Syllabus

B.B.M
(UG Course)
Admitted Batch 2014 -2017
 With effect form 2014-2017 Admitted Batch
I Year B.B.M

Subject Max. Marks Subject Work

credits load
Hrs.
ENGLISH 100 6 6
PRINCIPLES OF MANAGEMENT 100 4 4
BUSSINESS MATHS AND STATASTICS(WNP) 100 6 4
BUSSINESS ECONOMICS 100 4 6
BUSSINESS COMMUNICATION 100 4 5
FINANCIAL ACCOUNTING(WNP) 100 6 5

BANKING THEORY AND PRACTISE 100 4 5

COMPUTER COURSE 50 2 5

FOUNDATION COURSE 50 4 5
Total 800 40 45

Second year:

Subject Max. Marks Subject Work

credits load
Hrs.
SANSKRIT 100 4 6
SELF AWARNESS AND PERSONALITY 100 4 5
DEVELOPMENT
MARKETING MANAGEMENT(WCS) 100 4 7
FINANCIAL MANAGEMENT(WCS) 100 4 6
HUMAN RESOURCES MANAGEMENT(WCS) 100 4 6
COST AND MANAGEMENT ACCOUNTING(WNP) 100 6 5

COMPUTER IN BUSSINESS APPLICATION 100 6 5

ENVIRONMENTAL STUDIES 50 2 4

COMPUTER COURCE 50 2 4
Total 800 36 48
 Third year:

Subject Max. Marks Subject Work

credits load
Hrs.

BUSSINESS ENVIRONMENT 100 6 6

BUSSINESS LAW AND TAXATION 100 6 5

ENTERPRENEURSHIP AND SMALL 100 4 6

INDUSTRY(WCS)

PROGRAMMING AND DATABASE SYSTEM 100 6 6

PRODUCT MANAGEMENT 100 6 6
SALES MANAGEMENT 100 4 5

PROJECT REPORT 100 2 -

VIVA-VOCE 50 2 -

FOUNDATION COURCE 50 4 4
Total 800 40 38
 I YEAR PRINCIPLES OF MANAGEMENT

UNIT I INTRODUCTION TO MANAGEMENT AND ORGANIZATIONS

Definition of Management — Science or Art — Manager Vs Entrepreneur — types of managers

-managerial roles and skills — Evolution of Management — Scientific, human relations, system
and contingency approaches — Types of Business organization — Sole proprietorship,
partnership, company-public and private sector enterprises — Organization culture and
Environment — Current trends and issues in Management.

UNIT II PLANNING

Nature and purpose of planning — planning process — types of planning — objectives —

setting objectives — policies — Planning premises — Strategic Management — Planning Tools
and Techniques — Decision making steps and process.

UNIT III ORGANISING

Nature and purpose — Formal and informal organization — organization chart — organization
structure — types — Line and staff authority — departmentalization — delegation of authority
— centralization and decentralization — Job Design — Human Resource Management — HR
Planning, Recruitment, selection, Training and Development, Performance Management,
Career planning and management

UNIT IV DIRECTING

Foundations of individual and group behaviour — motivation — motivation theories —

motivational techniques — job satisfaction — job enrichment — leadership — types and
theories of leadership –communication — process of communication — barrier in
communication — effective communication –communication and IT.

UNIT V CONTROLLING
System and process of controlling — budgetary and non-budgetary control techniques — use of
computers and IT in Management control — Productivity problems and management — control
and performance — direct and preventive control — reporting.
 I YEAR BUSSINESS MATHS AND STATISTICS

UNIT I SHARES AND MUTUAL FUNDS

a. Shares: Concept of share, face value, market value, dividend, equity shares, preferential
shares, bonus shares. Simple examples.
b. Mutual Funds: Simple problems on calculation of Net income after considering entry load,
dividend, change in Net Asset Value (N.A.V.) and exit load. Averaging of price under the
Systematic Investment Plan(S.I.P.)

UNIT II RATIO, PROPORTION, PERCENTAGE ,PARTNERSHIP

a. Ratio, Proportion, Percentage : Ratio, continued ratio, Inverse ratio, Proportion, Continue
Proportion, Simple and compound proportion, Inverse Proportion Simple Examples,
Percentage, Simple Examples, Partnership, concept and simple examples.
b. Linear Programming Problem: Sketching of graphs of i)linear equation Ax + By + C = 0 (ii)
Linear inequalities. Mathematical Formulation of Linear Programming Problems upto 3
variables. Solution of Linear Programming Problems using graphical method up to two
variables.

