation

b) Interactive charts
c) Visual Story Building
FINANCIAL TECHNOLOGY
SNAPSHOT
Course Title Fin Tech
Course Code L2A14
Term(s) IV, VI
Course Credit 2
Prerequisite None
COURSE INTRODUCTION
Financial Technology deals with the delivery of Financial services using Technology to many players.
This large number is difficult to reach by traditional methods and the cost also will be high. Technology
also provides a 24X 7 service with a combination of AI Technology. With the ever increase in the use
of Internet and Mobile devices such as smart phones it has become possible to deliver financial
services cost effectively. Finance is one of the Industry vulnerable to disruptions caused by availability
of low-cost computational power and software because financial services much like publishing is
information centric. At the same time with all the above advantages it also brings other issues like
Data Security, Data Privacy, Regulation which if not taken care of will lead to more problems than
solution. This course will expose the students to major areas of Financial Technology, Payment
Systems, Digital Currency, Security and Privacy issues, Regulations and Governance.
COURSE OBJECTIVES
Overview of Financial systems, Digital Money, Payment Systems, Digital Wallet and Processes. Data
Security and Secure Financial Transactions, Regulatory implications of Technology for Financial
services, Bit Coin System.
COURSE COVERAGE
S. No Module Topics
1. Introduction to Financial a) Enablers and Ecosystem
Technology b) Digital Lending On-line
c) Peer to Peer Lending
2 Electronic Payment a) Security of digital payment systems
Systems Overview b) Public Key Private Key Infrastructure
c) Digital Signatures
d) Digital Valets
e) Implementation of End to End Secure Payment Systems
f) Case Studies
3 Introduction to Crypto a) Distributed Ledger and Bitcoin Blockchain
Currencies b) Bitcoin Mining
c) Software Implementation of Bitcoins
d) Case Studies
4 Hands on sessions on Bit a) Software
Coin Implementation using b) Regulatory and Governance Issues of Bitcoin
Open Source
HR ANALYTICS
SNAPSHOT
Course Code Term Course Credits
L2A15 III 3
COURSE INTRODUCTION
There is an opportunity to make a quantum leap in managing human capital through the application
of analytics which can be a leap from obsolescence to innovation. It is about scanning the market
forces and internal structure, planning the workforce planning towards human capability. It is about
applying statistical analysis to uncover the most combination of inputs and throughputs to drive
desired outputs. It is a framework to gather, organize and interpret data through HR metrics, scorecard
for the purpose of assessing the probability of upcoming events. It takes the gambling out of decision
making and helps to have an insight regarding the future.
COURSE OBJECTIVES
1. Understand the process for linking employee data to critical business outcomes.
2. Identify what data should be captured and how to use the data to model and predict employees’
capabilities.
3. Forecast workforce requirements and utilization for improved business performance.
4. Identify the primary reasons for attrition and identify high-value employees for leaving.
COURSE COVERAGE
Module 1: Introduction to HR Analytics
HR as a Strategic Partner: The measurement Challenge, Analytical Foundation of HR Measurement.
The principles of good Measurement, Influence of decision science on measurement, LAMP
framework
Module 2: ROI on HR Investments
Summary statistics of HR Metric (HR Cost, Attrition, Training, Performance and Engagement)
Module 3: Descriptive Analytics in HR
Competing through workforce analytics and Creating HR Dash Boards
Module 4: Application of Statistical Data
Application of statistical tools like SPSS and R, Descriptive and Predictive Analysis (Logistic Regression
and Multiple Regression etc.
MARKETING ANALYTICS
SNAPSHOT
Course Code L2A16
Title of the Course: Marketing Analytics
Term III
Credit: 3.00
COURSE INTRODUCTION
Marketing Research deals with solving variety of market related problems, using statistical tools such
as statistical tests, multivariate analysis and statistical experimentations. This course would be an
extension of the ideas and will deal with some more complex and contemporary problems of
Marketing.
COURSE OBJECTIVES
1. Help the students learn the basics of sales data analysis and Marketing decision making –
consolidation of data in terms of customer and products, data summarization, customer
pyramid, product pyramid, visualization and marketing insight building, Marketing Dash boards.
2. Expose the learners to understand customer life cycle, prospects and leads, customer acquire
cost, customer retention cost, customer life-time value, models and techniques with cases and
examples.
3. To develop the skill of learners to understand Market segmentation, use of clustering,
classification techniques and collaborative filtering.
4. To develop the skill on RFM model, Multidimensional Scaling, Customer choice and conjoint
analysis.
5. To expose learners to the use of Social media and Text data analysis.
COURSE COVERAGE
1. Module-01: Introduction to Sales Data Summarization and Business Intelligence
2. Module-02: Customer Life-time Value
3. Module-03: Market Segmentation Analytics
4. Module-04: Advanced Models
5. Module-05: Social Media and Text Data Analysis
PROJECT MANAGEMENT
SNAPSHOT
Course Title Project Management
Course Code L2G05
Term(s) IV/VI
Course Credit 3
Prerequisite None
COURSE INTRODUCTION
Industries across market segments, be it Information Technology, Civil, Manufacturing, Telecom,
Banking and Financial Services, Automobile or Defence, nowadays are more focused on optimizing
expenditure to deliver definite and quick solutions, to their internal businesses and functions. This
enables the organizations to enhance their employee productivity and organizational profitability,
thus delivering consistent end-user and customer satisfaction. This has become a critical and
fundamental business requirement, in a highly complex and competitive market environment.
Project Management, as a specialized subject and practice, enables the pro-active monitoring and
control of project Cost, Scope and Schedule, continuously throughout the project and / or product life
cycle. At the same time, this practice ensures that the quality of the business solution and the
outcomes are consistent and predictable.
COURSE COVERAGE
S. No Module Topics
1. Project Management a) Essentials of Project Management
Knowledge Areas b) Integration Management
(CAPM) - I c) Scope Management
d) Schedule Management
e) Cost Management
f) Quality Management
2 Project Management a) Risk Management
Knowledge Areas b) Procurement Management
(CAPM) - I c) Resource Management
d) Communications Management
e) Stakeholder Management
3 Agile Project a) Implementing Agile Approach
Management b) Key Roles in Agile
c) Principles of Agile/ Scrum
4 Introduction to a) What is Digital Transformation?
Digital Project b) What is a Digital Enterprise?
Management c) Basic Approach and Concepts
5. CAPM Readiness a) PMI Applications
b) Personalized PMI Study Roadmap
c) Collaboration Platform – Knowledge Share
TEXT MINING AND SENTIMENT ANALYSIS
SNAPSHOT
Course Title Text Mining and Sentiment Analysis
Course Code L2A18
Term(s) IV, VI
Course Credit 2
Prerequisite QTM, PBT
COURSE INTRODUCTION
With Automation playing a big role in every walk of life huge volumes of Digital data is being collected.
At the same time data variety has also increased to a large extent. Large volume of data is contributing
by Text, Voice and Images. These are mainly contributed by new channels like Twitter, Face Book,
Blogs, Web Sites and Instagram It is almost impossible to analyse this volume of data by earlier data
base management techniques because these systems were basically designed for handling numeric
data. These systems are not suitable to handle Text, Voice and Video data this is where Text and
Sentiment Analysis comes into picture. These techniques use Natural Language Processing, Machine
Intelligence and other techniques to extract meaningful information from a variety of data sources.
Sentiment Analysis also called opinion mining basically tells What People are saying, when they are
saying and What they mean. This plays a major role in marketing of Products and services to
understand requirements of customers in a better way the course will expose the students with tools
and techniques to analyse large volume of textual data from various sources.
COURSE OBJECTIVES
Students will:
1. Learn fundamentals Textual data.
2. Challenges of handling Textual Voice and Video data and Integration issues.
3. Data Pre-processing like Name Tagging, Parts of speech tagging etc.
4. Data Transformation, Topic Extraction, Cloud Map and other data visualization techniques.
5. Sentiment Extraction, Document Classification.
COURSE COVERAGE
S. No Module Topics
1. Introduction to Text a) Challenges in handling Text Data, Video Data and Web Data
Mining b) Language Role & Complexity of Indian Languages
2 Text Pre-processing a) Document Creation and Meta Data Extraction
b) Named Entity Tagging
c) Location Tagging
d) Parts of Speech Tagging
e) Word Stemming and Punctuation Filtering
f) and Stop Word Filtering
g) Case Studies
3 Text Transformation a) Feature Extraction using 1 Word 2 Word Pairs
b) Term Frequency / Inverse Document Frequency
c) Topic Extraction Document
d) Clustering and Classification
e) Sentiment Extraction Output: Cloud Map, Word Map etc.
4 Hands on sessions on Software Bloomberg source will be used to get raw data
session using Open
Source
DIGITAL
BUSINESS
INTRODUCTION TO DIGITAL BUSINESS
SNAPSHOT
Course Title Introduction to Digital Business
Course Code COD01
Term(s) I&II
Course Credit 3
Prerequisite None
COURSE INTRODUCTION
“By 2020, more than seven billion people and businesses, and at least 30 billion devices, will be
connected to the Internet. With people, businesses and things communicating, transacting, and even
negotiating with each other, a new world comes into being – the world of digital business.”
Business models based on digital networks will be generating vast value in the years ahead, but only
to those who comprehend the challenges and activate the opportunities. Ninety-eight per cent of the
businesses in the world are non-digital, non-networked. By the year 2020, most of these enterprises
risk becoming prey for digital business network predators, with several social and economic
consequences.
This course aims to provide a blueprint to the participants to transform enterprises to operate
successfully in the digital, networked world.
COURSE COVERAGE
S. No Module Topics
1. Introduction to a) Introduction to Digital Business, Digital Economy Compass, Digital
Digital Business Market Outlook, Pipe Thinking v/s Platform Thinking, Five domains
of Digital Transformation: Customers, Competition, Data,
Innovation, Value, Marketing 4.0
b) Advantage of digital networks: co-creation with customers; digital
platforms; shared assets; and big data insights; real life cases
c) Impact of digital on traditional economic theory; the nexus of
Scale, Scope and Speed; examples
2 Strategies to a) Strategies to create Network Value (with theory and example):
create Network b) Features and functionality of a few major types of digital platforms
Value and the underlying technologies
c) Learn how to Orchestrate and Participate across Ecosystems and
Collaborate to Co-Create new capabilities / collaborative
commerce/ sharing economy
3 Implementing a) How to develop a business model
Digital Business
b) Introduction to PIVOT framework (to be taught with theories,
Model
examples and cases):
c) Pinpoint: Identify the current business model, arrive at AS-IS
Inventory: Taking stock of all current assets
d) Visualize: Creating ‘TO-BE’ Network, developing the new network
business model
e) Operate: Enacting the new business model
Track: Measure and manage what matters
4 Delivering for a) Digitalization of sales and marketing: Moving from Direct sales
growth: Digital agent/ branch driven sales to online sales
Transformation
b) Digitalization in product strategy, credit card operations
in Standard
Chartered Bank c) Digitalization of risk management (underwriting, fraud
management, security)
d) Digitalization of operations / policies; intro to Fintech and
blockchain impacting future banking operations
e) Metrics and RoI
5. Leading the a) Digital Matrix: Design the rule book that is right for your business
Game b) Orchestrate and participate across Ecosystems, ethics, social and
political issues, governance
Presentation on Capstone group projects

SERVICE PROCESS, QUALITY AND PRODUCTIVITY
SNAPSHOT
Course Title Service Process, Quality and Productivity
Course Code COD02
Term(s) I&II
Course Credit 3
Prerequisite None
COURSE INTRODUCTION
The rapid and continuing growth in service sector is providing unprecedented opportunities for
managers. It has become a predominance force in our society. Understanding the concepts of
successfully managing the service will provide a significant advantage to new graduates who, the odds
are, will find themselves employed by a service-oriented firm.
Designing high quality service processes and managing productivity and quality is the core of almost
every service operation. Service Delivery Managers are responsible for efficient design and production
of services in ethical and sustainable ways, while at the same time being responsive to market needs.
This function is critical even for government organizations that are responsible for efficient delivery of
government services to the people.
Service operations management concerns the design, planning, direction and control of all the
facilities, processes and required activities to transform labour, capital, materials, energy, and skills
into performance and delivery of service. Good service organization performs the operations
functions of planning, scheduling, equipment operation, quality control, record keeping, and human
resource management for maintaining efficient usefulness. This takes place while ensuring that the
quality of the service is both high and consistent.
COURSE COVERAGE
S. No Module Topics
1. Managing Service a) Understanding the Nature of Services
Operations in a
b) Aligning Service Strategy and Competitiveness
Global Environment
2 Planning the c)
a) Defining
Managingand Managing
Demand Service Productivity
in Services
Strategic Use of
b) Capacity Management in Services
Resources
c) Service Design, Development and Automation
d) Service Process Selection and Facilities Layout
3 Service Inventory e)
d) Sales and Operations
Managing Planning
Service Supply Chainand Master
and Supply Chain e)
f) Inventory
Managing Management in Service
Waiting lines and QueuingSector
Models
Management
Inventory Classification Models – ABC/VED/FSN. Inventory
Ordering Models - EOQ, Safety Stock, Reorder Point, Fixed-
Order-Interval
4 Service Quality d) Define Service Quality,
e) Total quality, Rationale for total quality, key elements of total
quality, quality, circles, quality gurus, Quality Culture
f) Process and Service Quality Control
g) Quality improvement tools
h) Service Quality, Guarantee and Recovery
5. Project Management a) Concept of Project, Project Stakeholders, examples of projects
b) Project Scheduling – Critical Path Method, Project Crashing
Methods

DIGITAL DESIGN AND INNOVATION
SNAPSHOT
Course Title Digital Design and Innovation
Course Code L1D03
Term(s) III
Course Credit 2
Prerequisite
COURSE INTRODUCTION
As technology continues to sweep us off our feet, designers are constantly working hard to explore
beyond the realms of digital space to provide new and interactive experiences for viewers. UI/UX
designers solves problems with digital designs giving refreshing solutions that take the union of brand
and target audience beyond the perimeter of the screen. Digital design can enhance the user
experience by bringing them closer to the product.
Digital designers use creativity and computer skills to design visuals associated with electronic
technology. They create everything from websites and computer-game graphics to special effects for
movies, and may work in a variety of industries, including entertainment, education, and advertising.
COURSE COVERAGE
S. No Module Topics
1. Understanding a) Value Creation through disruptive innovation
Digital
b) The power of an idea - Insights for digital innovation
Innovation
c) Data driven Innovation process
d) The dark side of innovation
2. Design a) Design as a core skill
Thinking and b) Design thinking concepts and framework
Application • The design thinking bootleg
c) Influence and teamwork for design excellence
d) Putting design thinking to work
• The design thinking workshop
3. Digital Design a) The confluence of digital and design
Foundations b) Digital products and services design
• Creating value
• Capturing value
• Delivering value
c) Unlocking creativity for digital design
d) Managing digital innovation process
4 Lean, Agile, a) Lean and agile with Design thinking for digital innovation
UI/UX Design b) Human centred digital service design
c) Digital intelligence for exponential design
S. No Module Topics
and Digital d) Digital Future readiness
Intelligence
INTRODUCTION TO DIGITAL TECHNOLOGIES
SNAPSHOT
Course Title Introduction to Digital Technologies
Course Code L1D04
Term(s) III
Course Credit 2
Prerequisite NA
COURSE INTRODUCTION
Life has been evolving with technology as its epicentre with transformations happening at the drop of
the needle every now and then. Business economy has moved to that of a sharing economy with Ubers
and Airbnb platform of the world, where you no longer buy but share. The rate of change has been so
fast that well established never to fail organizations have disappeared and companies are evolving
themselves continuously to keep pace with the growth. However, with all this change it is very
important to understand what the drivers of new business growth would be, the transformational
catalysts and what enables all this.
In simple terms digital transformation is not about digital technology but the fact that technology
which is digital allows people to solve traditional problems. It is about strategic thinking based on
underlying assumptions for any business around: customers, competition, data, innovation and value.
Who does not want to connect with their customers like WhatsApp, offer products based on Facebook
events, receive quick payments through a Paytm, deliver like Swiggy, convenience like Uber and not
to forget omni presence like Alexa. May be even better, connect through blink of the eye, product
offerings based on you as an individual, more secured payments through a crypto currency, delivery
through drones, convenience through VR and shopping omni presence through AI.
COURSE COVERAGE
S. No Module Topics
1. Concept of a) Understanding digital transformation as a concept
Digital
b) Overview of SMACi and importance of user experience
Technologies
c) Examples and high-level use cases of each of the components
2. SMAC as a a) Social Platforms as a concept
Framework
b) Basics of development, building blocks and engagement
c) Concepts: Gamification, Customer Digital Journey, Engagement
channels, Integration for One View
d) Mobility as a concept
e) Basics of development, building blocks and engagement
f) Concepts: Mobile apps, User Experience, Omnichannel, Mobile First,
Integration for One View
g) Analytics as a concept
S. No Module Topics
h) Basics of development, building blocks and engagement
i) Concepts: Business Intelligence, Business Analytics, Data Analytics,
Data Science, Advanced Analytics
j) Cloud as a concept
k) Basics of development, building blocks and engagement
l) Concepts: Cloud Fundamentals, Access, Scalability, Reliability.
3. Application a) Platforms and Scaling up
Use Cases
b) Basic Concepts and building blocks
c) Concepts: Core Interaction, Pull-Facilitate-Match, Scaling Frameworks
d) User Experience and Digital Journey
e) Persona identification
f) Issue Ascertainment
g) Ideation and solutioning
h) Prototyping
4 New a) IoT as a concept
Technologies
b) How does it fit into the Digital Transformation layer?
and What is
Ahead? c) Security requirements
d) Overview and Group understanding of the concept with presentation
e) RPA, Blockchain, IoT; Basics and Use cases
f) Advanced analytics: Use cases
g) Group project presentations

BUSINESS PROCESS MANAGEMENT AND ROBOTIC PROCESS
AUTOMATION
SNAPSHOT
Course Title Business Process Management (BPM) and Robotic Process Automation (RPA)
Course Code L2D05
Term(s) IV/VI
Course Credit 2
Prerequisite
COURSE INTRODUCTION
The world is fast moving towards using emerging technologies to automate most of the processes.
Using automation through various technologies will improve methods and ways to make processes
and real work much easier to execute. Robotic Process Automation (RPA) is combination of advanced
technologies to be deployed for fast and volume work execution. Interestingly after applying artificial
intelligence (AI), RPA can be efficiently used for processing big data, and trigger executable events,
tasks, and responses with integrated communication between multiple digital systems. RPA can be
deployed in automation environment in banking, manufacturing, finance servicing like insurance
claims processing, accounts like invoice processing, CRM functions like customer feedback analysis,
HR functions like quick onboarding of employees.
The global market for RPA software and services is expected to grow exponentially at a compound
annual growth rate of 36 percent. We need to understand that RPA will not replace humans with
actual robots and intelligent chatbots but surely automation software and processes will re-configure
and automate workflows to automate business operations. The demand for RPA trained people will
rise by 150% due to the lack of the skill set in the present job market.
This course is designed to provide better understanding of Robotic Process Automation (RPA) and
latest practical applications around the corner.
COURSE COVERAGE
S. No Module Topics
1. Business a) Introduction and evolution of BPM
Process
b) Business Process discovery and process mapping
Management
c) Modelling and assessing the as-is Problem
d) Managing Processes
e) Managing Processes: Six Sigma
f) Process Owner
2. Robotic a) Introduction RPA
Process
b) Concepts and Foundation
Automation
c) Natural language processing and RPA
d) automate repetitive tasks/process
S. No Module Topics
e) RPA Solution Architecture Patterns
f) Input Data Handling Solution Pattern
g) Exception Handling, Transaction Logging
h) Credential Management, Secure Execution
i) Monitoring and Reporting
j) Robotic Process Automation Tools and selection
3. UiPath Tools a) Ui Path Tool
and Hands-
b) Flowchart, Sequence, Modular, Variables
on
c) Data Manipulation, Recording
d) Advanced UI Interaction
e) Input Methods, Web Scraping,
f) Data Scraping, Image and Text Automation
4 Automation a) Introduction to Automation Anywhere
Anywhere
b) Introduction, IT market and RPA
and Hands-
on c) Automation Anywhere Architecture
d) Automation Anywhere Dashboard and Task Editor
e) Bots, Task Bots and Recordings
f) Manage Windows Controls
g) Run Scripts, Task Command
h) Automation Anywhere Advanced Features
i) Control Room, Assisted Automation, Auto Trigger Automation
j) Scheduling, Event trigger
5 Project a) Project preparations, Project presentations
Presentations
DIGITAL MINDSET
SNAPSHOT
Course Title Digital Mindset
Course Code L2D06
Term(s) IV/VI
Course Credit 2
Prerequisite
COURSE INTRODUCTION
Digital Mindset is key to digital transformation. Digital transformation refers to the transformation of
business and organizational activities, processes, competencies and models to enable organizations
to use and exploit digital technologies to improve business processes and outcomes
To encourage a change in mindset from traditional to digital, Gartner has developed a four-step plan
which it outlines in its report "Digital Business Requires a New Mindset, Not Just New Technology,"
due to be released soon.
COURSE COVERAGE
S. No Module Topics
1. Understanding a) Components of digital mindset
Digital b) Data in the digital world vs digitised world
Mindset c) Value Creation & Business Significance of data
d) Logical data model assets
e) Computation in digital transformation
2. Activating a) Transformation experiments to enterprise-wide initiatives
Digital b) Future minded culture
Mindset c) Digital thinking and leadership
d) Achieving digital maturity
3. Digital a) Corporate information factory in the digital age
Enterprise b) Digital Visioning- Company as a digital intelligent mesh
Architecture c) Enterprise data management and frameworks for data interchange
d) Major functions for data governance and Data stewardship
4 Digital a) Developing Digital ecosystem Concepts

Platform b) The nature of platform based digital businesses models
Blueprints c) Platform model use cases in key sectors
d) The future of platform model
DIGITAL TRANSFORMATION STRATEGY AND LEADERSHIP
SNAPSHOT
Course Title Digital Transformation Strategy and Leadership
Course Code L2D07
Term(s) IV/VI
Course Credit 2
Prerequisite Level 1 Courses of Digital Business
COURSE INTRODUCTION
This course will provide the foundation to create a strategic building block to assess the “As-IS”
ecosystem and harness opportunities unleashed by digital transformation. The learnings will enable
you to scale, adopt digital transformation across the organization through a structured approach and
leadership.
COURSE COVERAGE
S. No Module Topics
1. Introduction to a) Understanding business and technical drivers
Digital b) Digital Ecosystems and learnings
Transformation c) Digital Disruption vs Leadership
d) Exploring new business models
2. Digital Value a) Digital strategy and transformation assessment
Conceptualization b) Transformational discovery
c) Firming up on the business scope and next steps towards
digitalization
3. Digital a) Building a digital value tree
Transformation b) Customer experience strategy
Design (Discovery c) Digital capability and technology builds
to Delivery) d) Designing digital, social, and marketing strategies
e) Designing the right organizational structure and incentive
systems
4 Enabling the a) Applying Digital to Drive Enterprise Value
Digital Enterprise b) Create a digital delivery culture
c) Building a learning organization that continues to improve its
capabilities
d) Leading and managing the digital transformation process
BUSINESS ANALYSIS
SNAPSHOT
Course Title Business Analysis (BABOK)
Course Code L2D08
Term(s) IV/VI
Course Credit 2
Prerequisite
COURSE INTRODUCTION
How can you make a significant difference in your organization? One way is to be part of a project that
improves the company's performance or launches it in a new direction. The business analyst (BA) plays
a key role in the development and execution of company projects. Maybe it's a new product launch
or a change to a more efficient software package. In the digital world, most organizations are looking
for ways and means of transforming their business and working towards building digital means of
revenue generation. The BA is responsible for gathering input, analysing the needs of the digital
transformation projects, documenting the criteria to be met, sharing information among project team
members and presenting findings to company executives.
This course will provide a solid foundation for a career in digital business analysis. We explore the
strategy, phases, components and process a BA uses to develop a project. From conducting an
enterprise analysis to assessing the solution's implementation, you will learn the basics of how to
manage the process and determine the appropriate parties to be involved.
COURSE COVERAGE
S. No Module Topics
1. Business a) Fundamentals of BA
b) Terms and Definitions
c) The Role of a Business Analyst
d) Overview of Business Analysis activities
e) Competencies
2. Requirements a) Plan business analysis approach
Planning &
b) Conduct stake holder analysis
Elicitation
c) Plan business analysis activities and communication
d) Plan requirement management process
e) Prepare for Elicitation
f) Conduct Elicitation Activities
g) Document and Confirm Elicitation results
3. Requirements a) Manage solution scope and requirements
Management
b) Manage and maintain Requirements Traceability and Re-use
c) Enterprise Analysis
S. No Module Topics
and Enterprise d) Define business Need
Analysis
e) Assess capability Gaps
f) Determine solution approach
g) Define solution scope
h) Define business case
4 Requirements a) Prioritize and organize requirements
Analysis and
b) Specify and model requirements
Techniques
c) Define assumptions and constraints
d) Verify and validate requirements
e) Techniques like Benchmarking, Brainstorming, Data Dictionary,
DFDs, Data Modelling, Functional Decomposition etc.
f) Non-Functional Requirement analysis.
E-COMMERCE
SNAPSHOT
Course Title E-Commerce
Course Code L2D09
Term(s) IV/VI
Course Credit 3
Prerequisite
COURSE INTRODUCTION
Digitization is changing the world. The invention of affordable computing & communications, coupled
with the internet, have transformed our work and lives. Digital disruption is heralding a new era of
businesses that are digital natives, whereas the incumbents are having to morph and transform
themselves to face the competitive onslaught. This has paved the way for the resurgence and success
of digital businesses – B2B, B2C, or B2B2C entities that operate as well as go-to-market digitally.
Fintech, digital, mobile payments, AI & machine learning, big data, analytics, crypto-currencies, and
cyber-security are ubiquitous technologies that we harness to thrive in our present-age.
The B2B and B2C commerce sector is no exception. B2B digital businesses thrive on digital processes
and systems, whereas we experience B2C commerce every time we shop on Amazon, hail a ride on
Uber, or win an auction on eBay.
This course strives to give you a comprehensive understanding & insights into the world of e-
commerce. It aims to give you a starting plank that you can use to launch a digital business yourself.
The course is divided into 4 modules. Each module will illustrate the concepts, principles & frameworks
of e-commerce, through examples, case-lets, case studies and assignments.
COURSE COVERAGE
S. No Module Topics
1. Intro to E- Intro to E-commerce
commerce &
Unique features of e-commerce; Types of e-commerce; History of e-
E-commerce
commerce
Infrastructure
E-commerce infrastructure
Internet technology background; The internet today; The future internet
infrastructure; The web: features & services; Mobile apps
Building an e-commerce presence
Imagine your e-commerce presence; Choosing software; Choosing
hardware; E-commerce site tools; Developing mobile website and mobile
apps
E-commerce security & payment systems
The e-commerce security environment; Security threats in e-commerce;
Security technology solutions; Management policies, business
procedures, & business laws; E-commerce payment systems
2. E-commerce E-commerce business strategies
Business
E-commerce business models; Key B2C business models; Key B2B business
Models,
models; How e-commerce changes industry & business value
Strategies,
Marketing & E-commerce marketing & advertising
Advertising Online consumer behaviour; Digital commerce marketing & advertising
strategies & tools; Internet marketing technologies; The costs & benefits
of online marketing
Social, mobile, & local marketing
Social marketing; Mobile marketing; Local and location-based marketing
3. E-commerce Ethics, law, & e-commerce
Ethics
Understanding ethical, social, & political issues in e-commerce; Privacy &
information rights; IP rights; Governance; Public safety & welfare
Online media
Online content; Online publishing industry; Online entertainment industry
Online communities
Social networks and online communities; Online auctions; E-commerce
portals
4 E-commerce E-commerce retailing & services
Retailing and
The online retail sector; E-tailing business models; The service sector:
B2B E-
offline & online; Online financial services; Online travel services; On-
commerce
demand service companies
B2B E-commerce
B2B e-commerce; The procurement process & supply chains; Trends in
supply chain marketing & collaborative commerce; Private industrial
networks
5 Student E-commerce strategy for a brand of your choice
presentations
MOBILE MARKETING
SNAPSHOT
Course Title Mobile Marketing
Course Code L2D10
Term(s) IV/VI
Course Credit 2
Prerequisite None
COURSE INTRODUCTION
The increased use of mobile devices, particularly smartphones, has transformed how people engage
with brands, shop, discover & consume content, or stay connected on social media for a sense of
belonging. This has led brand & digital strategists to a “mobile-first” approach, which is about
prioritizing the needs of mobile users in progressing them through the buyer’s journey, thereby
optimizing all the tools in a marketer’s arsenal, be it digital advertising, immersive videos, SEO, social
media, etc.
The anytime, anywhere nature of mobile devices has also heralded the era of personalization,
measurability, and privacy concerns. The behaviour of mobile users is significantly different, such as
about immediacy, which gives marketer’s excellent opportunities for proximity marketing. Social,
local, & mobile (SoLoMo) are not only giving marketer’s new ways to target customers, but also
making marketing much more relevant and meaningful for their target persona.
Mobile also blends the physical and digital channels, creating opportunities for integrating it
powerfully with offline marketing. The advent of mobile operating systems like iOS and Android, have
led to a hockey-stick trajectory in the growth of the app economy. There is now an app for whatever
need you can conceive of, and brands are cementing loyalty & advocacy through them.
COURSE COVERAGE
S. No Module Topics
1. Intro to mobile, a) Introduction to mobile marketing & its objectives
mobile context, b) Buyer’s journey & mobile consumer behaviour
buyer’s journey, user- c) Mobile user data targeting (intent, behavioural, retargeting,
data targeting, mobile social, etc.)
campaign channels, d) Technical & regulatory challenges to data collection
measurement & ROI, e) Mobile campaign channels, examples, & mini cases (SMS,
etc. MMS, mobile apps, mobile websites, QR codes, etc.)
f) Integration of mobile with traditional media
2. Mobile & search/ a) Mobile and digital advertising
digital advertising/ b) Native advertising & targeting
SEO/ social, etc., c) Mobile SEO
programmatic media, d) Audience targeting with programmatic media
mobile commerce & e) Content marketing & promotions with mobile
loyalty programs, f) Mobile commerce and brand loyalty programs
content marketing g) Mobile payment & mobile wallets
with mobile. h) Showrooming and webrooming
S. No Module Topics
3. Proximity marketing, a) Macro-location technologies
hyper-local targeting, b) Micro-location technologies
mobile app creation & c) App creation & promotions
promotion, d) Mobile website vs. app
responsive website e) Native vs. HTML. vs Hybrid apps
design, new f) Driving loyalty with apps
advancements in g) Responsive web design
mobile. h) New advancements like IoT, AR/MR/VR, wearables, etc.
4 Mobile governance, a) Mobile marketing ethics
ethics, regulation, b) Mobile marketing regulation & compliance
measurement, etc. c) Mobile measurement & ROI
d) Notable mobile campaigns
e) Course wrap-up
INFORMATION SECURITY & CYBER LAW
SNAPSHOT
Course Title Information Security and Cyber Law
Course Code L2D11
Term(s) IV & VI
Course Credit 3
Prerequisite Level 1 Courses of Digital Business Area
COURSE INTRODUCTION
An area of information technology that is gaining a great deal of attention lately is cybersecurity. While
cyber criminals develop new ways to find and exploit vulnerabilities in computer systems,
organizations worldwide are reassessing their information security measures and increasingly relying
on the expertise of cybersecurity managers. Cybersecurity management can be described as
everything an organization does to protect its information systems and computer networks from
cyber-attacks, intrusions, malware and various types of data breaches. All businesses and government
agencies are vulnerable to cyber-attacks that are growing in sophistication, as well as in number.
Keeping networks running smoothly and protecting sensitive data takes constant monitoring and
proper cybersecurity management.
The present course intends to introduce students to this quickly growing field with tremendous
opportunity. Business tools such as MS Excel and PowerPoint will be used to discuss specific topics or
cases.
COURSE COVERAGE
S. No Module Topics
1. Cyber Crime a) Meaning, Definition and scope, Technology and Crime
b) Types of computer related crime
c) Digital Forensics- Issues relating to investigation, issues relating to
evidence.
d) International and domestic regulatory mechanism
2. Cybersecurity a) Core fundamental concepts of cyber security
Management b) Underlying security infrastructure and protocols needed
c) Threat ecosystem, vulnerability and complexity of security threats
faced by enterprises
d) Tenets of cybersecurity- Confidentiality, integrity, availability and
governance
e) Authentication, authorization and accounting (AAA) of security
3. Cyber Risk a) Understand business continuity planning, incident response and
Management digital investigation.
& incident b) Enterprise level business/legal processes undertaken post disruptive
Response event
c) Crisis communication and public relations
d) Formation of tactical level incident response team
S. No Module Topics
4 Law, a) Need for Cyber Law
Compliance, b) Jurisdiction in cyberspace- concept of jurisdiction, Indian and
& Ethics- Part International context of jurisdictional issues in cyberspace
I c) Constitutional and human rights issues in cyber space- Freedom of
speech and expression in cyberspace, right to access cyberspace,
right to privacy, right to data protection.
5 Law, a) Regulation of ecommerce- Online approaches to B2B, B2C AND C2C;
Compliance& Online contracts, Click Wrap Contracts- Applicability of Indian
Ethics- Part II Contract Act, 1872; Digital Signature.
b) Dispute resolution in cyberspace
c) Relevant International bodies and regulations- European Convention
on Cyber Crimes; Hague Convention on Jurisdiction and Foreign
Judgments; UNCITRAL Model Law on Electronics Commerce1996,
OECD Convention on Database Protection
FINANCE
BASICS OF ACCOUNTING
SNAPSHOT
Course Title Basic of Accounting
Course Code F0F01
Term(s) Foundation
Course Credit 1
INTRODUCTION TO THE COURSE

Basics of Accounting course deals with the field of accounting with a broader managerial perspective.
The first part of the course deals with concepts and conventions i.e. principles of Financial Accounting
that in turn focuses on summarizing, analysing and reporting of financial transactions pertaining to any
business. Accounting principles and standards are used for preparation of the financial statements
namely the income statement, position statements Financial Accounting helps the user of the
accounting information/stakeholders to read these financial statements and analyse the same.
COURSE OBJECTIVES
• To enable the student to understand the language of accounting.
• To help the learners get introduced to accounting standards and interpret the balance sheet of
the companies.
COURSE COVERAGE
Module1 - Basics of Accounting
Introduction to Accounting
Accounting Principles -Concepts and Conventions
Journal and Ledger posting, Trial Balance
Module 2 - Presentation of Financial Statements
Financial Statement – Schedule III Part 1
Financial Statement – Schedule III Part 2
Application of Adjustments
MANAGERIAL ACCOUNTING
SNAPSHOT
Course Title Managerial Accounting
Course Code C0F02 Course Credit: 3
Term(s) I/II
Prerequisite Basics of Accounting
COURSE OVERVIEW
Managerial accounting course deals with the field of accounting with a broader managerial perspective.
After completion of foundation course of basics of accounting where participants already learnt about
accounting cycle – Journal / ledger / Trial Balance and Preparation of financial statements with
adjustment entries , This course begins with Analysis of the financial statements namely the income
statement, Balance sheet, profitability statement and the cash flow statement .participants are
required to critically analyse/interpret financial statements of the company and have to do the
comparison with its peer group of companies.
The course adopts an external user's perspective in analysing these financial statements. The second
part of course is management accounting/ cost accounting which involves measuring, monitoring and
motivating cost behaviour and decision-making techniques. Cost Accounting information help
managers to make different type of decisions, which includes developing organizational strategies,
creating operating plans, and monitoring and motivating organizational performance. The course also
introduces the learner role of new age new industry concepts of industry 4.0 like block chain accounting
and forensic accounting in digital environment.
COURSE OBJECTIVES
• To familiarize the students with financial statements and principles underlying them and to
develop their skills in reading Annual Reports
• To lay a foundation for developing their skills in interpreting financial statements.
• To acquaint participants in brief with cost and management accounting mechanics, process and
system, but emphasis is laid on sound concepts and their managerial implications
COURSE COVERAGE
• Introduction to Accounting Methods & Re-visiting the preparation of Financial Statements.
• Inventory valuation –methods
• Depreciation methods & Valuation of fixed assets
• Budgetary planning and control – Introduction
• Analysis of Profitability, Income statement & Balance sheet using technique of Ratio Analysis
• Common size and Comparative financial statements
• Preparation and Analysis of Cash Flow Statements
• Introduction to Management Accounting & Cost drivers, estimation, Cost Standards
• Cost volume profit analysis & Pricing Decisions and cost Management
• Budgetary planning and control – Introduction
• Cash Budget & Master Budget
• Block Chain Accounting
• Fraud and Forensic Accounting in Digital Environment
GLG 5: Analytical Skills
ECONOMIC ENVIRONMENT OF BUSINESS
SNAPSHOT
Course Title Economic Environment of Business
Course Code COF03
Term(s) I & II
Course Credit 3
Prerequisites None
INTRODUCTION
Economic Environment of Business is concerned with the application of economic principles and
methodologies to key management decisions within organizations. It deals with the application of
various economic theories, principles, concepts, techniques and methodologies to problems, issues
and decisions that managers face in each of the functional areas of the organization. The course will
have few modules on Macroeconomic and International Economic environment. Proper
understanding of macroeconomic and international environment is important for business planning.
One module on Digital Economy is part of the course. It will deal with changing nature of the economy
in the era of digitalization.
COURSE OBJECTIVES
1. To provide participants with an overview of economic theory, principles, methodologies and
analytical tools for strategic decision making.
2. To provide participants with critical thinking essential for becoming a strategist.
3. To make the participants understand the business implications of Macroeconomic and
International Business Environment
4. To provide knowledge about business transformation through technology
COURSE COVERAGE
1. Applied Microeconomics (Demand, Supply, Consumer Behaviour, Production, Cost and Market
Structure)
2. The Economics of Information (Adverse Selection, Moral Hazard)
3. Macroeconomic Environment of Business (National Income, Fiscal and Monetary Policy,
Inflation, BOP)
4. Global Business Environment (International Economic Organizations, International capital)
5. Digital Economy (Transformation in digital era, New Business Models)

FINANCIAL MANAGEMENT
SNAPSHOT
Course Title Financial Management
Course Code C0F04
Term(s) Term II & III
Course Credit 03

The Finance course focuses at introducing the students about the various aspects of corporate finance
which facilitates the decision-making with respect to financing, investment and dividend decisions.
The course aims to train students to work as finance professionals within organizations or function as
service providers.
COURSE OBJECTIVE
• To introduce the student to fundamentals of corporate finance
• To familiarize the student with basic sources of raising capital through bonds and equity and risk
and return associated with the same
• To develop an ability to assess cost of capital, gain understanding of capital structure and capital
budgeting techniques
COURSE COVERAGE
Module 1: Fundamentals of Financial Management, Functions of Corporate Finance
• Corporate Finance: introduction, types of firms, ownership and control, functions and objectives
• Time Value of Money & Capital Budgeting Decisions
Module 2: Risk and Return, Valuation of Bonds and Shares
• Historical and Expected returns, Risk measurement
• Concept of beta, CAPM, SML, CML
• Bond cash flows, price and yields &bond theorems,
• Valuation of Bonds and Shares dividend discount methods
Module 3: Cost of Capital
• Cost of Capital: Different methods for computing cost of equity.
• Cost of Capital determination of Weighted Average Cost of Capital (WACC)
• Determination of cost of debt, preferred stock and Weighted Average Cost of Capital (WACC),
impact of taxes
Module 4: Capital Structure, Financing and Dividend Patterns
• Capital Structure Theories: Equity and Debt Financing,
• Concept of Financial Leverage,
• Capital Structure Theories: Equity and Debt Financing,
• Dividend Decision Policies, distribution to shareholders, declaration patterns, chronology
• Working capital management, key components, estimation of operating cycle
• Working Capital Management- Fund Based and Non-Fund Based Limits
• Financial distress, managerial incentives and information
Module 5: Contemporary Issues
• Crowdfunding: Basics
• Financial Crime- what is financial crime, insider dealings, money laundering
PRINCIPLES & PRACTICES OF BANKING
SNAPSHOT
Course Title Principles & Practices of Banking
Course Code L1F05
Term(s) III
Course Credit 2
Prerequisite None

This course deals with an overview of Indian financial system in general and banking sector in
particular. It covers the recent developments in India with regard to Financial Sector Reforms,
Functions of Banks, Banker-Customer Relations, Various types of Customers, Deposits, Loans,
Remittances, Collection and allied services. In addition, aspects like principles of lending, creation of
security, credit management and Non-Performing Assets, etc. will also be dealt with. It would also give
an insight into terminology and services in banking technology. After completion of this course the
candidates would be able to acquire an in-depth knowledge of the fundamental principles and
practices of banking.
COURSE OBJECTIVES
1. To understand the structure and importance of Indian Financial and Banking System.
2. To understand the various types of banking products viz., deposits, advances, and services
3. To equip with the principles of lending and creation of security
4. To familiarize with technology-oriented terminology of banking system (ATMs, EFT, ECS, RTGS,
etc.)
COURSE COVERAGE
Module 1: Indian Financial and Banking System; Liability Banking Products
• An overview of Indian Financial System
• Constitution and Objectives / Functions of Reserve Bank of India
• Retail, Wholesale, and International Banking
• Banker-Customer Relationship, Know Your Customer, different Deposit products, Power of
Attorney, Lien, and Right of Set-Off
• Opening of various types of customers – deposits
Module 2: Types of Banking Products and Services
• Payment and collection of cheques and other negotiable instruments
• Ancillary Banking Services like Remittances, Demand Drafts, Bankers’ Cheques, Travelers
Cheques, NEFT, RTGS, IMPS, Safe Deposit Lockers etc.,
• Home Loans, Personal Loans, Consumer Loans and Documentation
Module 3: Principles of Lending and Creation of Security; Risk Management
• Principles of lending, Working Capital Management, Term Loans including Guarantees / LCs and
Credit monitoring
• Different Modes of Charging Securities and Types of collateral & their characteristics
• Priority Sector Advances – Agricultural and MSME
• Financial inclusion
• Risk Management and Basel norms, I, II and III
• Non-Performing assets, Prudential Norms on Income Recognition, Asset Classification, and
Provision pertaining to Advances, SARFAESI Act, DRT, BIFR, CDR, etc.
Module 4: Technology in Banking
• Introduction to Digital Banking, Internet Banking, Mobile Banking, Credit & Debit cards, ATMs,
Digital Wallets, FinTech, Payments Bank, SFBs, UPI, USSD, Blockchain technology in Banking,
Cryptocurrencies, books, and publications (also, videos, articles, TV news, Internet information,
study notes, module notes, etc.)

INTRODUCTION TO FINANCIAL MARKETS
SNAPSHOT
Course Title Introduction to Financial Markets
Course Code L1F06
Term(s) III
Course Credit 2
Prerequisites None

The purpose of this course is to provide an understanding of the structure, operations & trends in
the capital market, fixed income securities market, money, derivatives & forex market t. The
purpose of the course is to provide a sound information & knowledge of broad framework of
Financial System & its constituents. The course will provide the students an understanding of the
inter-linkages & regulatory framework within which the system operates in India.
COURSE COVERAGE
Module 1: Introduction and Capital markets
• Financial system, functions and organization: functions of the financial system, financial assets
and contracts, Equity markets, primary market, secondary market, market indices
• Trading and market structure: positions, orders, bid ask spread, execution, validity and clearance
Module 2: Money, Bond, derivatives and forex market
• Money market: interest rate risk, instruments, intermediaries, issuance, calculation of yield
• Bond market: introduction, indenture, covenants, basic coupon, yield, duration, call and
refunding provisions, conversion privilege, risks associated
• Forex market- introduction, exchange rate, intermediaries, arbitrage, Derivatives: Futures,
forwards, swaps & options
Module 3: Mutual funds and Hedge funds
• Mutual funds: types, NAV, ranking, expense ratios, open VS closed funds, ETFS, regulatory
aspects
• Alternative Investments: hedge funds, emerging trends & challenges
Module 4: Market efficiency, investor behaviour and imperfections
• Market efficiency, frictions and Anomalies: concept of efficiency, forms,
• Time series and cross sectional and other anomalies and imperfections, transaction costs, &
distress.
SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT
SNAPSHOT
Course Title Security Analysis and Portfolio Management
Course Code L2F07
Term(s) IV/VI
Course Credit 3
Pre-requisite Financial Management

Security Analysis is the initial phase of the portfolio management process. This step consists of
examining the risk & return characteristics of individual securities with an objective to identify under-
priced & overpriced securities. The alternative approaches to security analysis, namely fundamental
& technical analysis will be dealt with in this course. Portfolio Management deals with the approaches
in identifying the range of possible portfolios that can be constituted from a given set of securities
considering their risk, return & investors requirement.
COURSE OBJECTIVES
• To impart skills to the students to understand the art and the science of investment management
and by using skills learned to successfully create and manage investment portfolio.
• The course will also help the participants in developing skills required to conduct assessment of
current issues covered by media and specialized journals and their impact on stock markets.
• To introduce the required quantitative skillsets required to design, price, and analyse such
securities.
• To provide an understanding of money market derivatives and bond market derivatives, and help
students acquire a perspective of how such securities can be priced, and applied from the
standpoint of risk management techniques
COURSE COVERAGE
Module 1: Introduction to Investment & its Environment
• Investment Environment, Investment Process,
• Investments: Need for Management, Types of Risks Affecting Investments, Return & Risk
Relationship
Module 2: Security Analysis and Valuation (Stocks and Fixed Income securities)
• Fundamental Analysis: Macro Analysis- Economic & Industry Analysis, Micro Analysis -
Company, Valuation, Equity Valuation Models & Techniques, Technical Analysis
• Bond pricing and valuation and forward rates Yield to maturity, Price Yield relationship,
Annuity, Perpetuity.
Module 3: Portfolio Theory & Practice
Portfolio Analysis: Diversification, Markowitz Risk-Return Optimisation, Single-Index Model, The
Sharpe Index Model, Portfolio Beta, CAPM, Arbitrage Pricing, Market Efficiency
Module 4: Applied Portfolio Management
• Portfolio Construction, Portfolio Optimization, Managed Portfolios & Performance, Portfolio
Rebalancing & its implications
• Portfolio Management Schemes: SEBI Guidelines on Portfolio Management, Mutual Funds,
indexes.
Introduction to Behavioural Finance
EMH, Current Capital Market Trends

• Aligned to GLG 6: Functional Knowledge LO
DERIVATIVES
SNAPSHOT
Course Title Derivatives
Course Code L2F08
Term(s) IV & VI
Course Credit 3
Prerequisites Financial Management

This course examines the function and operation of derivative markets and the utility they serve in
finance. To begin with, the course identifies relationships that must hold in such markets if there are
to be no arbitrage opportunities. The course covers options pricing using the Binomial and Black-
Scholes approach. It also covers a wide range of futures and options strategies, along with their
applications to hedging and risk management.
COURSE OBJECTIVES
1. Have a detailed understanding of derivatives market and the functions they serve
2. Price forward & futures contracts and American & European options
3. Develop strategies to profit from mispriced derivative assets
4. Hedge underlying positions using derivatives
COURSE COVERAGE
Module 1: An Introduction to Derivatives
Introduction to derivatives, and different types of derivative instruments-forwards, futures, options,
and swaps; Mechanics of Futures Markets
Hedging Strategies Using Futures; Determination of Forward and Futures Prices
Interest Rate Futures-Treasury Bond Futures, Eurodollar Futures, Duration based hedging strategies
using futures
Module 2: Stock Options Markets and Pricing

Mechanics of Option Markets, Properties of stock options
Trading strategies involving options including spreads and combinations
Valuing stock options—Binomial Model and Black-Scholes-Merton Model; Greek Letters
Module 3: Other Types of Options

Employee Stock Options, Options on stock indices and currencies, Futures Options
Interest Rate Options, Exotic Options and Other Non-standard products
Module 4: Swaps—Mechanics and Valuations

Interest Rate Swaps—Mechanics and Valuation
Currency Swaps—Mechanics and Valuation; Other Types of Swaps
Module 5: Contemporary Issues and Case Studies

Weather Derivatives, Energy Derivatives, and Energy Derivatives
Case Studies on Derivative Mishaps—Barings Bank, Long-Term Capital Management, Kidder Peabody

INVESTMENT BANKING
SNAPSHOT
Course Title Investment Banking
Course Code L2F09
Term(s) IV, VI
Course Credit 2
Prerequisites Financial Markets

The broad aim of this course is to build on the finance tools and techniques that students have
acquired during the earlier trimesters and direct these to application areas of investment banking.
Investment banking course dealt with conceptual issues of various aspects of investment banking in
analytical manner to frame the appropriate strategies. This course will provide an introduction and
general understanding of investment banking activities and the mechanics and financial analysis
required to value, negotiate and successfully close the transactions.
COURSE OBJECTIVES
a. To help students understand concept of investment banking coupled with perspectives on
global investment banking and allied activities.
b. To help learners understand role of investment banker in issue underwriting, buybacks, private
equity and M&A advisory practice.
c. To provide an in depth understanding of the intricacies and transactions in core investment
banking consisting of public offers in national and international capital markets
COURSE COVERAGE
Module 1: Understanding Investment banking and Allied activities
• Global industry structure and evolution of Indian investment banking
• Core investment banking activities and Allied Businesses.
Module 2: Domestic Issue Management
• Merchant Banking dimension, Role of Merchant Banker in issue management
• Role of IB in IPO pricing Rationale and considerations FPO rights and pricing of rights
• Value of “Right” for shareholder, Excel exercises on pricing of IPO & FPO
Module 3: Issue Underwriting, Buybacks and Delisting of securities
• Concept of Underwriting, sub underwriting. Underwriting US model and Indian perspective
• Devolvement in underwriting, Investment banking perspective in share buyback, Delisting –
Theory, Methods and Regulations
Module 4: Mergers and Acquisitions Advisory, Dual role of Investment banker for acquisition and
take over, Private Equity and Placements
• Venture Capital and Private Equity, Private Placements, PIPEs and QIPs
• Valuation in Private Equity transactions
• Transaction processes in private equity in unlisted companies, PIPEs and QIPs
Module 5: Role of new age new industry in IB
• The Digital Disruption of Investment Banking
• Challenges in Investment Banking and Why Software-Driven Innovation Is the New Source of
Competitive Advantage
• Usage of fintech in IB
WEALTH MANAGEMENT
SNAPSHOT
Course Title Wealth Management
Course Code L2F10
Term(s) IV, VI
Course Credit 2
Prerequisites Financial Markets

The broad aim of this course is to build on the finance tools and techniques that students have
acquired during the earlier trimesters and direct these to application areas of wealth management.
The aim of wealth management is to develop a comprehensive framework to understand the wealth
management requirements of various types of individuals and integrate this with the opportunities
that exist in the financial ecosystem. Through case studies, live projects and financial planning
calculators, students will learn how to formulate sound individual and corporate financial strategies.
Throughout, focus is placed on the practical application of portfolio management and asset
allocation of wealth management clients.
COURSE OBJECTIVES
1. To understand framework of wealth management and client’s needs, goals, constraints and fears.
2. To equip students with the knowledge of various asset classes and asset allocation strategies.
3. To make students familiarize with Retirement planning strategies and Estate planning.
4. To Help learners evaluate actual financial plans of clients and recommend revised financial plan
by using the tools and techniques taught by the instructor.
COURSE COVERAGE
Module 1: Introduction to Wealth Management and Clients goals and personal financial balance
sheet
• Overview of Wealth Management – Definition of wealth, wealth mgt./financial planning process
phases in wealth mgt., wealth mgt. market in India,
• Understanding personal financial goals: SMART, Money Management strategy: create personal
financial statements, evaluate client current fin. Position.
Module 2: Asset classes and Asset allocation strategy and Insurance planning
• Asset classes Asset allocation strategies
• Strategic allocation and tactical allocation, insurance profiling of client, finding requirement of
life and non-life insurance, use of Human life value calculator for life insurance.
Module 3: Retirement Planning and Estate planning
• Retirement planning, strategies for planning of golden years, instruments for retirement
planning, Defined benefit plans and defined contribution plans,
• Estate planning: modes of doing estate planning, Will, revocable trust, joint ownership, pros &
cons
Module 4: Behavioural Finance and wealth Management: How to Build Optimal Portfolios That
Account for Investor Biases
• What the heuristics and biases mean for financial decision making, investor mood and market
mood, overconfidence bias and impact of emotions, disposition effect
Module 5: Role of new age – new industry in wealth Management
• Robo Advisory v/s Physical advisory, pros and cons, Asian v/s global trends
• Emerging trends in WM, digital wealth and global regulatory landscape
FINANCE LAB
SNAPSHOT
Course Title Finance Lab
Course Code L2F11
Term(s) IV& VI
Course Credit 2
Prerequisite L2F08 -Security Analysis and Portfolio Management &
L2F09 – Derivatives

Finance lab is a hands-on course offered supporting capital markets vertical. The course goes in
support to financial markets, security analysis and portfolio management and Derivatives. The
course not only familiarizes students with the domestic markets but also deals with Bloomberg
markets concepts. This is a mandatory course for capital markets specialization
COURSE OBJECTIVES
1. To understand trading, clearing and settlement for various instruments
2. To introduce to various tools and techniques dealing with Real time
3. To develop a hand on to hedging portfolio
4. To familiarize students to technical analysis
5. To introduce basic spread and arbitrage strategies
6. To complete Bloomberg markets concepts certification
COURSE COVERAGE
Module 1 – Basic of Technical Analysis
• Introduction to Candle sticks
• Candle stick patterns
• Validate and profiling Single candle stick patterns
• Back test and validate multiple candle stick pattern on different stocks
Module 2 – Trading Algorithms
• Introduction to Trading Strategies and Benchmarks
• Piotroski F Score Strategy
• Strategy based on Post earnings announcement drift
Module 3 – Futures and Hedging
• Mechanics of Futures Market
• Cash and carry Arbitrage
• Hedging strategies using Futures
Module 4 – Option Trading Strategies
• Simple options strategies – Holding and Writing options
• Volatility based option strategies – Straddle, Strangle
• Basic spread strategies – Bull and Bear Spreads
CORPORATE AND RETAIL BANKING
SNAPSHOT
Course Title Corporate and Retail Banking
Course Code L2F12
Term(s) VI & VI
Course Credit 2
Prerequisite L1F05 – Principles and Practices of Banking

This course deals with an overview of Corporate and Retail Banking in India. The Corporate Banking
segment of banks typically deals with large and medium scale corporate clients, business units
engaged in manufacturing and trade including exports.
COURSE OBJECTIVES
1. To understand the working capital and other needs of corporates and banks offerings
2. To understand the fund-based and non-fund-based needs of large businesses
3. To familiarize with credit appraisal of corporate businesses through Balance Sheet Analysis
4. To learn about the various products and services offered by banks to personal banking customers
COURSE COVERAGE
Module 1: Corporate Banking meaning, Loan Products and Credit Appraisal
• Meaning of Corporate Banking, different types of banking services to Corporate; Types of
Corporate Accounts; Account opening formalities for Corporate Accounts
• Detailed Analysis of P&L Statement and Balance Sheet of a Company from lender’s perspective
• Process of Working Capital requirements of Corporate customers; Assessment, Creation of
Charge on Assets, etc.
• Credit Evaluation for Term Loans; Technical, Economic and Financial Feasibility of a project
• Bills Discounting, Letters of Credit and Deferred Payment Guarantees
• Finance for Exporters: Pre-Shipment & Post-Shipment Export Finance
Module 2: Credit Risk Management, Rating, NPAs, Assets classification & Provisioning
• Forward Contracts, Swaps, Options and Combinations: with illustrations using foreign exchange
transactions.
• Credit Risk Management: An overview of Credit Risk Management
• Rating, Rating Watch: How Ratings & 'Ratings Watch' are used in Credit Risk Management
• Basic Terms: An overview of basic terms such as Tranche, Back to Back Facility etc.
• Covenants and Structures & Product Risk Profiles: Conditions around bank's loans, with cases.
Risk profiles of loan products.
• RBI Guidelines: Key aspects of RBI Guidelines regarding NPAs.
• CDR, IBC, SARFAESI
Module No. 3: Retail Banking Products and Services
• Retail Banking, its meaning and Personal Finance
• CASA and Term Deposit accounts; account opening for various types of deposit accounts; KYC
• Non-Resident Indian A/Cs
• Personal Loan accounts; Overdraft accounts; Consumer Loans; Education Loans; Housing Finance
Module No. 4: Safe Deposit Lockers, Remittances, Investment Services
• Safe Custody, Safe Deposit Lockers; ATMs; Credit and Debit Cards
• Remittances and Funds Transfer, EFT, ECS, MICR, CBS, RTGS, NFS, SFMS, SWIFT
• Investment advisory, Tax consulting and Portfolio Management
• Mutual Funds, Life Insurance, General Insurance
• Deposit Insurance and Credit Guarantee Corporation

RURAL BANKING AND MICRO FINANCE
SNAPSHOT
Course Title Rural Banking and Micro Finance
Course Code L2F13
Term(s) IV & VI
Course Credit 2

This course deals with an overview of rural banking sector and Micro Finance in India. A sizeable
population of the developing world and India are poor, with low income generating activities and
highly vulnerable to the vagaries of seasons, markets, economic and political conditions
COURSE OBJECTIVES
1. To understand how Rural Banking functions – it’s set up
2. To understand how micro finance function
3. To understand the impact of RRBs, Cooperative Banks for Micro financing in India
COURSE COVERAGE
Module 1: Rural India and Financing Rural Development
• Rural India - Demographic features; Socio-economic development indicators, etc.; Characteristics
of Rural Society; National income - rural money markets, indebtedness, rural poverty – main
causes and methods of measuring.
• Rural infrastructure; Role of agriculture in economic development, agriculture-industry linkages,
Technical changes in agriculture
• Govt. policies and programmes for rural sector. Issues in Rural Development, Management,
Marketing and Pricing
• Regulation of Rural Financial Services; Function and policies of RBI, NABARD-functions, role,
refinance support. Lead bank approach, State level and District Level Credit committees.
• Rural Credit Institutions; Co-operative Credit Societies and Banks. Role of ICT, Financial inclusion
& inclusive growth, rural insurance micro insurance scheme, concept of Business Facilitators and
Business Correspondents.
Module 2: Financing Rural Development, Agriculture crop loans, loan for horticulture, warehousing
• Financing agriculture / allied activities; Crop Loans-Assessment, Sanction, Disbursement,
replacement. Term loans for irrigation, Farm mechanization, Godown / cold-storage facilities etc.
Financing allied agriculture activities like Horticulture, Fisheries, Social forestry, etc. Finance
against Warehouse / cold storage receipts. Financing Rural Non-Farm Sector (RNFS); Importance
of RNFS, Segments in RNFS, Role of Development Institutions
• SME Finance; Refinance from SIDBI. Project funding techniques. Cluster based approach and joint
finance with SIDBI. MSMED Act 2006, CGTMSE, Working capital assessment of SMEs.
• Risk rating of SME proposals, role of rating agencies;
• NPAs; Revival of sick units; Stressed assets under rehabilitation.
• Debt restructuring mechanism for SMEs.
Module 3: Priority Sector Financing, Rural & urban housing loans, Bank services, Problems in Rural
Financing
• Components of priority sector. RBI guidelines; Government initiatives; Poverty alleviation /
Employment / Production oriented programmes-rationale and philosophy, progress and impact,
• problems and deficiencies. Rural Housing and Urban Housing Schemes under priority sector; and
Personal loans, Consumer loans, Educational loans
• Safe Custody, Safe Deposit Lockers, ATMs, Credit & Debit Cards
• Mutual funds & products; Insurance Companies & products
• Technology based Financial Inclusion
• Problems of Rural branches of Commercial banks - transaction costs and risk costs
Module 4: Micro Finance Institutions
• What is MF? Tool for development, Evolution, Delivery Methodologies
• MF in India, MF Models, Legal and regulatory framework, Monitoring
• Emerging Issues, Impact and Social Assessment, Operational Aspects, etc.
TAXATION
SNAPSHOT
Course Title Taxation
Course Code L2F14
Term(s) IV/VI
Course Credit 2
Prerequisite None

Individuals and Businesses have to live with Taxes. In general Societies need taxation in order to
redistribute wealth, to provide for expenditure on public goods and services, as well as serve as a tool
to influence behaviour. A thorough understanding of the nuances of taxation will help one understand
the liabilities that he might have to face, the advantages that the law affords him which he can
rightfully gain and the strategies he may deploy to add value to the business rightfully in so far as taxes
are concerned. The impact of taxation is a key aspect of financial and corporate planning and decision-
making. Thus, taxation as a subject not only can give hands on to the individual’s personal tax planning
but also introduce the Students to probe into current tax issues.
COURSE OBJECTIVES
• The objective of this course is to acquaint the students with a conceptual framework for
understanding various concepts, provisions and legal pronouncements in respect of both Direct
and Indirect taxes.
• It also aims at developing an understanding that will not only help the students appreciate the
provisions that bind businesses in the tax field but also help them structure strategies that plan
taxes and add value to the businesses they work for .
• The course would also help the students assess and plan their personal income taxes and
investment.
COURSE COVERAGE
Module 1 -Basic concepts of Taxation
Basic Concepts & terms used in the Income Tax Act, 1961
Introduction to Taxes- Direct & Indirect
Person Assesses, PY, AY, Assessment, Essential features, Rev v/s Cap.
Residential Status, Tax Liability & Exemptions, Scope of total income, Exempted income,
Basics of GST
Module 2 - Taxable Income
Computation of Taxable Income Under Different Heads -Income from Salary,
Income from House Property, Profits and Gains from Business or Profession,
Income from Salary
Income from House Property
Module 3 - Taxation on Business Income
Capital Gains
Problems on Residential Status
Module 4 - Tax Planning
BUSINESS VALUATION
SNAPSHOT
Course Title Business Valuation
Course Code L2F15
Term(s) IV/VI
Course Credit 2

Valuing a business is an interesting area as it is neither easy nor exact. Several methods have been
developed over a period of time. The course is aimed at introducing various approaches of valuation
to students and develop a perspective on how buyers are likely to assign different values to the
same company, depending on the context.
COURSE OBJECTIVES
1. To introduce students to income, asset and market approach to valuation
2. To apply discounted cash flows and to arrive at enterprise value
3. To understand the role of tangible and intangible assets in business valuation
4. To Develop an ability to write a report on valuation
COURSE COVERAGE
Module 1: Introduction
• Introduction to value and valuation, elements and assumptions of valuation
• Principles and techniques of Valuation approaches: and choice of approach
Module 2: Relative Valuation (Market approach)
• Income statement-based valuation methods: Relative Valuation
• Value of earnings, price earnings ratio, value of dividends, sales multiples
• Book value and market value
Module 3: Cash flow discounting based methods (Income approach)
• General method for cash flow discounting
• Identifying appropriate discount rates
• Calculating value of company using free cash flows
• Calculating value of company using free cash flows to equity
• Zero growth, constant, multistage and terminal value
Module 4- Valuation in internet related companies
Fundamental theory. Valuation of Amazon
FINANCIAL MODELLING
SNAPSHOT
Course Title Financial Modelling
Course Code L2F16
Term(s) IV/VI
Course Credit 3
Pre-requisite C0F04 - Financial Management

Financial Modelling is the task of building a spread-sheet model which depicts the business model,
financial statements and valuation of the company under consideration. The model becomes very
instrumental when it comes to making investment decisions especially for investment firms including
PE and VC firms. The models serve as a useful tool that allows business options and risks to be
evaluated in a cost-effective manner against an array of assumptions. The model could be used by
managers across different verticals including corporate finance, audit, accounting, investment
management, consulting etc. Financial Modelling is finding a growing importance in the business
landscape and is considered as a ‘must have’ skill for career progression.
COURSE OBJECTIVES
1. Introduce students to cash flow, relative and other approaches to valuation
2. Apply discounted cash flows and to arrive at enterprise value
3. Understand the role of tangible and intangible assets in business valuation and
4. Develop an ability to write a report on valuation.
COURSE COVERAGE
Module 1: Introduction to Financial Modelling
Introduction to Financial Models, Value, Creation of Value, Drivers, looking at Models.
Module 2: Developing a Financial Model
Revenue Model and expense modelling forecasts, Debt Schedule & Projection of Balance Sheet, CAPEX
Model and projection of Depreciation,
Module 3 – Application of Financial Modelling
Estimating Financing Cost, Tax and Dividends, Projection of EBITDA, EBIT, PBT, PAT, PAT adjusted,
etc., Finalizing the historical and forecasted three statements, Implementation of DCF, Data Tables,
Sensitivity Analysis and Conclusion
Module 4 - Econometric Models
Introduction to Financial Modelling using Econometrics
MICRO, SMALL & MEDIUM ENTERPRISE (MSME) FINANCING
SNAPSHOT
Course Title Micro, Small & Medium Enterprise (MSME) Financing
Course Code L2F17
Term(s) IV & VI
Course Credit 2

This course deals with an overview of Micro, Small & Medium Enterprises (MSMEs) Financing in India.
MSMEs have their enormous role in economic and social development of the country. MSMEs heavily
rely on traditional Bank’ finance to fulfil their working capital gap requirement and investment needs
in plants & machinery. However, traditional bank finance poses challenges to SMEs, in particular to
newer, innovative and fast-growing companies, with a higher risk-return profile.
COURSE OBJECTIVES
1. To understand the issues and challenges of MSMEs
2. To understand the various supporting initiatives and the enablers of the Government
3. To familiarize with the various products and services available for MSMEs from Banks & Financial
Institutions
4. To familiarize with the Bank’s credit appraisal of MSMEs through Balance Sheet Analysis
5. To learn about other financing instruments available for MSMEs
6. To familiarize with the credit management aspects of Banks for MSMEs and ensuring various
compliances
7. To familiarize with the revival and rehabilitation schemes for stressed MSMEs
COURSE COVERAGE
Module 1: Issues & Challenges of MSMEs and various Initiatives & Enablers of Government
MSMEs definition; Priority sector weightage
• Issues & Challenges of MSMEs
• Ministry of Micro, Small and Medium Enterprises; National Institutes associated with MSMEs
activities i.e. National Small Industries Corporation Ltd (NSIC); National Institute for
Entrepreneurship and Small Business Development (NIESBUD); National Institute for Micro, Small
and Medium Enterprises (NI-MSME); Indian Institute of Entrepreneurship (IIE) , National Small
Industries Corporation (NSIC)
• National Manufacturing Competitiveness Programme (NMCP)
• Prime Minister`s Employment Generation Programme (PMEGP), Startup India, Make in India,
Mudra loan initiatives of Government.
Module 2: Credit Proposal by MSMEs to Banks, Credit Appraisal Working capital & Term Loan
• Credit Proposal submission along with Business Plan to Bank for availing finance
• Products & Services offering for MSMEs by Banks- Working capital & Term loan requirements
• Process of Working Capital requirements of Corporate customers; Assessment with illustrations;
Creation of Charge on Assets, etc., Credit Evaluation for Term Loans; Technical, Economic and
Financial Feasibility of a project
• Bills Discounting, Letters of Credit and Deferred Payment Guarantees
• Forward Contracts, Swaps, Options and Combinations
• Finance for Exporters- Pre-Shipment & Post Shipment Export Finance
Module No. 3: Bank’s Covenants and Compliances by MSMEs, Rating, Credit Risk Management, and
Rehabilitation
• Bank’s Covenants and their Compliances by MSMEs
• Ratings & its implications for MSMEs
• Key aspects of RBI Guidelines regarding NPAs
• Framework for Revival and Rehabilitation of MSMEs; Corporate Debt Restructuring
Module No. 4: New range of instruments for financing MSMEs
• New range of financing instruments available to MSMEs e.g. “alternative debt”, “hybrid
instruments”, “equity instruments”, “crowd funding”, Venture capital etc
INTERNATIONAL FINANCIAL MANAGEMENT
SNAPSHOT
Course Title International Financial Management
Course Code L2F18
Term(s) IV/VI
Course Credit 2
Prerequisites Financial Management
INTRODUCTION TO THE COURSE:

Students taking this elective course should expect to learn the nature and purposes of financial
management in the international context. They will learn, through hands-on case studies and
simulations, how to judge the riskiness of a currency from a firm's perspective, and how to measure
and manage the company's exposure to exchange rate and international interest rate risks. They will
discover how companies use banks, markets such as the Eurobond and currency option markets, and
techniques such as currency swaps, PPP and international Fisher effect. In the end, the goal is to apply
state-of-the-art techniques to the international firm's investment, financing and risk management
decisions.
COURSE OBJECTIVES
• To introduce the environment of international finance and its implications on international
business.
• To analyse the nature and functioning of foreign exchange markets, determination of
• exchange rates and interest rates and their forecasting.
• To define and measure foreign exchange risks and to identify risk management strategies.
• To explore the sources of long-term finance and design financial strategies.
• To integrate the global developments with the changing business environment in India.
COURSE COVERAGE
Module 1: Introduction to international Finance
• Introduction to International Finance-Why International finance? finance function, emerging
challenges, recent changes in global financial markets
• Balance of Payments: components, importance, accounting principles, BOP statistics
Module 2: Foreign Exchange Markets
• Nature and Management of Exposure and Risk, translation, transaction and operating exposure,
Quote Terminology, Spot rate transactions, Bid ask spread and Cross exchange rate quotations,
International Arbitrage,
• Parity conditions in international finance: Interest rate parity, Purchasing Power Parity,
International Fisher Effect
Module 3: International capital budgeting contemporary issues
• International capital Budgeting, International Project Appraisal- introduction, difficulties in
evaluating a foreign project, adjusted present value framework, International cost of capital
• Distributed Ledger Technology: Silent Features, New Technologies to enable digitalization of
trade, Role of AI, Robo process.
• Benefits for Governments
FINANCIAL SERVICES AND INSURANCE
SNAPSHOT
Course Title Financial Services and Insurance
Course Code L2F19
Term(s) IV/VI
Course Credit 2
Prerequisite Principles and Practices of Banking

This course deals with an overview of Financial Services and Insurance. It touches upon topics likes
recent developments in India with regard to Financial Services and Insurance domain. In addition,
aspects like application of Blockchain, Analytics in this domain will also be dealt with. It would also
give an insight into technology space. After completion of this course the participants would be able
to acquire a good understanding of Financial services, Insurance space with impact of technology on
these areas.
COURSE OBJECTIVES
• To familiarize participants with the domain of financial services and Insurance domain
• To get a good understanding of contribution of IT/ITES Sector to Financial Services
• To get the participants acquainted with impact of technology in Financial Services and Insurance
domain
COURSE COVERAGE
Module 01: Financial Services
• Introduction to Financial Services, Objectives, Functions, Depositories, Custodial, Factoring,
Forfaiting, Investment Banking/Merchant Banking, Portfolio Management, Underwriting, Mutual
Funds
• Hedge Funds, Private Equity firms, Venture Capital firms – Limited Partners, General Partners,
Leasing, Hire Purchase, Guaranteeing
• Microfinance Institutions, Consumer Finance, NBFCs, Growing Financial Services in India
• Growing Financial Services in India –
• IT Companies contribution to BFSI, ITES Companies contribution to BFSI (BPO/KPO), Data
Processing, Application Testing, Software Development Activities.
Module 02: Insurance Domain
• Introduction to Insurance – Life, functions, Objectives, Risk Management via Insurance
• Insurance Non-Life, functions, Risk Management thereof.
• Re Insurance
Module 03: FinTech
• Introduction to FinTech, Meaning, Purview, Application of FinTech in modern world, Core Banking
Solutions, Payment Gateways, Payments Banks.
• NPCI, UPI, USSD, Digital Wallets
• Analytics in Banking, Investment Banking, Day Trading
• Growing Technological Trends in – Banking, Smart Contracts, KYC, Trade Finance, Insurance &
Re Insurance, Investment Banking
Module 04: Technology in FSI Domain
• Blockchain, Cryptocurrency, Dark Web, Advantages, Disadvantages, Use Cases
• Technology in Insurance Domain
• Financial Crime – Money Laundering, Insider Trading, Fraud Detection with Analytics.
FINANCIAL RISK MANAGEMENT
SNAPSHOT
Course Title Financial Risk Management
Course Code L2F20
Term(s) IV & VI
Course Credit 2
Prerequisite C0F04 – financial Management, L2F09 - Derivatives

Risk has become a focal point for anyone thinking about, or acting in, financial markets. The financial
market crisis of 2007-2008 reinforced the centrality of risk analysis in finance and public policies.
Undoubtedly, the crisis, which is often referred as the “subprime crisis,” is going to be the reference
point for financial risk for decades to come. The name itself was a bit of a misnomer for a crisis that
extended far beyond the subprime residential mortgage sector in the United States to the entire world
and most sectors of the economy and the financial system. It had highlighted grave shortcomings in
public policy toward the economy, business and financial practices.
COURSE OBJECTIVES
• To provide students with an overview of the risk management ecosystem
• To help students understand how to measure and manage different types of financial risks
• To make students cognizant of different lessons from risk management failures at corporate levels
• To familiar students with the contemporary issues impacting the risk management ecosystem
COURSE COVERAGE
Module 1: Risk Management Overview
• Risk Management: A Helicopter View including typology of risk exposures
• Enterprise Risk Management
• Financial Crisis of 2007-2008
Module 2 – Market Risk
• How Traders Manage Their Risks
• Measuring and Managing Interest Rate Risk
• Volatility and Correlation Models--EWMA, ARCH, and GARCH
• Value at Risk, Expected Shortfall, and Extreme Value Theory
• Basel Norms and RBI guidelines on Market Risk
Module 3 - Credit Risk
• Estimating Default Probabilities, Credit Default Swaps and Credit Spread
• Credit Exposure on Derivatives, CVA, DVA, Wrong-Way Risk, Credit Value at Risk
• Basel Norms and RBI guidelines on Credit Risk
Module 4 - Operational Risk and Liquidity Risk
• Operational Risk, Liquidity Risk, Economic Capital and RAROC
• Basel Norms and RBI guidelines on Operational Risk and liquidity Risk
Module 5 - Case Studies and Contemporary Issues
• Case Studies
• Contemporary Issues
HUMAN
RESOURCES
BEHAVIOURAL SCIENCE
SNAPSHOT
COHO1 I/II 3
COURSE INTRODUCTION
This core course aids students to understand, predict and influence individual and group behaviour.
The course is designed to introduce the field of organizational behaviour, giving special attention to
the major challenges and the paradigm shift facing individuals and groups in today's organizations.
Variety of topics like individual understanding of personality, perception, learning, attitudes and
emotions and their influence in organizational context will be covered to provide clear understanding
of group processes and dynamics, individual motivation and job satisfaction. This course will also help
in becoming aware of one’s own behaviour through experiential methods adopted to unfold human
behaviour.
COURSE OBJECTIVES
1. Integrate basic concepts of individual and group behaviour as a distinct field in management with
practical application.
2. Develop ability to understand one’s own behaviour and its impact on others at the workplace
3. Plan interventions which involve ability to diagnose and effectively deal with human behaviour at
the workplace
4. Adopt a proactive and holistic approach toward dealing with people challenges.
COURSE COVERAGE
Module 1- Foundation of Individual Behaviour
Course introduction, Historical Development, Behavioural sciences and Organizational behaviour,
Meaning, Importance, Basic concepts, Methods and tools for understanding behaviour, Challenges
and Opportunities, OB model, ethical issues in organizational behaviour, managerial functions, roles
and skills
Module 2: Understanding Individual Behaviour
Personality, Values, Attitude, Emotional Intelligence, Power and Influence, Learning, Perception,
Decision Making
Module 3: Motivation
Meaning, process and significance of motivation, Early Theories of motivation, Contemporary Theories
of Motivation, Goal Setting theory, Motivation theories applied in organizations, Employee
involvement, rewards and global implication
Module 4: Understanding Group Behaviour
Meaning, classification and nature of groups, Stages of group development, An Alternative model for
Temporary Groups with Punctuated Equilibrium Model, Group properties: Roles, Norms, Status, Size
and Cohesiveness, Group Decision Making, Leadership: Approaches to leadership, Trait theories,
contingency theories, LMX theory, Leader Participation Model
Module 5: Understanding Organizational Behaviour
Creating performance culture, Demystifying New age work culture, Project Presentations- Revision &
summing up
HUMAN CAPITAL MANAGEMENT
SNAPSHOT
COH02 I/II 3
COURSE INTRODUCTION
This course is an introduction to the human resources function and related elements and activities.
The course outlines the roles and functions of members of the human resources department, as well
as educating others outside human resources, in how their roles include human resources-related
activities. The student will learn about the evolution in human resources management as we know it
today. Emphasis is placed on the modern-day importance of HRM and the new “corporate view” of
the function. Additionally, the student will be exposed to the view of HRM from the perception of both
management and subordinate employees. The importance of maintaining fair and equitable
compensation and benefit programs will be discussed. The student will be exposed to practical
situations and problem solving, regarding areas of employee counselling, discipline and termination.
Other critical areas of training and development, staffing and strategy will also be explored
COURSE OBJECTIVES
1. To provide an understanding of the Human Resources management framework.
2. Offers experiential analysis to understand the challenges of HR Managers in developing their
organizations.
3. Provides insights on how to develop strategies, initiatives and programs to introduce and sustain
competitive HR advantage in organizations.
4. Addresses the concept of human capital as a critical role in a firm's viability in the knowledge
economy.
COURSE COVERAGE
Module 1: Hiring People
HRM Roles and Responsibilities, The Changing Role of HRM and Growing Professionalism within the
HR Function, HRM Challenges in the age of Technology, Legal issues in HRM
Module 2: Matching HR Needs and People Management
Job Analysis and Design, Human Resource Planning, Recruitment and Selection, Training and
Development, Current trends and emerging practices
Module 3: Performance Management
Employee Orientation and Socialization, Performance Management- Creating KPI and KRAs
Module 4: Compensation and Rewards
Compensation and Benefits, Executive Compensation, Total Rewards System
Module 5: Structure & Change
Organisational structure, Organisational change, Technology and future of HR, Summing Up Project
Presentation
TALENT MANAGEMENT FOR NEW AGE
SNAPSHOT
L1HO3 III 2
COURSE INTRODUCTION
Companies often describe the people they employ as their most important asset. The best companies
view talent as competitive differentiator and one where the acquisition, engagement, development,
and retention of talent is a strategic priority. This course exposes students to methods and practices
to acquire, engage, and develop talent; focuses on the development of leaders within an organization;
and examines how executive succession is managed. Through readings, cases studies, on-line and in
class discussions student will develop their definition of talent management and perspectives on the
most effective practices. The course will culminate with a research project and in class presentation
that allows learnings throughout the semester to be shared and reflected with the full cohort group.
COURSE OBJECTIVES
1. Understand the challenges in talent management in the new age.
2. Understand how to build a robust development plan that will accelerate professional
development.
3. Identify a variety of best practice methodologies to develop professionals. Learn the development
methodologies that deliver a return on investment and the ones that do not.
4. Establish the link between employee engagement, customer value and financial performance
COURSE COVERAGE
Module 1: Talent Acquisition Introduction
Being a great employer, Importance of Global Governance, Today's Corporate Recruiters, Using Next
Generation Tool
Module 2: Performance Management
Value of today’s Performance Management, Performance Review, building a Talent Pipeline /
Identifying Hi Potential Talent
Module 3: Millennials Take over
New Environment, Mindset of Millennials, Factors of engagement, Workplace flexibility Strategy,
Recognition and Retention
Module 4: Engagement and Retention
Continuous Learning Model, Learning Pyramid, Organization Culture, Leadership model
MANAGERIAL PSYCHOLOGY IN ACTION
SNAPSHOT
L1H04 III 2
COURSE INTRODUCTION
Success of any organization is direct reflection of its managerial efficiency. A well-managed
organization can survive and even prosper in most difficult economic times. Business success depends
on managerial ability. Managers are judged by the quality of their decisions but often they know little
about the processes behind their decision making and the strategies to improve these decisions. This
course examines the philosophical and normative underpinnings of beliefs and behaviours and their
influences on managerial thinking and business decisions.
Managerial Psychology is a sub discipline of Psychology or Management, focusing the understanding
the psychological insight for the whole organization behaviour from the management perspective.
Managerial psychology is a sub-discipline of industrial and organizational psychology, which focuses
on the efficacy of individuals, groups and organizations in the workplace. It examines the influence of
psychological factors on individual, group and business outcomes. The course is predominantly
practical in nature applying the psychological framework for managerial action and is learnt
predominantly through exercises and simulations and practical community engagements.
COURSE OBJECTIVES
1. To apply behavioural science theories, methods, and tools and provide opportunities to use and
apply them to problems you will encounter in your work and career.
2. Understand and appreciate the psychological underpinnings of human behaviour, and relate the
learning to problem solving
3. Understand the factors influencing effective and ineffective decision making and the application
of these factors to business decisions and corporate strategy making;
4. To learn the influencing skills and further to use in terms of selling, or effectively managing people.
5. Enhanced personal development
COURSE COVERAGE
Module 1: Individual in Workplace
• Introduction to Managerial Psychology in Action-Why Managerial Psychology, Modifying
Behaviour-Being positive manager, 90-10 principle-dealing with un-controllable,
• Activity- Influencing through emotional communication, Six Influencing techniques of Cialdini,
sharing individual experiences of influencing- Cialdini Model, Simulation- Influencing skills, Being
an Assertive Manager, Assertiveness training, Assertiveness Test-Evaluation, Theatrics on
Emotional Communication
Module 2: Behavioural Skills
• The total Leadership Experience – Act with authenticity, Act with Integrity- Respect the whole
person, Negotiation, Activity on Decision Making Exercises
• Out bound activity -Setting Team goals, achievements and measurement,
Module 3: Learning in action
• Will spend 10 to 14 hours for community engagement-/related activity/selling/influencing (speak
to, negotiate, persuade, perform or teach under supervision on an outbound community
engagement trip.
• Could be facilitated in collaboration with an outside agency like NGO to demonstrate the
leadership and people skills), or Engaging with a group for example, for the cause of shikshaadhar,
etc., influencing/mobilizing for a social cause.. etc. The extend of intervention and impact would
be measured and evaluated
Module 4: Behavioural Project
• Final Project report – identify a specific Behavioural dimension/issue and collect the data and
report. Project guidelines would be provided separately
COMPETENCY BASED STRATEGIC STAFFING
SNAPSHOT
L2H05 IV/VI 3
COURSE INTRODUCTION
Talent is a source of competitive advantage. An organization cannot derive the full benefits of its
staffing system unless it integrates its staffing strategy with its business strategy. High-performance
organizations realize that their success depends on how capable their people are. Adopting a
competency-based hiring model requires an investment of time and effort up front, but that
investment is well worth the effort because it enables an organization to make more appropriate and
sophisticated hiring decisions.
Once the hire is made, core competencies continue to be useful in setting goals and positioning new
hires for success, identifying areas for professional development, and making appropriate decisions
about future promotions and raises. These factors lead to increased employee engagement and
retention, two hallmarks of successful organizations. Therefore, the quality of the company employees
is directly affected by the quality of staffing system. The war for talent has made the identification
and attraction of high performing employees essential for companies to compete and win their
marketplaces. This course would help the participants to pick the right candidate aligning the
organizational as well as staffing strategies.
COURSE OBJECTIVES
1. Align business strategy with staffing practice
2. Develop skills for effective competency mapping
3. Understand the strategic considerations in staffing policies of organizations.
4. Provide hands on exposure for learning tools of recruitment and selection
COURSE COVERAGE
Module 1: Aligning strategy with staffing process
Introduction to staffing, Goals of strategic staffing Integrating functional areas of HRM, Firms business
strategy, Types of business strategies, Making changes in business strategies
How organisational life cycle affects staffing, The firm’s talent philosophy, The firm’s 9 strategic
staffing decisions
Module 2: Competency Development
Achieving competitive talent advantage, Competency Mapping, Building Competencies for
organization’s future, the competency development process Preparing a competency framework for
a job, Work force Forecasting and Planning,
Forecasting supply, forecasting demand, Resolving the gap
Module 3: Staffing Techniques
Traditional and modern sources of sourcing. Hiring though social media, Assessment Methods,
Screening Methods, Rating through weighted competencies, Job questionnaire, Tests, In-basket
analysis, Interviewing- Types of interview & errors, BEI, choosing a candidate-job offer strategies
LEARNING AND DEVELOPMENT
SNAPSHOT
L2H06 IV/VI 3
COURSE INTRODUCTION
All business organizations need to optimize the resources including the human capital to deliver
customer delight, cost leadership and overall productivity. This calls for committed, trained and
competent human resources at all levels. The companies are recruiting employees at all levels with
different qualification, experience and capability. These employees need to be given induction
training, orientation with company values and culture and a continuous development training based
on the current job and probable future assignment.
This is becoming a major challenge keeping in view the globalization of business, information
technology and mobility of human resources. There are different kinds of training like Technical
Training, management and Leadership Training, safety, quality and training under Regulatory
agencies. Training and development become one major source of competitive advantage of any
business. Training and management development activities can enable organizations to have
competent, cultured and committed employees to achieve the business goals and targets. This course
is aimed provide students, the knowledge, skill and attitude to address the above.
COURSE OBJECTIVES
1. To understand what Learning and Development is and how it can support the achievement of
organisational objectives
2. To determine and discuss how and under what circumstances training can help organizations gain
a strategic advantage.
3. To devise a plan for needs assessment to determine whether and what kind of training is necessary
4. To understand the latest trends and technologies in instructional design and course development
5. To understand the issues that employees experience in their career development and what
companies can do to help them deal with these issues.
COURSE COVERAGE
Module 1: Introduction to Learning & Development
Introduction to Employee learning and Development, Meaning and significance,
Emerging trends in Learning and development, Training and Learning, Strategic training and
development process, Characteristics influencing transfer of training, organizational environments
encouraging transfer.
Module 2: Identifying Training Needs and Learning Styles
Learning Process in T&D Programme: Distinguishing Features of Adult Learning, Learning theories,
(social learning and need theories, expectancy theories etc.), Learning process, learning cycle;
Learning Styles of Participants, Kolb’s Learning Style Inventory, Training Needs Analysis: Meaning and
significance of training needs, types of needs, components of needs, data collection, analysis and
interpretation, Application of tools and techniques of Need assessment and compilation
Module 3: Training design and Implementation
Meaning and significance of training design, setting training objectives, Training implementation &
Methods: Delivering the training & development programme, Instructional design and the process of
development of content. Creating a content story board of Training Proposal
Module 4: Evaluation of Training Program and emerging trends
Evaluation of Training and Development: Problems in evaluation, Evaluation planning and data
collection, different frameworks, Measuring costs and benefits of training program, obtaining
feedback of trainees; Methods of evaluating effectiveness of training efforts, Emerging Trends in
Training and Development: Gamification, story Board, team training and Electronic Enabled Training
Systems (EETS), Training- designing and delivering
EMPLOYEE RELATIONS AND LABOR LAW
SNAPSHOT
L2H07 IV/VI 3
COURSE INTODUCTION
Labour law governs the rights and duties between employers and workers. These rules are primarily
designed to keep workers safe and make sure they are treated fairly. These laws are of great
importance because they offer protections to both the employee and employer. On the larger scale,
compliance with these laws offers benefits to society as a whole, both on the interpersonal and
financial levels. This course is concerned primarily with the conceptual and practical dimensions of
Industrial Relations in the Indian context and to promote a critical understanding of substantive
procedural labour laws. It will examine the structure and process of trade unionism, collective
bargaining, wage negotiation, participative management, grievance management and related issues.
The approach is to develop skills in handling legal issues in industrial relations and other labour
matters.
COURSE OBJECTIVES
1. To provide the students a fair degree of exposure on how to deal with employment. relations with
employees when they negotiate as individuals, as members of a union.
2. To understand laws and legal principles governing employment (specifically the new labour laws)
as they apply in India.
3. Ability to apply laws related to occupational health and safety; industrial dispute, wages, workmen
compensation etc.
4. Demonstrate an appreciation of the industrial, economic and social contexts in which labour is
regulated.
5. Understanding the nuances of negotiations.
COURSE COVERAGE
Module 1: Overview of Employee Relations (ER)
Employee Relations, Definition & Concept of ER, Nature of ER, Models, Theories
Module 2: Role and importance of Collective Bargaining and Workers Participation
Employee Problems, Discipline and Misconduct, Grievance Handling Procedure, Industrial
Employment (Standing Orders) Act, 1946, Collective Bargaining, Definition & Concept, Strategies and
Tactics used in collective bargaining, Indian Scenario, Workers’ Participation in Management:
Importance, Various schemes of workers’ participation, Indian Scenario
Module 3: Labour Legislations in India (Part 1)
Trade Unionism, Definition &Types of Trade Unions, Functions, Trade Union Act, 1926
Industrial Dispute and Industrial Dispute Act, 1947, The Factories Act, 1948
Module 4: Labour Legislations in India (Part 2)
Workmen Compensation Act, 1923, Minimum Wages Act, 1948, Payment of Bonus Act, 1965,
Maternity Benefit Act 2017, Recent Changes in the Indian Labour Laws: Perspectives
LEADERSHIP IN NEW AGE
SNAPSHOT
L2H08 IV/VI 2
COURSE INTRODUCTION
Many organizations are relying on teams – project teams, product development teams, virtual teams,
and autonomous working teams to compete in a rapidly changing domestic and global market. The
reason for this is the ability of teams to perform at high levels and adapt quickly to escalating demands.
Hence in today’s professional environment, more than ever, there is great emphasis placed on team
leadership skills, team communication skills and team management styles. Team effectiveness is
enhanced by a team’s commitment to reflect and perform on-going evaluation. Team Leadership Skills
are essential to maintain development and cohesion in the group.
COURSE OBJECTIVES
1. Learn Characteristics of effective teams
2. Gain insights about Four stages of team development
3. Understand principles and behaviours to guide team performance
4. Create a plan for monitoring behavioural progress toward achieving their vision
COURSE COVERAGE
Module 1: Introduction to Leadership
The Evolution of Leadership, Defining Leadership, Brief History of Leadership, Leadership Traits, Types
of Leadership theories and styles.
Module 2: Leading in Organizations
Leaders job in creating “Impactful team”, Catalysts: Attracting, Retaining, and Motivating, Leaders
reinforcing performance, Leadership & Culture – Defining block for an Impactful Team
Module 3: Leading and Creating an Impactful Team
Understanding team, Team Basis the working definition and discipline, Moving up the curve from
individuals to team performance, Exploiting the potential, Team performance at the top, 5
dysfunctions of the team, Ways to create collaborative teams
Module 4: New Age Leadership
Case of New age leaders, Leadership behaviour of recent business leaders, experiential learning and
project submission
ORGANIZATIONAL DEVELOPMENT AND CHANGE
SNAPSHOT
L2H09 IV/VI 2
COURSE INTRODUCTION
The practice of OD covers a wide spectrum of activities, with seemingly endless variations upon them.
Team building with top corporate management, structural change in a municipality, and job
enrichment in a manufacturing firm are all examples of OD. Similarly, the study of OD addresses a
broad range of topics, including the effects of change, the methods of organizational change, and the
factors influencing OD success. This course is a systematic process for applying behavioural science
principles and practices in organizations to increase individual and organizational effectiveness. The
course also talks about its nature and characteristics, theory, methods and values. The orientation is
action-achieving results as a consequence of planned activities. The course’s focus is on the processes
and outcomes of organization change at the individual, group, and organizational levels using multiple
methods and perspectives
COURSE OBJECTIVES
1. To understand Techniques used to diagnose, implement and evaluate organizational change and
development.
2. To learn the tools of OD interventions.
3. To diagnose the organizational issues for change as a manager and planning for self-development
as an OD Professional.
4. To develop a change model with newer organizational Structure in the organizational context.
COURSE COVERAGE
Module 1: Understanding Organizational Development
Foundations of Organizational Development, Nature of Planned Change, Theories of Planned Change,
Different Models of Change, organization development practitioner, Competencies of an effective
practitioner, Professional values and ethics of practitioner, Diagnosing of the organization
development, The need for diagnostic model, Opens system Model, Organization level Diagnostic
Module 2: OD Interventions and Design
Diagnosing groups and jobs, inputs-design components- outputs, Collecting and analysing the
diagnostic information, Designing Interventions, how to design effective intervention, Human process
interventions, , HRM interventions and Strategic interventions, Institutionalising OD interventions,
Implementation and evaluation feedback, Intervention- characteristics, process and
institutionalization
Module 3: Organizational Change and Management
Leading and managing Change, motivating change, overcoming resistance to change, Managing the
transition, Sustaining the momentum, change through persuasion, Hard side of Change Management,
Resistance to change, Radical change the quire way
Module 4: Facilitating OD & Change Management through People
Individual, interpersonal approaches, Coaching, Application stages, Training and development, Group
process approaches, Basic process interventions, Third party interventions
STRATEGIC HUMAN RESOURCE MANAGEMENT
SNAPSHOT
L2H10 IV/VI 2
COURSE INTRODUCTION
The major thrust of this course is to emphasis HR as an important driver of building and sustaining
competitive advantage of business enterprises by aligning HR strategy with the business strategy
vertically. It will highlight the horizontal aligning of HR process and practices as bundle approach in a
consistent manner to maximize target achievements. This course will enable us to understand how HR
professionals can function strategically as business partner, expert, employee champion and change
agent. It will examine how the wholesome HR practices could be used to improve the needed skills
and behaviours of the organization in terms of consumer orientation, cost effectiveness and
innovative skills. It adopts the perspective of a general management and addresses human resources
from a strategic framework.
COURSE OBJECTIVES
1. Demonstrate an advanced understanding of the role of both contextual factors and general
principles in strategic HRM and apply this understanding in practical situations.
2. Learn to operate as a ‘strategic partner’, helping their organization to analyse its external
environment and internal capabilities and develop a strategic HR plan to enhance its long-run
performance.
3. Learn to analyse the contributions of HRM to strategic successes of the business.
4. To appreciate the strategic role of HR especially in mergers and acquisitions.
COURSE COVERAGE
Module 1: Introduction to HR strategy
Management, Business Strategy, Strategic Human resources Management: Definition, Importance.
Strategic HR Versus Traditional HR, ROI on HR Investments, Strategic Management of Human
Resources: Roles, choices & implications, Alternate Framework: Understanding different approaches
to SHRM, Internal and External Alignment and Strategy Implementation
Module 2: Creating Value through HR
The development and delivery of HR strategies in alignment with Business Strategy, Consistent HR
Practices, Building and Sustaining Competitive advantage of Business: Role Of HR
Module 3: Sustaining Competitive Advantage

Competencies required for SHRM practitioners, HR Alignment with Two Strategies-Low cost provider
and Differentiation Strategy
Module 4: Adding Values through HR
SHRM for service sector, manufacturing sector. role of HRM in Mergers and Acquisition
• Aligned to GLG 4: Problem Solving
TOTAL REWARD MANAGEMENT
SNAPSHOT
L2H11 IV/VI 3
COURSE INTRODUCTION
In today’s complex business environment, Total Rewards Management plays an extremely crucial part
for any organization’s success and growth. This course outlines the significance of Reward
Management for organizations across sectors. Broadly this course is designed to discuss Total Reward
Management from a Strategic and Operations perspective. Total Rewards Management is highly
relevant and it’s the main tool for retaining competitive advantage in high pressure business
environment. Through an integrated Framework and Model this course will steer through employee
Compensation, Rewards benefits etc. and appreciate their role in attracting and retaining and
developing Human Capital which has a direct bearing to Organization’s success.
COURSE OBJECTIVES
1. Understand the Concept of Total Reward Management and able to apply the same in different
organizational context.
2. Rewards Pay Models and Totality of Strategic Rewards decisions
3. Defining Internal Alignment, Evaluating work, Job Analysis, Personal Based Structures
4. External Competitiveness: Determining Diverse Reward levels
COURSE COVERAGE
Module 1: Introduction to Total Rewards
Introduction to Rewards Pay Model, Objectives of Rewards Management, Various forms of Rewards
and Pay techniques, Similarity and Differences in Rewards Management, How Rewards Mgmt.
supports Business Strategy, Developing a Total Rewards Management Strategy and Source of
Competitive Advantage- Align , Differentiate and Add value, Internal Alignment ; Support Organisation
Strategy, Structure differentials, what shapes internal structures, -supports work flow, Strategic
Choices in designing Internal structures –efficiency, Fairness, Compliance
Module 2: Designing Rewards
Structure Based on Job, people, Job based approach, Job analysis procedures and evaluation, person-
based structures, Total rewards strategy: Defining competitiveness, strategy – External
competitiveness, control costs, attract and retain employees, Designing Pay levels , Competitive pay
policy, interpret survey results,
Module 3: Refining Rewards
Employee contributions : Pay for performance, Performance pay , Reward system, ESOPS, Sweat
Equity and other non-cash considerations, Performance Appraisals, Measurements, Performance
Discussions, Benefits determination process; Value of Employee benefits, Components of Wages and
Benefits structure, Statutory benefits, Rewards for special groups and International reward and pay
systems
CROSS CULTURAL MANAGEMENT
SNAPSHOT
L2H12 IV/VI 3
COURSE INTRODUCTION
Managing cultural diversity is important in today’s globalized world with its multicultural societies and
cross border activities that all lead to cross cultural interaction. The purpose of this course is to provide
the students with knowledge and understanding of the impact of (national) cultures on
communication and management. This course focuses on the variety of issues and opportunities that
arise when we take action (i.e., leading, managing, being a member, following) outside our own
culture. Our credibility and effectiveness are always to some extent "culture-bound." Outside our
native culture, our attitudes and actions do not necessarily mean the same thing that they do inside
our native culture. Emphasis in this course will be on personal experiences and
interpretations. Through the increased globalization of the economy, cross-border ventures, global
relocations and the increased use of e-commerce, many businesses are finding that managing cultural
differences can be a key factor in obtaining their objectives.
COURSE OBJECTIVES
1. To understand the cultural differences across geographies.
2. To acquire skills in effectively managing cross cultural workforce in organization
3. To handle leadership challenges in managing cross cultural teams.
4. To understand the nuances of negotiations across cultures.
COURSE OBJECTIVES
Module 1: Introduction to Culture
What is culture and why is it important, how do people react to cultural differences, can we measure
or graph -cultural differences, is it possible to change a culture? If so, how? What does culture have
to do with business, comparing cultures, ways of describing cultural differences, historical origins of
beliefs and values, Cultural Styles- Universalism vs. Particularism, Individualism vs. Collectivism,
Neutral vs. Emotional, Achievement vs. Ascription, Cross-cultural Dialogue, Culture sensitivity in the
India- Language, Caste, Gender, Challenges and New Trends
Module 2: Working across cultures
Cultural diversity and multicultural teams, Kohlberg’s theory of moral reasoning, Measuring cultural
development, Gender, multi-ethnicity, religion, geography, Hofstede’s dimensions
Body language, Conflict and negotiation, Gender differences, The possibility of an international
subculture
Module 3: Culture specific approach
Culture specific approach, Doing business in the Middle East, Latin America, and Asia, Belief systems
as regulators of society, Relationship between religion and politics, Doing business in Europe, Africa,
and North America, when to challenge perceived error and when not to, why some cultures challenge
more than others, two strategies for social change: Europe and the US
BASIC HR METRICS AND SCORE CARD
SNAPSHOT
L2H13 IV/VI 2
COURSE INTRODUCTION
The course aims at providing students with an understanding of the financial & business impact of
human resource related initiatives & interventions at a basic level. It would help students learn the
concepts of basic HR metrics along with the need for measurement based descriptive analytics in the
field of people management. The contextual appreciation of the use of various metrics would form
an integral part of the course in the backdrop of the HR function having emerged today as a key
enabler of the strategic decision making process in an organization The course objective is to make
students sensitive to and aware of the critical role played by descriptive analytics in facilitating the
development human resources as a strategic business partner within the organization. The course is
primarily focused as a primer and a foundation for pursuing a higher-level course in predictive HR
analytics
COURSE OBJECTIVES
1. Relate the importance of using data-based reasoning to support HR decisions.
2. Understanding the need for putting a money value on HR.
3. Understanding the basics of descriptive HR analytics & appreciation of the implications of HR costs
in areas such as Talent Acquisition, Training, Attrition etc.
COURSE OBJECTIVES
Module 1: Why we Measure in HR
Understand the reasons for measurements ⁃ Explain the strategy-focused organization ⁃ Describe how
you should measure for HR data, HR deliverables, difference between leading & lagging indicators,
Understanding key human capital measures at the organization level : HEVA, HCVA , HCCF, Attrition
Rate etc.
Module 2: The HR Scorecard and Related Metrics
Describe the HR Scoreboard ⁃ Understand the HR value chain measurements ⁃ Describe the key
elements of the HR scoreboard, Creating a Score Card
Module 3: Other Metrices
Role of metrics & analytics in measuring & analysing the interrelationship between Recruitment &
Selection & Retention/Turnover, Employee Engagement & Performance Engagement & Retention
/Turnover, Four phases of HCM : Scanning, planning, producing, predicting, HCM Value Chain Model ;
leading HCM measures, Using metrics in understanding Talent Acquisition i.e. Recruitment & Selection
– cost & quality of hire, quality of sourcing, Role of metrics in understanding absenteeism & its impact
Module 4: Contemporary Trends
Define metrics from strategy to KPI, Understanding & using metrics for employee performance &
turnover, Role of employee engagement; using metrics to analyse engagement, Contemporary Trends
in Talent Management – talent acquisition, employee engagement, performance and retention
HR ANALYTICS
SNAPSHOT
L2A15 III 3
COURSE INTRODUCTION
There is an opportunity to make a quantum leap in managing human capital through the application
of analytics which can be a leap from obsolescence to innovation. It is about scanning the market
forces and internal structure, planning the workforce planning towards human capability. It is about
applying statistical analysis to uncover the most combination of inputs and throughputs to drive
desired outputs. It is a framework to gather, organize and interpret data through HR metrics, scorecard
for the purpose of assessing the probability of upcoming events. It takes the gambling out of decision
making and helps to have an insight regarding the future.
COURSE OBJECTIVES
1. Understand the process for linking employee data to critical business outcomes.
2. Identify what data should be captured and how to use the data to model and predict employees’
capabilities.
3. Forecast workforce requirements and utilization for improved business performance.
4. Identify the primary reasons for attrition and identify high-value employees for leaving.
COURSE COVERAGE
Module 1: Introduction to HR Analytics
HR as a Strategic Partner: The measurement Challenge, Analytical Foundation of HR Measurement.
The principles of good Measurement, Influence of decision science on measurement, LAMP
framework
Module 2: ROI on HR Investments
Summary statistics of HR Metric (HR Cost, Attrition, Training, Performance and Engagement)
Module 3: Descriptive Analytics in HR
Competing through workforce analytics and Creating HR Dash Boards
Module 4: Application of Statistical Data
Application of statistical tools like SPSS and R, Descriptive and Predictive Analysis (Logistic Regression
and Multiple Regression etc.
MARKETING
MARKETING MANAGEMENT
SNAPSHOT
Course Title Marketing Management
Course Code M101
Term(s) 1&2
Course Credit 4

Marketing as a course is in the space of Management education for quite a long period delivering key
value to all the students. Given the dynamics of the marketplace and customers it is quite a challenge
for today’s organizations to respond to the challenges by applying the latest techniques of marketing.
Very few organizations today can function properly without a substantial input from the field of
marketing. Marketing is all about creation of value and understanding customers. Since customer
satisfaction is the key to business performance, and marketing is the interface between customers
and the organization – understanding marketing tools and techniques helps corporate executives
draw up effective strategies for superior business performance. The course tries to equip the students
with the current knowledge in the field of Marketing.
COURSE OBJECTIVES
• Describe, illustrate and integrate the fundamental concepts, frameworks, ingredients and
associations of a brand
• Explain, construct and apply models of Brand Visioning and Architecture
• Plan and implement a robust and effective Brand Strategy
• Analyse, measure and assess brand health and performance
COURSE COVERAGE
Module Module Name Contents
Module 1 Concepts in Marketing Management: Exchange
concept/Production/Product/selling /
Marketing and Social concept
Need/ want/Demand
Marketing Framework
Module 2 Building Customer Relationships: CRM
Potential profitability/Projected Loyalty
Module 3 Marketing Process: Creating Value
Delivering Value
Extracting Value
Module 4 Understanding Goals: Analysing Business Portfolio
BCG
Ansoff Matrix
Module 5 Market Assessment: 5 C analysis

SALES AND DISTRIBUTION
SNAPSHOT
Course Title Sales and Distribution
Course Code L1M02
Term(s) 1&2
Course Credit 4

The Course aims to provide a practical insight into Sales Management as a subject with emphasis on
current trends. At the end of the course students would be able to appreciate the nuances of sales as
a career and identify the skills that are required to be successful. The course will also explore the issues
and challenges faced by business organizations in effective sales management. The course will further
explore the importance of Sales planning, territory, quota management, and various sales forecasting
techniques. This course covers areas such as sales force training, leading and controlling to achieve
sales targets by enhancing customer satisfaction and retention.
COURSE OBJECTIVES
After completing the course students will be able to Practice:
• Sales Management, Sales Planning and Budgeting
• Sales Target or Quota Setting, Sales Force Design
• Sales Force Design
COURSE COVERAGE
Module 1 Key Concepts and Introduction to Sales: Science or an Art
sales:
Sales v/s Customer Acquisition Mindset
Introduction to selling process
Module 2 The Selling process: Prospecting
Customer contact/ Presentation/Handling
Objections/closing/follow up
Hunting v/s Gathering
Module 3 Selling approaches: Transactional Consultative
AIDA Model
Sales Funnel
Module 4 Territory Management: Concept of Territory
Designing a sales territory
Beat plan
Module 5 Sales Planning: Forecasting
Sales Targets
Approaches to set sales targets
CONSUMER BEHAVIOUR
SNAPSHOT
Course Title Consumer Behaviour
Course Code L1M03
Term(s) 1&2
Course Credit 2
Sessions 16

Consumer Behaviour discusses holistically the role of individual and his characteristics, society and
culture and its influence in buying decision. This course enables students to understand the consumer
behaviour and formulate their marketing strategies to satisfy their customer needs.
COURSE OBJECTIVES
After successful completion of the course the student should be able to demonstrate:
• Segmentation Analysis
• Motivation and Personality
• Perception and Learning
COURSE COVERAGE
Module 1 Introduction to Consumer Behaviour Consumer Behaviour - An Introduction
Fundamentals of Consumer Behaviour
Module 2 Consumer Decision Process Consumer decision making process,
models
Analysing Consumer Behaviour
Segmentation Analysis, customer value,
satisfaction & trust
Consumer research process
Consumer as an individual
Personality theories, Brand personality,
Psychographics
Module 3 Perception, Learning, Attitude & Perception- Elements
Communication
Consumer Learning- Elements, theories
Consumer attitude-models
Consumer attitude formation and attitude
change
Communication and CB
Module 4 Family, Social Class & Culture, Diffusion Family- changing scenario, Family decision
and Adoption processes making, Family life cycle
Social class – Measurement, lifestyle
profiles
Culture
INTEGRATED MARKETING COMMUNICATIONS
SNAPSHOT
Course Title Integrated Marketing Communications
Course Code L2M04
Term(s) 3
Course Credit 3
Prerequisite M202

Explore and discover the dynamic and fascinating world of Integrated Marketing Communications
(IMC). With companies making huge investments in connecting &engaging with their
consumers/stakeholders to enhance their brand & market power, IMC is a ‘must-know’ for every
marketing student/professional.
The course provides a strong foundation in understanding and using IMC as a key strategic tool in
Marketing and Brand Equity building in a ‘VUCA’ world, empowering students to apply and enhance
their knowledge in industry or research.
The course is divided into 4 modules. Each module will illustrate the concepts, principles &
frameworks, through examples, case-lets, case studies and assignments.
COURSE OBJECTIVES
On successful completion of the course a student should be able to:
• Describe and explain the fundamental concepts and principles of IMC
• Comprehend how the various tools of IMC work and categorize & select them
• Identify and outline the various players in the IMC industry
• Develop inspiring creative briefs and evaluate creative work
• Plan IMC campaigns and assess their effectiveness
• Social Media as a Tool for Marketing Communication
COURSE COVERAGE
Module 1 IMC Basics ‘What is IMC, Its role in Marketing & Brand Building, Elements of
IMC, Communication Models
Module 2 IMC Tools Brand Identity Design; Advertising- Mass Media, OOH, POS;
Experiential Marketing-Activation, Events & Sponsorships; Direct
Marketing; Online& Digital Marketing; Public Relations; Sales
Promotion; Personal Selling, Factors influencing choice and selection
of the mix, Global Advertising
Module 3 IMC Planning Writing the Creative Brief-P&G Format & Campaign Evaluation,
Strategic Framework for IMC Planning, 6-M Model, Touchpoint &
Engagement Planning across the Customer Journey, Effectiveness
Measures
SERVICES MARKETING
SNAPSHOT
Course Title Services Marketing
Course Code L2M05
Term(s) 3&4
Course Credit 2
Prerequisite Sales and Distribution

Services Marketing is an exciting field of study. India is a growing economy, much of whose growth is
fuelled by its service sector. The progression of the Indian economy towards ‘servicisation’ is gradual
but real. The services such as banking, insurance, telecommunication, healthcare, education,
entertainment, ITES, air transportation, travel and tourism have been growing, giving scope to the
firms to realise their business potential. However, close observation would reveal how managers
struggle to craft innovative strategies to cope up with the fierce competition. Unlike products, services
are intangible and hence pose major challenges to the managers in marketing these services.
COURSE OBJECTIVES
After attending the course students will be able to Practice:
• Application of Services Marketing
• Customer Expectations
• Internal Marketing
• Service Positioning, Developing Service Products
• Marketing Strategies for Competitive Advantage
COURSE COVERAGE
Module 1 Importance & Customer Differences between goods and services and their
Expectation implications
Factors stimulating transformation of the service
economy
Classification of services
Services marketing mix
The Gaps Model of Service Quality
Module 2 Internal Marketing & Servicing Services marketing triangle
Products
Role of employees in service delivery,
Role conflicts
Service-profit chain,
Towards effective internal marketing
Service culture
Module 3 Marketing Strategies for Pricing strategies corresponding to the value
Competitive Advantage definitions,
Distributions strategy
Strategies for service communication
Blueprinting services to create valued experiences
and productive operations,
Service process design
Improving Service Quality and Productivity
Striving for Service Leadership
B2B MARKETING
SNAPSHOT
Course Title B2B Marketing
Course Code L2M06
Term(s) 3&4
Course Credit 2

Business-to-Business (B2B) Marketing encompasses those management activities that enable a
supplier firm to understand, create, and deliver value to other businesses, governments, and/or
institutional customers. The current business trends and globalization has opened new opportunities
in the area of Business Marketing and the course addresses the need to train marketing professionals
in the area of B2B Marketing.
COURSE OBJECTIVES
• After attending the course students will be able to demonstrate:
• B2B Marketing Application
• Organizational buying behaviour
COURSE COVERAGE
Module 1 Introduction to B2B Marketing The Nature of B2B Marketing
Difference between B2B and B2C
Marketing
Module 2 B2B Buying Process Organisation Buying Process
The Buy grid framework
Models of Organisation Buying
Behaviour
B2B Marketing Research, Segmentation, Marketing Research and
Module 3 Targeting and Positioning Forecasting approaches
Business Marketing Intelligence
System
Market Segmentation
Target Marketing
Positioning
Business Marketing- Product Management,
Developing Product Strategies
Module 4 Promotion Mix and E-Commerce Strategies
Branding in Business Markets
Sales Force Management
Managing Channel Members and
Channel Design
MARKETING RESEARCH
SNAPSHOT
Course Title Marketing Research
Course Code L2M07
Term(s) 3&4
Course Credit 2
Prerequisite M202

The course deals with the methods, processes and statistical techniques used in Marketing Research.
The course helps the students to appreciate application orientation of the subject in due course when
they do live projects
COURSE OBJECTIVES
After the completion of the course the student will be able to Practice:
• Relevance and Importance of Marketing Research
• Marketing Research Process
• Questionnaire Design, Sampling, and Field Procedures
• Planning the Data Analysis and basics of SPSS
• Data Analysis Selected Techniques
• Report Writing
COURSE COVERAGE
Module 1 Marketing Research Process Introduction to MR
MR process
Applications of MR- concept, product, pricing,
distribution and Advertising
Questionnaire Design, Questionnaire design/scaling/ Sampling/ sampling
Module 2 Sampling & Field Procedures errors
Field procedures,
Qualitative research- objectives, and process
Methods of Qualitative research

Data Analysis and Report
Data Preparation & Analysis,
Module 3 Writing
Simple Tabs/ Crosstabs, Hypothesis- formation,
sources, types
Basics of SPSS- hands on experience
Analysis of Variance (ANOVA), Correlation,
Regression, Multiple Regression using SPSS
Logistic Regression for classification and reduction
using SPSS,
Factor Analysis using SPSS
DIGITAL MARKETING
SNAPSHOT
Course Title Digital Marketing
Course Code L2M08
Term(s) 1&2
Course Credit 3
Prerequisite M202

Online & Digital Marketing is increasingly becoming an important tool in the marketing mix. In certain
categories like Finance, Telecom and Travel it is perhaps the most important too. This course will help
students understand the basics of Online & Digital Marketing and how brands can use the various
tools and platforms. This is not designed to be a ‘tech’ course, but one designed with Marketing &
Brand Communication in mind.
COURSE OBJECTIVES
After completion of this course students will be able to Demonstrate:
• Digital Marketing and Advertising
• New Media Tools
• Digital Media Marketing
• Online communication Strategies
• Search Engine Marketing
• Mobile Marketing
• Integrated Digital Marketing
COURSE COVERAGE
Sl No Module Name / Content
1. Search Engine, and Programmatic Marketing (SEM)
1.1 Content Marketing and User Experience Design
1.2 Web Development and Design, Using CMS-WordPress
1.3 In-bound Marketing, work on HubSpot Inbound marketing
1.4 Search Engine Optimization and Search Advertising
1.5 Online Advertising eco-system, Retargeting, Google AdWords
1.6 Web Analytics / DM Dashboards
1.7 Programmatic Marketing
2. Social Media Management and Context Marketing (SMM)

2.1 Digital Media and Society, how online community is formed
2.2 Social Media Management
2.3 Determinants of ‘Likes’ and ‘Tagging’
2.4 Media Planning across social media channels
2.5 RoI in Social Media / Social Analytics
2.6 Video Marketing / Viral Marketing
2.7 Voice of Customer, Audience Sentiment Analysis (With Radian 6/ Woorank, Social
Mention) for social listening, social media management, online reputation management
and influencer management
2.8 Text mining on Twitters using Orange
2.9 Group Projects on SMM
3.0 Digital Experience Management

3.1 What is Digital Experience Management? Examples of digital technology driven customer
experience
3.2 Using Digital to manage customer’s experience throughout their journey – from pre-
purchase to purchase to post-purchase
3.3 Integrated Digital Media campaign framework
3.4 Digital intervention on Relationship Marketing, Customer Satisfaction and Customer
Loyalty; Marketing 4.0
3.5 Tech Landscape in Digital Marketing
3.5.1 CRM (customer lifecycle management-managing customer acquisition, retention and
development; CRM strategy; Social CRM; Configuring CRM application on open source
tools; Customer portfolio management; Integration with other enterprise IS applications)
3.5.2 Proximity and Hyperlocal Marketing
3.5.3 Marketing Automation tool: Mautic, SendInBlue
3.5.4 Open source CRM: Sugar CRM
3.5.5 Customer Experience Analytics (open source tools to unlock customer insights and drive
customer experience; Cross sell / Up-sell / Retention and Customer Lifetime Value based
optimization, Service analytics)
3.6 Emergence of platform economy, change in marketing mix
3.7 Group presentation on digital technology driven customer experience model creation in a
traditional business environment
4.0 Predictive Market and Consumer Analytics

4.1 Scope of Consumer Analytics in Marketing, Knowledge Derivation of Data (KDD).
4.2 Use of Python as an Analytics tool, Basic introduction, data types, datasets, libraries and
functions, inputs and outputs.
4.3 Pre-processing of business data, missing values, standardization, outliers, sorting and
filtering, date conversions, generating new variables.
4.4 Visualization with Python, Basic charts and graphs, MathPlotLib, Plotly, understanding
and interpretation of visuals.
4.5 Case of a Text Data Mining to understand Market Structure of Smart Phones
4.6 Data Corpus, Documents and Terms, TDM extraction, Term frequency, TFIDF, Extracting
and handling web data, web scraping in Python, cleaning procedures, building word
clouds and interpretations.
4.7 Word Clustering, LSA, Topic Model, Sentiment analysis, interpretations and usage.
4.8 Recommendation systems using Python
4.9 Machine Learning Concepts, Predictive Modelling – a case of customer churning
4.10 Association Models and Market Basket Analysis in Retail
4.12 Application of Neural Network Model in prediction of Housing Price.
4.13 Project presentation
5.0 Consumer Data Visualization and Building Insights

5.1 Basic understanding of consumer data
5.2 Pre-processing of business data, missing values, standardization, outliers, sorting and
filtering, date conversions, generating new variables. Use of SPSS, Excel
5.3 How can I tell stories from data? Case of a customer dataset by applying quick graphs in
SPSS.
5.4 Orange, Tableau- getting started
5.5 Visualization with Basic charts and graphs, more advanced graphics, understanding and
interpretation of visuals.
5.5 Tableau software – getting started.
5.6 Creating quick pivot tables and charts. Using maps for charting.
5.7 Drill down hierarchies, sorting and groups.
5.8 Building dashboards with multiple sheets, formatting of Dashboards.
5.9 Filtering of data, Filter shelf and Interactive Filters.
5.10 Handling Dates in Tableau, use of hierarchy, making discrete and continuous charts,
Trend lines and forecasts.
5.11 Building story points in Tableau.
5.12 Project presentation
RETAIL MARKETING
SNAPSHOT
Course Title Retail Marketing
Course Code L2M09
Term(s) 3&4
Course Credit 2

The course allows the student to develop a keen understanding of retail management and delves into
the relevance and application of marketing theory to the retail context. The key topics covered in the
course include: retailing, shopping behaviour, retail market segmentation, retail location strategy,
store design, atmospherics and space management, financial planning, merchandise management,
retail pricing, promotion, store operations, customer relationship management, human resource
management in retail, supply chain management, managing retail chains and international retailing,
Franchising, financial aspects of franchising, Franchisor-franchisee relations,
COURSE OBJECTIVES
After completing the course, the students will be able to demonstrate:
• Overall concept of planning, processes and implementation of retail management.
• In-depth knowledge of product, pricing, distribution, promotion and global retail management
strategies.
• Formulate strategic analysis plans, considering the competition, customer and environment.
• Identify the strategic tools used by companies to measure the impact of retail marketing efforts.
COURSE SUMMARY
Module 1 Introduction & Retail Marketing Strategy The Nature of Retail Marketing
Types of Retailers, Retail Formats
Customer Buying Behaviour
Retail Market Strategy
Module 2 Financial, HR, Location Strategy Financial Strategy
Human Resource Management Strategy
Retail Store Locations
Supply Chain & Information System
Module 3 CRM, Category Management, Pricing Customer Relationship Management
Merchandising
Sales Forecasting
GMROI, Category Management
Retail Pricing
Franchising, E-Commerce, E-tailing and
Retail Communication Mix
Module 4 On-line Marketing
Franchisee – Managing Operations,
E-Commerce, e-tailing, on-line marketing
IT SALES AND MARKETING
SNAPSHOT
Course Title IT Sales and Marketing
Course Code L2M10
Term(s) 1&2
Course Credit 2

This course aims to provide participants with an understanding of various facets of IT Sales and
Marketing, covering the entire sales cycle, with emphasis on various role players on buy as well as sell
side. It deals with the choices to be dealt with by a salesperson in collaboratively closing a sale, within
the constraints of time and geography. Through various modules, this course will expose participants
to brand building in IT as well as demand generation techniques. The course content and pedagogy
has been structured to reflect the complexity of the industry and the nature of IT sales and marketing,
as it is practiced. Finally, the course is enriched with cross-cultural dimensions that impact the buying
behaviour.
COURSE OBJECTIVES
By the end of the course, the participants are expected to:
1. Learn the IT Buying/Selling cycle.
2. Understand the various roles that are involved in IT purchase decisions, as well as those in the
vendor organisations that collaborate to achieve sales.
3. Understand the basics of collaborative tools such as CRM and Knowledge Management
COURSE COVERAGE
Session No. Content
1.1 Setting the contours: How is IT products and services selling unique?
1.2 Outline of global IT Market & Indian IT Industry
2 IT Is buying Cycle & Roles in IT Sales & Marketing - Understanding the IT Buying
Centre
3 Roles of presales, sales, business analyst, solution teams – the Selling Centre.
4-5 Understanding of IT Proposal development phases, its components, and estimation
techniques.
Understanding of software development methodologies, terminologies like service-
oriented architectures, Devops, typical IT project KPIs, IT landscape mapping
6 Leveraging market intelligence effectively
7 Using collaborative tools such as CRM and Knowledge Management System
8 Market Intelligence Assignment
9 Case Discussions
10 Pricing models – Fixed bid, T&M, Hybrid etc. Governance and Key account
management
11 Technology Perspectives – Chatbot applications, SMAC, AI, ML
12 Influencer Management (Analyst)
13 Demand Generation and inside sales and regional perspectives – USA, Europe,
Japan.
14 Case discussion
15 Industry Sector Solutions Mapping – Project Presentation
16 Course wrap up
CUSTOMER RELATIONSHIP MANAGEMENT
SNAPSHOT
Course Title Customer Relationship Management
Course Code L2M11
Term(s) 3&4
Course Credit 2

The impact of Customer Relationship Management (CRM) 4.0 on the marketplace has shifted the
strategic paradigm from mere lead management and customer acquisition towards creating customer
lifetime value with transformation of customer journey through the next generation operating model.
Technology as an enabler has contributed towards enriching the multiscreen customer experience at
every touchpoint, leading to a greater customer value creation. CRM has emerged as a business
strategy that needs to be effectively executed through seamless integration of business process and
technology management capabilities. The adoption and application of CRM across B2C sectors (e.g.
Banking, Telecom, Retailing, Hospitality, Automobile), and B2B sectors (e.g. consulting, OEMs) makes
awareness of the tools and techniques of CRM a must-have for every marketing professional.
COURSE OBJECTIVES
The specific objectives of the course are:
• To conceptualize the philosophy and concept of customer relationships.
• To understand the framework of CRM practice and its elements.
• To select appropriate customers for acquisition and retention for long term profitability.
• To understand customer loyalty and its practice in modern organizations.
• To evaluate and select the technology appropriate for CRM.
• To lead CRM implementation and create organization and processes for it.
COURSE COVERAGE
Module Module Name Content
1. Introduction Evolution of relationship marketing, Relationship marketing in
B2B and B2C environment, Conceptual framework of CRM,
Examples of CRM and their functionalities
2. Customer Customer Acquisition and Retention for long term profitability
acquisition
Acquisition costs vs. customer value
Profitable Retention Strategies
Identifying customers for acquisition and retention
Module Module Name Content
3. Customer loyalty Customer Loyalty
Loyalty in concept and practice
Defining Customer Loyalty
Net promoter Scores (NPS)
4. Customer Analytics Cross selling/Up-selling
Customer information and metrics
Analytics for CRM Strategy and tactics
Understand the application of different model types
Evaluate model design for given data type
Turning Models into Customers
Simplify your models for operational use
Create seamless customer conversations
Convert those conversations into transactions
5. CRM CRM Planning & Implementation Strategies, RoI on CRM
Implementation implementation, Why CRM fails
6. Customer Determinants of Customer Experience; Service excellence; eCRM;
Experience Social CRM;
Management
Emerging applications: digital, text and voice enabled assistants
7. Customer Lifetime Step by step guide to calculate customer lifetime value
Value
Customer portfolio management
Finding individual customer lifetime value using open source tool
Calculating CLT Value with Recency, Frequency and Monetary
(RFM)
LTV prediction for recurring subscription
How to create profitable Customer Engagement Value (CEV)
8. Working on CRM Hands on practice on Sugar CRM, HubSpot CRM and a
tools proprietary CRM tool
9. Wrap- up Presentations / discussions on course experience
BRAND MANAGEMENT
SNAPSHOT
Course Title Brand Management
Course Code L2M12
Term(s) 3
Course Credit 3
Prerequisite M202

We are in an eco-system of deficit and surplus. There is deficit of trust, time, attention and resources.
There is surplus of products, goods, services and information.
How do brands stand out and create that all important emotional connect with consumers? What
does it take for a brand to ensure customer loyalty in an over commoditized world? In an era where
new age brands are getting valuations several times over the far more established, old world brands,
what is a robust brand strategy? How do you tackle customer infidelity? Managing brands is becoming
more and more challenging in today’s context.
The course provides the right balance between theory and practice and enables the students to
acquire in-depth understanding of managing brands across categories, with an Indian and Global
perspective. It is designed for students who wish to build careers in Marketing/MARCOM functions
that involve working with and navigating brands.
frameworks, through examples, case-lets, case studies and assignments.
COURSE OBJECTIVES
• Describe, illustrate and integrate the fundamental concepts, frameworks, ingredients and
associations of a brand
• Explain, construct and apply models of Brand Visioning and Architecture
• Plan and implement a robust and effective Brand Strategy
• Analyse, measure and assess brand health and performance
COURSE COVERAGE
Module 1 Brand Fundamentals What is a Brand, Value Creation & Business Significance of
Brands? Needs & Benefits, Benefit Mapping & Laddering,
Brand Marketing Funnel & Diagnostics, Total Impression of a
Brand, Brand Positioning- types and formats. Brand Identity,
Personality and Archetypes. Brand Anatomy, Brand Equity-
BAV, Brand Valuation, Brand Loyalty- concepts & models.
Module 2 Brand Visioning & Brand Visioning- Company as Brand, Internal Branding,
Architecture Branding Idea, Brand Ideal. Brand, Unilever Brand Key,
Kapferer Brand Prism Architecture- Branding Routes, Brand
Extensions, Master Branding, Love marks- the future beyond
brands, Brand-User Relationships,
Module 3 Developing Brand Brand Growth Objectives & Strategies, Brand Refreshment &
Strategy Repositioning, Brand Strategy Guide, Branding 3.0- New
Mantras for Brand Marketing, Brand Report Card
INTERNATIONAL
BUSINESS
EMERGING TRENDS IN BUSINESS MODELS, MARKETING AND SALES
SNAPSHOT
Course Title Emerging Trends in Business Models, Marketing and Sales
Course Code I L1I02
Term(s) 3&4
Course Credit 3
Duration 30 Sessions; 30 Hours

This course is aimed to provide students with current trends relating to Business Models, specifically
e Business models. The focus of the course is Innovation relating to Business Models, Product &
Process. Additional inputs are planned to give an overview of technologies relating to marketing, sales
automation especially in the areas of Customer Relationship Management, Digital Customer
Experience Management and Sales Force Automation. Frameworks and the consulting area focusing
on “Enhancing Marketing and Sales Effectiveness of Firm” will be shared with students from a real-
world practitioner perspective.
The course is divided into 3 modules.
Business Model, Product and Process Innovation
• Current trends in e Business Models
• Overview of current scenario in technologies relating to Marketing, Sales Automation in the
areas of CRM, Digital CxM and SFA; Inputs relating to consulting practice in the area of
“Enhancing Marketing and Sales Effectiveness”
COURSE OBJECTIVES
• Understand the core concepts relating to Business Model Innovation; especially in e business
• Understand and learn in detail types of Innovation: Closed versus Open Innovation; Incremental
versus
Break Through Innovation; Product versus Process Innovation
• Get a good understanding of current scenario relating to technologies applied for marketing
and sales automation
• Appreciation of a real-world perspective in terms of consulting in the area of “Enhancing
Marketing and Sales Effectiveness”.
COURSE COVERAGE
Module 1: Business Model, Product and Process Innovation
Introduction to Business Model, Product and Process Innovation
• What is a business model?
• The need for innovation of business models
• Types and Nature of Product, Process Innovation
• Key concepts relating to Innovation Management
Module 2: Current trends in e Business Models
• Dynamics of e businesses
• How businesses leverage digital, mobile and internet platforms to deliver value to
customers on innovative business models
Module 3: Overview of current scenario in technologies relating to Marketing and Sales Automation
• A practitioner’s view of consulting in the area of “Enhancing Marketing; and Sales
Effectiveness
• Current scenario of Customer Relationship Management
• The move towards Digital Customer Experience Management
• Overview of Major Sales Force Automation systems
• Overview of technologies used to acquire and grow customers
INTERNATIONAL ECONOMICS & GEOPOLITICS
SNAPSHOT
Course title International Economics and Geopolitics
Course code L1I02
Term(s) L1
Course credit 2

This course focusses on the core concepts for understanding globalization and global change, from the
disciplines of international relations, political science, political economy and macroeconomics. It
addresses real world problems using conceptual discussion and in-depth case studies.
COURSE OBJECTIVES
The objective of the course is for Students to Obtain knowledge of current affairs and historical events
as related to international affairs, Establish contacts with political and economic actors and policy-
makers., Gain critical reading skills in the area of Geopolitics and Global Political Economy and Obtain
knowledge of current affairs and historical events as related to international affairs.
COURSE COVERAGE
1. Economic Theory, International Trade theories: Demand and Supply
- Theories of International Trade – Mercantile, Adam Smith’s Theory of Absolute
advantage, David Ricardo’s theory of comparative advantage, Heckscher Ohlin theory
- Determinants and opportunity cost- Constant Costs: production Opportunity curve
- Trade under constant commodity price, Commodity indifference curves
- Terms of trade of a nation and offer curves of nations
- Basis of International Trade – Economics, Differentiated products, Technology costs and
product cycles, Transportation Costs
- Change in Factor Supplies, Technology, Consumer Tastes, Trade, Growth and
Development
2. The Balance of payments (BOP), Adjustments, Monetary and Portfolio Balance Approaches
- BOP Accounting - Capital, Current, and Official Reserve Accounts
- Measuring surplus and Deficits, Official Interventions
- Price Adjustments and Policies
- Internal and External Balance with monetary and fiscal policies, Direct Controls
- Fixed and Flexible Exchange rate-based portfolio balancing
- International Monetary System, Various regimes (Gold, Inter-war)
- USA BOP problems
3. Geopolitics, Trade Restrictions and Trade protection
- What is it? Geopolitics Architecture, identity, objects.
- Rise and Fall of world powers – Mughal, Soviet Union, China, USA.
- Restrictions on flow of international trade
- Equilibrium analysis of tariffs – Nominal vs Effective
- Trade protection
INTERNATIONAL MARKETING AND SALES
SNAPSHOT
Course Title International Marketing and Sales
Course Code L2I03
Term(s) 3&4
Course Credit 4

This course is aimed to provide students with specialized inputs on dynamics, process of International
Marketing and Sales.
frameworks, through examples, case studies and assignments:
• Introduction to International Marketing
• International Marketing Environment
• International Marketing Strategies and Programs
• SPIN selling and New Strategic Selling
• Best and next practices in International Sales/Business Development
COURSE OBJECTIVES
• Understanding fundamental concepts, terminologies and issues of International Marketing
• Analysing the International Marketing environment and impact of multiple factors that
influence International Marketing decisions
• Developing International Marketing strategies and programs, by applying relevant tools and
frameworks
• Learn SPIN selling and new strategic selling techniques
• Understand, appreciate best and next practices in International Sales & business development
COURSE COVERAGE
Module 1: Introduction to International Marketing
• Definition, Scope and Orientations of International Marketing
• ‘Globalization’ and ‘Glocalization’
• Why Companies pursue International Marketing?
• Driving and Restraining Forces for International Marketing
• Ethical issues in International Marketing
Module 2: International Marketing Environment
• Factors Influencing International Marketing
• Political-Regulatory Factors
• Economic Factors
• Socio-Cultural Factors
• Technological Factors
Module 3: International Marketing Strategies & Programs
• International Marketing Decision Framework
• Market Entry & Expansion Routes
• Corporate & Competitive Strategies: 3-Cs Competency, Country of Origin Effect, Generic
Strategies, Value Chain Decisions, Vertical/Horizontal Integration
• Cross-Cultural Consumer Analysis and STP
• Standardization-Adaptation and Marketing Mix Decisions
• The end to end business development process for global businesses
• The SPIN selling approach for complex sales
• New Strategic Selling for strategic account management and growing existing customer
accounts
• Best and next practices in global marketing and sales
• Overview of marketing and sales automation tools, technologies which aid / facilitate
marketing and sales processes
GLOBAL AND GREEN SUPPLY CHAIN MANAGEMENT
SNAPSHOT
Course Title Global and Green Supply Chain Management
Course Code L2I08
Term(s) 3&4
Course Credit 3

Using a combination of lectures, case studies and group discussions, this course explores the main
issues in global supply chain management (SCM) to underline their strategic importance to
international firms. It first places SCM in the context of international business. It then discusses the
core concepts of SCM, supply chain strategies, and key operations. The later part of the course focuses
on the designing of global supply chain to counter risks, deliverance of products and services from
suppliers, manufacturers to end customers through material flow, information flow and cash flow in
the context of environment, enhance efficiency, and promote sustainability. Emerging concepts in
green supply chains are discussed as part of this course.
COURSE OBJECTIVES
Upon successful completion of this course, students will be able to:
1. Define, explain and illustrate the key operational issues involved in international supply chain
and logistics
2. Explain and illustrate the significance of logistics and supply chain management in international
business
3. Explain and illustrate the composition of global supply chain
4. Apply this knowledge of managing logistics for managing customer satisfaction and service
quality in international trade operations in analysis, discussion and argument
5. Understand the supply chain strategies of global firms
6. Examine the levels of risk, efficiency, and sustainability of a global supply chain
7. Understand how green supply chain management will help a firm to gain competitive advantage
8. Communicate effectively in oral and written forms about latest trends in international supply
chain management using appropriate concepts and logic
COURSE COVERAGE
Module 1: Overview of global supply chain management
• What is supply chain management?
• The importance of global supply chain management
• Matching supply chains with products
• Supply chain value adds
• Basic models of strategic network design
Module 2: Views of Supply Chain Management
• Ways to View Supply Chain Management
• Innovation process in a supply chain
• Theory of Constraints
• Supply Chain Information Technology
Module 3: Customer service & channels
• Customer service
• Customer satisfaction
• Channels of distribution
• Service channels
Module 4: Supply chain globalization
• Rationale and key strategies
• Requirements and Challenges
• Operational Differences
• Potential Hidden Costs
• Design of global multi-stage networks
• Dynamic network design under uncertainty
• Logistics & Supply Chain Planning in Networks
• Inventory management in networks
• Transportation management in networks
• The role of logistics service providers in global supply chains
Module 5: Green supply chain and logistics
• Overview of Green Supply Chain Management
• Evolution of Green Legislation
• Green supply chain as a competitive advantage in today’s business environment.
• Life-Cycle Approach to Green Supply Chains
• Green SCOR model
• Greening Supply Chains by Reverse Logistics
• Sustainable Development with respect to SCM
CONSUMER BEHAVIOUR
SNAPSHOT
Course Title Consumer Behaviour
Course Code L1M03
Term(s) 1&2
Course Credit 2
Sessions 16

Consumer Behaviour discusses holistically the role of individual and his characteristics, society and
culture and its influence in buying decision. This course enables students to understand the consumer
behaviour and formulate their marketing strategies to satisfy their customer needs.
COURSE OBJECTIVES
After successful completion of the course the student should be able to demonstrate:
• Segmentation Analysis
• Motivation and Personality
• Perception and Learning
COURSE COVERAGE
Consumer Behaviour - An Introduction
Module 1 Introduction to Consumer Behaviour
Fundamentals of Consumer Behaviour
Module 2 Consumer Decision Process Consumer decision making process,
models
Analysing Consumer Behaviour
Segmentation Analysis, customer value,
satisfaction & trust
Consumer research process
Consumer as an individual
Personality theories, Brand personality,
Psychographics
Module 3 Perception, Learning, Attitude & Perception- Elements
Communication
Consumer Learning- Elements, theories
Consumer attitude-models
Consumer attitude formation and attitude
change
Communication and CB
Module 4 Family, Social Class & Culture, Diffusion Family- changing scenario, Family decision
and Adoption processes making, Family life cycle
Social class – Measurement, lifestyle
profiles
Culture
CROSS CULTURAL MANAGEMENT
SNAPSHOT
L2H12 IV/VI 3
COURSE INTRODUCTION
Managing cultural diversity is important in today’s globalized world with its multicultural societies and
cross border activities that all lead to cross cultural interaction. The purpose of this course is to provide
the students with knowledge and understanding of the impact of (national) cultures on
communication and management. This course focuses on the variety of issues and opportunities that
arise when we take action (i.e., leading, managing, being a member, following) outside our own
culture. Our credibility and effectiveness are always to some extent "culture-bound." Outside our
native culture, our attitudes and actions do not necessarily mean the same thing that they do inside
our native culture. Emphasis in this course will be on personal experiences and
interpretations. Through the increased globalization of the economy, cross-border ventures, global
relocations and the increased use of e-commerce, many businesses are finding that managing cultural
differences can be a key factor in obtaining their objectives.
COURSE OBJECTIVES
1. To understand the cultural differences across geographies.
2. To acquire skills in effectively managing cross cultural workforce in organization
3. To handle leadership challenges in managing cross cultural teams.
4. To understand the nuances of negotiations across cultures.
COURSE COVERAGE
Module 1: Introduction to Culture
What is culture and why is it important, how do people react to cultural differences, can we measure
or graph -cultural differences, is it possible to change a culture? If so, how? What does culture have
to do with business, comparing cultures, ways of describing cultural differences, historical origins of
beliefs and values, Cultural Styles- Universalism vs. Particularism, Individualism vs. Collectivism,
Neutral vs. Emotional, Achievement vs. Ascription, Cross-cultural Dialogue, Culture sensitivity in the
India- Language, Caste, Gender, Challenges and New Trends
Module 2: Working across cultures
Cultural diversity and multicultural teams, Kohlberg’s theory of moral reasoning, Measuring cultural
development, Gender, multi-ethnicity, religion, geography, Hofstede’s dimensions
Body language, Conflict and negotiation, Gender differences, The possibility of an international
subculture
Module 3: Culture specific approach
Culture specific approach, Doing business in the Middle East, Latin America, and Asia, Belief systems
as regulators of society, Relationship between religion and politics, Doing business in Europe, Africa,
and North America, when to challenge perceived error and when not to, why some cultures challenge
more than others, two strategies for social change: Europe and the US
INTERNATIONAL TRADE AND INSTITUTIONS
SNAPSHOT
Course Title International Trade and Institutions
Course Code L2I07
Term(s) 3&4
Course Credit 3

Global economic cooperation has waned in recent years and the Breton Woods institutions that it
introduced after World War II—the International Monetary Fund, World Bank, and the World Trade
Organization—are being challenged by regional agreements and alternative economic ideologies.
This course will clarify the functioning and differences between the IMF, World Bank, and WTO and
how each seeks to advance global prosperity in its own way; discuss how these international
institutions have evolved and shaped the global economy; and assess the implications of declining
multilateral economic cooperation for their future. It will conclude by discussing if and how the IMF,
World Bank, and WTO can help revive international economic cooperation to promote stronger,
sustainable, and equitable economic growth across the globe.
The later part of the course will introduce key concepts and instruments in International Trade Finance
such as Letters of Credit, Bills Discounting, Foreign Exchange, Funds Transfer etc., which facilitates
money flow between global trading partners or in-between global offices, subsidiaries of a MNC.
COURSE OBJECTIVES
On successful completion of this course, students will be able to:
1. Will understand regional trade blocks and the transition of institutions from GATT to WTO
2. Analyse how progressively countries opted to join these global institutions
3. Appreciate the roles of IMF, World Bank, and World Trade Organization in the global economy
and trade
4. Understand how these institutions have shaped the global economy
5. Have knowledge of anti-dumping measures, subsidies, countervailing measures
6. Know the influence of GATS, TRIMs, TRIPs on a country’s economy
7. On-going process of globalization in making countries come closer
8. Discuss the implications of the decline in multilateral economic cooperation amongst various
countries
9. Understand and appreciate key concepts, instruments which facilitates global trade finance;
understand emerging technologies like Block Chain and its applications such as crypto currency
and removal of trust from trading partners
COURSE COVERAGE
Module 1: Overview of various regional trade blocks and transition of institutions from GATT to
WTO
• Arrangement of regional countries into various trade blocks such as NAFTA, EU etc…
• Key strengths of member countries in exports from these trade blocks
• Transition of institutions from GATT to WTO
Module 2: IMF, World Bank and WTO
• How these International Institutions facilitate Global Trade and growth of economies
• What nature and type of aid and funding these institutions offer?
Module 3: Competitiveness of countries
• Anti-dumping, subsidies and countervailing measures
• Current and major trends in trade policies of major economic powers related inputs such as
labour, capital and other resources
Module 4: Globalization and current trends in protection
• Process of globalization
• Current trends in protectionism among countries to protect their local economies from global
competitors
Module 5: Key concepts, Instruments in International Trade Finance
• Role of commercial banks in international trade
• Various instruments used by banks to facilitate global trade such as LCs, Fx, Bills, FTs etc…
GLOBAL MOBILITY AND CROSS-COUNTRY REGULATIONS
SNAPSHOT
Course title Global Mobility and Cross-country regulations
Course code L2I08
Term(s) L2 - 3 & 4
Course credit 2
Prerequisite L1
COURSE OBJECTIVES
To gain Insight into the dynamics of cross-border activities and internationalisation strategies,
Understanding trends and being able to classify international assignments according to the drivers,
assignment types, compensation and policy approaches, roles and responsibilities, compliance and
enforcement of compliance requirements. Understanding the role and function of third-party
providers. Being able to design the international assignment business case, manage stakeholders´
expectations and integrate the assignment in succession planning
COURSE COVERAGE
Winning through Effective Global Talent Management
• Changing role of strategic Human Resource Management in international business
• Effective Selection and Placement Strategies
• Pay Structures and pay for Performance
• HR Balanced Scorecard to manage human capital Global Mobility (in 26 countries)
• Legal System
• Visas (Temporary Residence, Employment, Business, Inter-company transfer,
Accompanying spouses, Extensions, Permanent)
• Employment and Labour laws
• Income Tax and Social Security Contributions
• Global Data Privacy Regulation (GDPR)
• New rights individuals have in GDPR
• Information
• Access
• Rectification
• To Be Forgotten
• Restrict processing
• Data portability
• Objection
• Automation and profiling
• Consent and privacy
• Personal Data
• How to Comply to GDPR
• Brexit
• What is Brexit: Why did Britain vote to leave EU?
• 2017: A Year of Political Mayhem – What could have been done to stop Brexit?
• What would be advantages for Britain?
• What does it mean for Europe?
GLOBAL E-COMMERCE AND DIGITAL BUSINESS
INTERNATIONAL CONTRACTING AND NEGOTIATIONS
FINANCING GLOBAL EXPANSIONS
SNAPSHOT
Course title Financial Global expansions
Course code
Term(s) L2 - 3 & 4
Course credit 2
Prerequisite L1

International trade is increasingly important to many growing businesses. It is equally attractive to
both B2B and B2C firms. This course will shed light on what you need to know when expanding
internationally
COURSE OBJECTIVES
The objectives of the course are to build your skills, frameworks and knowledge in entrepreneurial
finance. The skills and frameworks are similar to those employed in traditional corporate finance, but
are, of necessity, more focused on cash flow, returns and recognizable value, International Trade as a
Growth Opportunity, International Franchising, Advantages and Disadvantages of International Trade,
Common Mistakes Made in International Trade
COURSE COVERAGE
1. International Trade and Foreign Direct Investment
• Political and legal factors impacting trade
• Foreign Direct Investment
• Tips in your entrepreneurial walkabout toolkit
2. International Expansion and Global Market Opportunity Assessment
• Global Strategic Choices
• PESTEL Analysis (Political, Economic, Social, Technological, Environmental, Legal),
Globalization and Importing
• International Expansion - entry modes
• CAGE (Cultural, Administrative, Geographic, Economic) distance Analysis
• Scenario Planning
3. Import, Export, Global Sourcing, and International business strategy
• Import, Export and Countertrade
• Global sourcing and its role in business
• Options for Import, Export Financing
• Business and Corporate Strategy
• Elements of International Strategy – Planning, Organizing, Leading, Controlling (POLC)
4. Global Entrepreneurship and Intrapreneurship
• Entrepreneurship Across Borders
• From Entrepreneurship to Born Global Firms
• From Entrepreneurship to Intrapreneurship
5. Due Diligence in Global Economy for Global Mergers and Acquisitions
• Legal, Financial, Tax and Operational Due-Diligence
• Strategic Due Diligence – Cost, Customers, Competitors, Capabilities
• People and Organizational Due Diligence
COUNTRY RISK ANALYSIS
SNAPSHOT
Course title Country Risk analysis
Course code L2I12
Term(s) L2 - 3 & 4
Course credit 2
Prerequisite L1

Risk rating is becoming more important, in particular because of Basel II and Basel III. Students work
in teams and construct risk ratings for one pair of countries. Two lectures from country risk analysts
that work in the banking/insurance sector, will help students to think about how to measure country
risk. Students will discover tips and tricks in the construction of these ratings.
COURSE OBJECTIVES
The objective of the course is to enhance students to learn how to analyse the economic development
of a country, learn to understand how risk ratings are constructed, learn to manage a large database
and ability of Using a structured approach to assess sovereign risk incorporating macroeconomics,
sovereign debt exposure, political and financial sector factors. This course aims to give students insight
into the process of country risk rating.
COURSE COVERAGE
1. Managing Country Risk
• How political change in MENA is impacting country Risk Analysis
• Does Terrorism negatively impact FDI?
• Impact of Perception on investment decisions
• What statistics say about global recovery since 2009
• Economic nationalism in Pakistan
• Bolivia’s mass nationalization
• Papua New Guinea’s Natural resource curse
• Defining country risk and effective management
2. Assessing Country risk
• Information Sources
• Country Ratings from agencies – Are those worth using?
• Measuring political stability (e.g. comparing Indonesia and Vietnam)
• Defining Risk management framework
• Selecting Country Risk Management Tools
• Country Risk Analysis Methodology
• Alternate measures of country risk (Human Development, Corruption, Global Peace,)
3. Political Risk Insurance
• An overview of investment insurance
• An overview of trade insurance
• Underwriting process
• Case Study: Assessing risk of a power plant in Indonesia
• Asia Crisis and lessons learnt
• China and its place in the world
4. State of the world
• Brazil and Turkeys’ Nuclear ambitions
• Iraq’s democratic experiment
• Bolivia, Equador and Nicaragua – Idealism vs politics
• India’s concerns with Pakistan and Afghanistan
PRICING FOR GLOBAL MARKETS
SNAPSHOT
Course title Pricing for global markets
Course code L2I13
Term(s) L2 - 3 & 4
Course credit 2
Prerequisite L1

International pricing is often considered the most critical and complex issue
in international marketing. The price setting strategy determines the basic price of a product,
the price structure of the product line, and the system of rebates, discounts or refunds the firm offers.
Determining prices in global markets is complicated. Exchange rates fluctuate and bear limited
relationship to costs. Fluctuation may result in gains or losses. Pricing systems must be consistent with
global constraints like international transportation cost, middlemen in international channels of
distribution, equal price treatment regardless of location demands of global accounts. National
markets vary in cost, competition and demand dimensions of pricing. Company faces varying or
conflicting tax policies, price controls by governments.
COURSE OBJECTIVES
The general rule is that prices must exceed costs over the long run and that prices may not exceed
those of competitors Three factors determine the boundaries for market price setting –Production
cost determines the price floor –Competitive price determine the price ceiling –Market demand
determines the optimum price
At the end of the course, students would have gained knowledge on:
• Conceptual analysis and numeric analysis when discussing pricing.
• Strategic issues that should motivate pricing decisions.
• Various pricing tactical options and understand some of the purposes/strengths.
• How costs should be considered in pricing decisions.
• Why and how pricing should change across different settings.
• Price-negotiation tactics used in practice.
COURSE COVERAGE
Module 1: Nature of pricing process
Defining price, Price structures
Constraints on pricing practices, Ethics in pricing
Module 2: Pricing from the standpoint of economic theory
Dynamics of marketplace
Concept of demand and supply
Module 3: Pricing strategies
Skimming, Penetration, Mkt holding pricing
Cost-plus, Break-even, Product-line, Leader pricing
Consumer goods, Industrial products pricing
Discount, Service industry pricing
New product, Creative pricing
Pricing tools
Considerations in global pricing, Cost & market structure
Module 4: Pricing in global markets
Pricing during inflationary & shortage conditions
Regulatory & political environments, Monopoly pricing, Price control
Exchange rate fluctuations, Foreign Trade Zones
Dumping, Countertrade, Offset & Buy-back pricing
Transfer pricing, Pricing alternatives
BASIC FRENCH, GERMAN, ITALIAN
ADVANCE SPOKEN LANGUAGES
GENERAL
MANAGEMENT
PRINCIPLES OF MANAGEMENT (NON-CREDIT)
INTRODUCTION
Management is essential for organized life and necessary to run all types of organizations Effective
management is the backbone of all successful organizations. Managing life means getting things done
to achieve life’s objectives and managing an organization means getting things done with and through
people to achieve the objectives of the organization.
Whether management is an art or science, will continue to be a subject of debate. However, most
management thinkers agree that some form of formal, professional management background helps
in managing enterprises successfully.
COURSE OBJECTIVE
To make students understand the fundamental concepts and principles of management, the functions
of management. and the basic role expectations, skills & competencies of a manager
Observe and understand the influence of historical forces on the current practice of management.
Identify and evaluate social responsibility and ethical issues involved in business situations and
logically articulate a point of view on such issues.
Explain how organizations adapt to an uncertain environment and identify techniques managers use
to influence and control the internal environment.
Understand the process of management's core functions: planning, organizing, staffing, leading, and
controlling.
Identify and use appropriate vocabulary within the field of management to articulate one's own
position on a specific management issue and communicate effectively with varied audiences.
Evaluate leadership styles to understand the relevance & consequences of each leadership style
conceptually and contextually.
Gather and analyse both qualitative and quantitative information to classify issues and formulate best
control methods in a given situation.
COURSE COVERAGE
Session 1 & 2
• Definition, Introduction to Management, Evolution of Management, Contribution of Taylor,
Fayol, Drucker; Functions of Management, Management competencies, Types of Business,
Ethics in Business, Trends and Challenges of Management in the Current Global Scenario
Session 3&4
• Planning – Introduction, Nature, Planning Process, Types of Plans, Levels of Plans, Vision,
Mission, Objectives, Management by Objectives, Strategies, Planning Premises, Forecasting,
Decision making process, Types of Decision, Bounded Rationality
• Revision, Clarification of doubt, Quiz 1
Session 4 &5
• Organising – Introduction, Fundamental Concept of Organising, Nature, Importance,
Organisation Structure, Formal and Informal Organisation, Line and Staff Authority,
Departmentalisation, Span of Control, Centralisation and De-centralisation, Delegation of
Authority, Job Analysis, Job Enlargement, Job Enrichment, Job Evaluation
• Staffing, Talent Acquisition, Onboarding, Career Planning, Succession Planning Learning and
Development, Performance Appraisal
Session 6
• Leading – Introduction, Scope, Human Factors, Creativity and Innovation, Motivation and
Satisfaction, Motivational Theories, Leadership Theories, Leadership Styles, Teamwork
Session 7
• Communication – Introduction, Process of Communication, Barriers to Effective
Communication, Organisation Culture, Elements and Types of Culture, Managing Cultural
diversity, Social Media in Communication (Twitter, Instagram, Facebook, LinkedIn, Snapchat)
Session 8
• Controlling – Introduction; Management Control System, Types of control, Managing
Productivity, Total Quality Management, Kaizen, Six Sigma, Ishikawa (Fish Bone), The Global
Environment, Globalisation and Liberalisation
• Revision, Clarification of doubt, Quiz 2, Class Activity
INTRODUCTION TO CASE BASED LEARNING (NON-CREDIT)
SNAPSHOT
Introduction to Case Based Learning
Non-Credit Prof. Atish Chattopadhyay Session 5 Group work 3
COURSE INTRODUCTION
This course will introduce to the case-study approach to learning. Our goals include appreciation of
the development of critical thinking skills, acquiring the ability to work collaboratively, and the art of
applying theoretical concepts to actual historical and contemporary situations.
COURSE OBJECTIVE
The course should help you begin to:
• Distinguish pertinent from peripheral information
• Identify the problem(s) at hand and define its context and parameters
• Identify a set of possible solutions
• Formulate strategies and recommendations for action
• Make decisions and confront obstacles to implementation
COURSE COVERAGE
Session Themes
1 T. How to work with cases, Introduction & Discussion Group work
R. Book Chapter: How to Analyse a Case
2 Group Work for the Case
C. Dr. John’s Products
3 C. Dr. John’s Products
C. Coffee wars in India: Café Coffee Day 2013
5 C. Coffee wars in India: Café Coffee Day 2013
C. Nestlé’s Maggi: Pricing and Repositioning a Recalled Product
7 C. Nestlé’s Maggi: Pricing and Repositioning a Recalled Product
8 How to lean from the case method
R. Making the Case method Work for You
OUTBOUND LEADERSHIP LAB (NON-CREDIT)
SNAPSHOT
Outbound Leadership Lab (OLL)
Non-Credit
COURSE INTRODUCTION
IFIM Leadership Learning Lab is a comprehensive personal leadership skill development program
divided into four phases: Experiential stage, Identification stage, Developmental stage, and
Consolidation stage. IL3 programs are tailored to suit specific behavioural, management and
leadership skill needs and to address the ‘gaps’ identified by various psychometric and
organizational assessments by team of faculty and corporate mentors. IL3 aims to facilitate PGDM
students to develop required behavioural competencies critical to future corporate leaders.
COURSE OBJECTIVE
• To deliver a programme focussing on identifying behavioural skill gaps through rigorous
‘Behaviour Assessment’ of each student.
• Expediate PGDM students to create ‘Individual Development Programme’ (IDP) and achieve its
goals to ultimately develop exceptional attitudes, beliefs and understanding of themselves and
overall leadership skills in span of 2 years of PGDM course.
COURSE COVERAGE
PHASE 1: EXPERIENTIAL STAGE

Stage 1 – Observation based Behavioral Diagnosis
Stage2 – Self Discovery through Integrated Psychometric Interventions
PHASE 2: IDENTIFICATION STAGE (Connected to OLL Activity)
PHASE 3: DEVELOPMENTAL STAGE (Mapping with Mentoring outcomes)
PHASE 4: CONSOLIDATION STAGE

GLG 1: Effective Communication and Team Work
1.3: Team Work
GLG 2: Managing Self
2.1: Self confidence
2.3: Wellness
CAPSIM SIMULATION + BUSINESS STRATEGY
PROJECT MANAGEMENT
SNAPSHOT
Course Title Project Management
Course Code L2G05
Term(s) IV/VI
Course Credit 3
Prerequisite None
COURSE INTRODUCTION
Industries across market segments, be it Information Technology, Civil, Manufacturing, Telecom,
Banking and Financial Services, Automobile or Defence, nowadays are more focused on optimizing
expenditure to deliver definite and quick solutions, to their internal businesses and functions. This
enables the organizations to enhance their employee productivity and organizational profitability,
thus delivering consistent end-user and customer satisfaction. This has become a critical and
fundamental business requirement, in a highly complex and competitive market environment.
Project Management, as a specialized subject and practice, enables the pro-active monitoring and
control of project Cost, Scope and Schedule, continuously throughout the project and / or product life
cycle. At the same time, this practice ensures that the quality of the business solution and the
outcomes are consistent and predictable.
COURSE COVERAGE
S. No Module Topics
1. Project Management Knowledge g) Essentials of Project Management
Areas (CAPM) - I
h) Integration Management
i) Scope Management
j) Schedule Management
k) Cost Management
l) Quality Management
2 Project Management Knowledge f) Risk Management
Areas (CAPM) - I g) Procurement Management
h) Resource Management
i) Communications Management
j) Stakeholder Management
3 Agile Project Management d) Implementing Agile Approach
e) Key Roles in Agile
f) Principles of Agile/ Scrum
4 Introduction to Digital Project d) What is Digital Transformation?
Management e) What is a Digital Enterprise?
f) Basic Approach and Concepts
5. CAPM Readiness d) PMI Applications
e) Personalized PMI Study Roadmap
f) Collaboration Platform – Knowledge Share
PRACTICE
BUSINESS COMMUNICATION
SNAPSHOT
Course Title Business Communication
Course Code P0G01
Term(s) 1
Course Credit 2
COURSE INTRODUCTION
This course on Business Communication is designed to help students enhance their Communication
Skills, both written as well as oral. The course focuses on Business Writing skills like relevant content,
structure, conciseness and clarity. The course provides students with skills to engage and connect with
audience in presentation skills, improve listening and interaction through Business Meetings.
COURSE OBJECTIVES
1. To develop engagement and connecting in Public Speaking
2. To enhance clarity and conciseness in Business Writing
3. To develop Interpersonal Skills and Teamwork
COURSE COVERAGE
Module 1: Writing Skills
• Planning Content and Structure of Business Letter, Email and Report
• Following Writing Techniques to enhance clarity
• Drafting, Proofreading, Developing a Checklist
• Email, Letter, Report
Module 2: Presentation Skills
• Planning Content based on Audience needs and Structuring
• Using Visual and Verbal hooks to engage the audience
• Slide Making techniques
• Using Non-Verbal to create a lasting impact
• Extempore speech and Book Review presentation
Module 3: Conversational Skills
• Planning content for Business Meetings, Agenda and MOM
• Using etiquette phrases to sound professional
• Demonstrating Active Listening
• Simulated Business Meeting
Module 4: Leadership Skills
• Identifying traits of a leader in accordance with the TEACH framework
• Inspirational Leader presentations
• Aligned to GLG 1 : Effective Communication and TeamWork
1.1: Oral Communication
1.2: Written Business Communication
NEGOTIATION SKILLS
SNAPSHOT
Course Title Negotiation Skills
Course Code P0G02
Term(s) 2&3
Course Credit 2
COURSE INTRODUCTION
Negotiation skill is an extremely important skill in which two or more parties with different needs and
goals discuss various issues with the main objective to find and settle for a mutually acceptable and
beneficial solution. Everyday business interactions also involve influencing and persuasion and
convincing others to accept one’s point of view and suggestions. This course is designed to help the
students build better relationships, deliver long lasting and quality solutions. It is also designed to help
the students to create a courteous and constructive interaction that develops into a win – win solution
for both the parties and to develop approaches to foster goodwill, regardless of the difference.
COURSE OBJECTIVES
1. Distinguish between bargaining, influencing and negotiating
2. Identify the value of negotiating and adapting one’s negotiating style
3. Identify the key stages and practice negotiating
4. Influence, persuade and collaborate to finally a ‘Yes’
COURSE COVERAGE
Module 1: Influencing and Negotiation
• Understanding the Negotiation process –Melt, Mould, Harden and Ignite
• Know your style
• Role play on a simulated negotiation process
Module 2: Persuasive platforms
• Understanding different persuasive platforms
• Application of platform on a business situation
Module 3: Adapting to Decision Maker Style
• Understanding various decision maker’s style
• Adapting your own style accordingly
• Case based role play
Module 4: Coping Skills and Attitude
• Time, Stress and Anger Management techniques
• Developing right attitude cases
• Attitude presentation
GLG 1: Effective Communication and Team Work
1.2: Written Business Communication
GLG 4: Problem solving
CROSS CULTURAL COMMUNICATION
SNAPSHOT
Course Title Cross Cultural Communication
Course Code P0G03
Term(s) 2&3
Course Credit 2
COURSE INTRODUCTION
Cross cultural communication and cross-cultural sensitivity have become extremely important for
management graduates in today’s era of globalization. Effective cross-cultural communication skills
are crucial in a multicultural society as it not only helps the individual to communicate effectively
with people from different Cultures, but it also enables resolving multicultural conflicts. This course
is designed to provide an excellent opportunity to the students to develop an appreciation of
different cultures and to enhance their inter- cultural communication skills and to be able to adapt
and collaborate.
COURSE OBJECTIVES
1. Understanding one’s own perceptions of various cultures and creating a mindset of adapt
2. Understanding how contexts and orientations affect communication
3. Comprehending Unique factors of the American, European, Middle Eastern and APEC
countries
4. Practicing adapting communication style in business situations with different cultures
COURSE COVERAGE
Module 1: Communication Style, Perception and Mindset.
• Understanding your own Dominant Communication Style
• Definition of Culture, Geographical classification, common observations
• How assumptions can cloud perceptions and thinking and understanding the need to create
a mindset adapt
• Global Dexterity in the Workplace (role play) –adapt to receiver’s culture
Module 2: Culture and Practices
• Cultural Differences in Orientations
• Studying different orientations
• What creates Cross Cultural differences
• Presentation on an in-depth analysis on any one Orientation that creates differences
• Global Dexterity in the Workplace (role play) – adjusting own style to suit another’s
orientation, report on orientations
Module 3: Geographical Diversities and Culture.
• American, European, APEC, Middle East
• Verbal nuances with communication, The sub-text of nonverbal communication
• Key Differences in Beliefs, Behaviour - Within India and with the Western and Asian World
• Case Study on Inter Culture Communication in different geographies
• Global Dexterity in the Workplace (role play) – Preparing for a Role Play on a Business
Meeting with the defined Geography

• Aligned to GLG 1: Effective Communication & Teamwork
LIFESTYLE ACTIVE PROGRAM
SNAPSHOT
Course Title Lifestyle Active Program
Course Code P0G04, P0G05, P0G06 & P0G07
Term(s) 1,2,3 & 4
Course Credit 4 (1 Credit Each Term)
COURSE INTRODUCTION
PEP will also comprise of its physical fitness program with stress on a regular fitness regime which
helps inculcate self-discipline and a fit body. Corporate need for new age jobs are employees who are
fit as well as healthy so that they are productive assets and are able to meet the rigorous demands of
tomorrow. Students will also be the custodian of their health and well-being and will be accountable
for not just monitoring their fitness but will also advocate a strong self-awareness on aspects that
contribute to physical wellness like nutrition, good sleep habits, a calm mind and to design their own
personalized wellness program. Physical health and wellness are directly connected to mental health
and students can be quick to let their health fall to the wayside in a rigorous Management program.
The Wellness program continues to be a graded credited program with rounds of assessment against
a plethora of Wellness parameters. This course ties in with Self Awareness and Self Development of
Wellness which has emerged as an Industry need in the NHRD report.
COURSE OBJECTIVES
1. Self - Discipline
2. Wellness
COURSE COVERAGE
Module 1: Fitness Through Sports – Handball / Volleyball / Throwball / Football
• Sports conditioning and training
• Modified fun games to improve fitness
• Teaching new skills to improve your game
• Opportunity to learn new sports
Module 2: Fitness through Group sessions – Zumba / Aerobics / Step Aerobics
• Improves Cardiorespiratory Fitness
• Improves Coordination
Module 3: Fitness Through Strength Training – Gym / Functional Training / Boot camp
• Weight Training promotes joint stability
• Helps to away from injuries
Module 4: Fitness Through Yoga
• Learn basic yoga Asana
• Pranayama
• Improve Flexibility
• Aligned to GLG 2: Managing Self

2.3: Wellness
DESIGN THINKING
Course Title Design Thinking
Course Code P0G08
Term(s) I & II
Course Credit 2
Prerequisites None
COURSE INTRODUCTION
This course is an introductory course on Design Thinking. It focuses on providing the students with the
knowledge and fundamental understanding of Creativity, Innovation, and some contemporary
approaches to design thinking. Design thinking workshop will help students find solutions to the
problems faced by an organisation at different levels.
COURSE OBJECTIVES
1. Define Creativity and Innovation and thus allowing participants to explore an approach to
decision making called design thinking
2. Recognize the significance of innovative thinking for problem framing and exploring
alternate solutions to the same. This will instill a Creative Approach to Problem Solving and
Creating Impact
3. Discuss both individual and contextual factors that are linked to creativity
4. Apply the design thinking principles and process in problem solving
COURSE COVERAGE
Introduction to Design Thinking, Stages of Design Thinking, Problem solving

• Aligned to GLG 4: Problem solving
RESEARCH INCUBATION
SNAPSHOT
Course Title Research Incubation
Course Code P0G09
Term(s) III, IV and V
Course Credit 3
Prerequisites Design Thinking
COURSE INTRODUCTION
The mission of IFIM Business school is to nurture continuously employable professionals. Through RI,
professionals are groomed who are relevant for practice. Hence, we are imparting knowledge and
skills to our students to make them industry ready.
The primary resources for the program are the students and the project reports of Industry Internship
program (IIP) and Social Immersion Program (SIP). So, research agenda comes from two sources.
Internally, it comes from students and faculty. Externally, it comes from industry practitioners. The IIP
and SIP reports become inputs for research. Good and relevant ideas are shortlisted by the faculty
after interaction with industry practitioners. So, the projects selected are relevant for the industry and
students are also interested to conduct such research under faculty guidance to enhance their career
opportunities. Apart from that students are also involved in academic research which are in new age
areas and industries aligned with our vision of ‘Beyond Tomorrow’.
Hence ‘The Research Incubation’ program which runs over three terms was set up to integrate the
three main stakeholders’ students, faculty and industry practitioners to create research ecosystem
which can add academic value. It is a three credit program which has continuous evaluation after every
stage.
COURSE OBJECTIVES
• Providing an opportunity for students to explore research and innovate
• Generate, advance and disseminate knowledge in the field of management theory and practice.
• Improve student’s analytical and creative skills.
• Align student’s interest with career objectives
COURSE COVERAGE
Literature Review, Framing of research question, Collection and Analysis of data

INNOVATION INCUBATION
SNAPSHOT
Course Title Innovation Incubation
Course Code P0G010
Term(s) III, IV and V
Course Credit 3
Prerequisites Design Thinking
COURSE INTRODUCTION
The Innovation Incubation (II) process runs as an alternative track to the Research Incubation
process across three terms PGDM program. The outcome of the Innovation Incubation program is
in the form of a venture or a product patent.
Students from family businesses identify a project that is in alignment with their family business
and aspiring first generation entrepreneurs may identify a venture idea they would like to incubate.
Student Inventors/Innovators may experiment with an idea that they can prototype, test and
patent. The school supports these activities through the Incubation Center of IFIM – The Startup
Foundry. The Startup Foundry provides infrastructure, consulting and Digital support for business
and invention ideas of students giving them scope to expand beyond academic learning. Business
Incubation aims at achieving the school’s ambition of innovation with impact.
COURSE OBJECTIVES
1. Students experientially learn to draw information from their environment and critically
analyze information for decision making
2. Students experientially learn to solve complex problems
3. Students exercise their creativity in deriving solutions
COURSE COVERAGE
Helping students come up with business ventures at least at the Proof of Concept ( PoC) Level
SOCIAL IMMERSION PROJECT (SIP)
SNAPSHOT
Course Title Social Immersion Project (SIP): A Practice Course06)
Course Code NA
Term V
Course Credits 5
COURSE INTRODUCTION
The SIP’s expectation is that students will make a positive social impact through their social projects.
These social projects are live ones with a 12-day on-site immersion. After the successful completion
of the SIP immersion, the project groups return to IFIM. The groups then develop technically and
economically viable solutions to alleviate the social issue they are addressing. The techno-economic
viable solutions developed by SIP project groups are then are then presented to the NGOs working in
the area of that project group’s theme. The solutions must be ones that can be accepted by the NGOs
for implementation straightaway.
COURSE OBJECTIVES
The prime objectives are twofold:
• To foster social responsibility among students, and
• To enable students to learn about project management while addressing a live social issue
COURSE COVERAGE
1. Social Theme and SDG Selection
2. SIP Immersion and Daily Reports
3. Post-Immersion Presentations to NGOs
4. Immersion Experience Written Reports
5. Experience Sharing Presentations
6. Theme of Interest Selection, Problem Selection, and Generation of Options
7. TEV Analysis and Prototyping
8. Presentation of Solution to NGOs
9. Project Report Submission

• Aligned to GLG 3, GLG 4 & GLG 5
GLG 3: Social Responsibility
3.1: Social Awareness
3.2: Social Impact
EFFECTIVE SOLUTIONS THROUGH INSTITUTIONAL COMMITTEES
INDUSTRY INTERNSHIP PROGRAM (IIP)
SNAPSHOT
Course Title Industry Internship Program (IIP)
Course Code P0G13
Term(s) VII and the final term
Course Credit 10
Sessions This is a capstone project of four and half months covering the entire term,
completely dedicated to IIP alone
Prerequisite To qualify for IIP, students must have taken courses with credits totalling to 76,
prior to commencement of IIP. This includes 5 credits of Social Immersion
Program (SIP) and 5 credits of Design Thinking and Research Incubation (DTRI)
that the student should have completed.
Anchor Faculty Dr. Asit K Barma (Dr. Mafruza S is the other co-faculty)
COURSE INTRODUCTION
IIP is an integral part of the academic curriculum of the PGDM program.
It is a carefully crafted work based learning initiative, to bridge the gap between the skilled manpower
requirements of the companies and knowledge and skills of students, through a series of structured
interventions that enable students to gain invaluable insights and exposure to the industry.
The four-and-a-half month long IIP has been positioned as the final phase of the Post Graduate
Program as it serves the twin purposes of providing industry with graduates of a high calibre and
providing an opportunity to students to apply their learning to real life situation, thereby making them
capable and business-ready on graduation.
The IIP program of IFIM has won the silver award under the category ‘Effective Industry-Institute
Engagement’ as a part of Indian Management Conclave (IMC), 2013.
COURSE OBJECTIVES
The overall objective of the IIP is to provide a ‘transitioning bridge’ between theory and practice for
students by enabling them to ‘learn by doing’.
The IIP assessments are aligned to the General Learning Goals (GLGs) that aim to achieving school’s
mission of nurturing holistic, socially responsible and continuously employable individuals. The GLGs
and their specific learning objectives (LOs) are inbuilt into the evaluation process as measurable goals
to track the students’ performance over the 4.5 months of internship. Except for GLG 3, the IIP
provides an opportunity to test all other GLGs during different phases of the assessment.
COURSE COVERAGE
Students undergo Internship over a period of four-and-a-half-months months. The start and end dates
will be given in the IIP Calendar. During this period the students work at the place assigned by the
partner company.
The usual IIP Calendar is given in the following table:
Bridge Course Week 1
•Familiarization with the corporate environment • Introduction at the Company
sculpture by practicing executives.
• Assignment of Project and Mentor
•Refresher course on Specific skills and tools
• Goal Setting for the student by the
required for performing assignments.
company
Week 2-14 Week 15-16
• Preparation and submission of the KYC • Completion of the Project Report
report
• Presentation and Viva-Voce
• Implementation of the assigned Project
• Periodic progress reviews with industry
and faculty mentor
• Preparation of the Project Report
• Mid-term Seminar
Note – The IIP calendar will be provided to students with exact start and end dates and other
timelines that must be adhered to by the students

GLG5: Analytical Skills

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APPENDIX 2 – COURSE CATALOGUE

The mission of IFIM Business school is to nurture continuously employable professionals.

ALIGNMENT WITH LEARNING GOALS AND LEARNING OBJECTIVES

Sr. No Module Contents

ALIGNMENT WITH LEARNING GOALS AND LEARNING OBJECTIVES

Sr. No Module Topics

5. Non-parametric Tests a) Rank Test

ALIGNMENT WITH LEARNING GOALS AND LEARNING OBJECTIVES

Sr. No Module Topics

Sr. No Module Topics

Sr. No. Module Topics

Sr. Module Topics

Sr. No Module Topics

2 Open Blockchain a) Closed Blockchain

2 Dimensional Modelling a) Dimensions and dimension extraction

3 Dashboard Creation a) Dashboard creation

ALIGNMENT WITH LEARNING GOALS AND LEARNING OBJECTIVES

ALIGNMENT WITH LEARNING GOALS AND LEARNING OBJECTIVES

ALIGNMENT WITH LEARNING GOALS AND LEARNING OBJECTIVES

4 Digital a) Developing Digital ecosystem Concepts

INTRODUCTION TO THE COURSE

ALIGNMENT WITH LEARNING GOALS AND LEARNING OBJECTIVES

INTRODUCTION TO THE COURSE

INTRODUCTION TO THE COURSE

ALIGNMENT WITH LEARNING GOALS AND LEARNING OBJECTIVES

INTRODUCTION TO THE COURSE

INTRODUCTION TO THE COURSE

ALIGNMENT WITH LEARNING GOALS AND LEARNING OBJECTIVES

INTRODUCTION TO THE COURSE

Module 2: Stock Options Markets and Pricing

Module 3: Other Types of Options

Module 4: Swaps—Mechanics and Valuations

Module 5: Contemporary Issues and Case Studies

ALIGNMENT WITH LEARNING GOALS AND LEARNING OBJECTIVES

INTRODUCTION TO THE COURSE

INTRODUCTION TO THE COURSE

INTRODUCTION TO THE COURSE

INTRODUCTION TO THE COURSE

ALIGNMENT WITH LEARNING GOALS AND LEARNING OBJECTIVES

INTRODUCTION TO THE COURSE

INTRODUCTION TO THE COURSE

INTRODUCTION TO THE COURSE

INTRODUCTION TO THE COURSE

INTRODUCTION TO THE COURSE

INTRODUCTION TO THE COURSE:

INTRODUCTION TO THE COURSE

INTRODUCTION TO THE COURSE

Module 3: Sustaining Competitive Advantage

INTRODUCTION TO THE COURSE

ALIGNMENT WITH LEARNING GOALS AND LEARNING OBJECTIVES

INTRODUCTION TO THE COURSE

INTRODUCTION TO THE COURSE

INTRODUCTION TO THE COURSE

INTRODUCTION TO THE COURSE

INTRODUCTION TO THE COURSE

INTRODUCTION TO THE COURSE

Methods of Qualitative research

Simple Tabs/ Crosstabs, Hypothesis- formation,