UNIT III SUMMARIZATION OF MEASURES

Measures of Central Tendencies: Definition of Average, Types of Averages: Arithmetic Mean,
Median, and Mode for grouped as well as ungrouped data. Quartiles, Deciles and Percentiles.
Using Ogive locate median and Quartiles. Using Histogram locate mode. Combined and
Weighted mean.

UNIT IV ELEMENTARY PROBABILITY THEORY

Probability Theory: Concept of random experiment/trial and possible outcomes; Sample Space
and Discrete Sample Space; Events their types, Algebra of Events, Mutually Exclusive and
Exhaustive Events, Complimentary events. Classical definition of Probability, Addition theorem
(without proof), conditional probability. Independence of Events: P( A ∩ B ) = P(A) P(B) Simple
examples.

UNIT V DECISION THEORY

Decision making situation, Decision maker, Courses of Action, States of Nature, Pay-off and Pay-
off matrix; Decision making under uncertainty, Maximin, Maximax, Minimax regret and Laplace
criteria; simple examples to find optimum decision. Formulation of Payoff Matrix. Decision
making under Risk, Expected Monetary Value (EMV); Decision Tree; Simple Examples based on
EMV. Expected Opportunity Loss (EOL), simple examples based on EOL.
 I YEAR BUSSINESS ECONOMICS

UNIT – I NATURE AND SCOPE OF BUSINESS ECONOMICS.

A) Business economics meaning, Scope, and objectives of Business economics, Nature and
types of business decisions, Role and responsibilities of a business economist, Role and social
responsibility of business & business economist, Microeconomics and macroeconomics
definition, scope, Merits, and Demerits.
B) Theory of Consumption.
1. Law of demand, Demand determinants, Changes in Demand, Exceptions to the law of
demand Geffen‘s paradox. Law of Equi-marginal utility, Assumptions Limitations, Importance
criticism of cardinal approach.
2. Indifference Curve – Concept, definition, Definition, Properties, Importance of indifference
curve.
3. The elasticity of demand – Concept, kinds, definition Measurement of elasticity of demand,
factors influencing the elasticity of demand, Importance of elasticity of demand.
4. Demand forecasting: Meaning, Need, Importance, Methods of demand forecasting.

UNIT – II THEORY OF PRODUCTION AND COST

1. Production Function – Concept Definition, Types of products, Total Production, Average

Production, Marginal production, Law of variable proportions, Assumptions, Limitations and
Significance.
2. Isoquant curves, Definition, General properties of isoquant curves, Expansion path internal
and external economic and diseconomies of scale, Ridge line.
3. Theories of population, – Malthusian theory of population, Optimum theory of population,
Demographic Transition Theory of population and criticism.

UNIT – III THEORY OF COST AND REVENUE AND MARKETS

1. Law of supply & Criticism influencing factors of supply.

2. The concept of cost – Accounting Cost, Economic Cost, Opportunities Cost, Fixed Cost,
Variable Cost, Direct and Indirect Cost, Real Cost, Explicit, Implicit Cost, Money Cost, Total Cost,
Average Cost, Marginal Cost, Selling Costs.
3. Revenues – Total Revenues, Average Revenues, Marginal Revenues and Relationship, and
Time Element.
4. Market – Concept, meaning, Definition, Classification of market structures, Type Firm,
Industry, Meaning, objectives, the difference between Industry and firm.

UNIT IV:- PRICING OF PRODUCTS.

1) Perfect Competition definition, properties Price determination under perfect competition.

2) Monopoly -Definition, Properties, Types, Price determination under Monopoly
3) Monopolistic competition, meaning, concepts, properties and Price determination under
Monopolistic competition.
4) Price and output under oligopoly – indeterminate pricing and output price leadership,
collusive oligopoly, Kinked demand curve.
5) Price discrimination – Meaning, Types, Conditions under which it is possible and profitable,
importance, Concept of Dumping.

UNIT V – THEORIES OF DISTRIBUTION

1) Modern Theory of Distribution of Rent.

2) Theory of rent – Ricardian theory of Rent, Modern theory of Rent, Criticism, the concept of
Quasi Rent.
3) Theory of interest – Loanable Funds Theory of Interest, Liquidity Preference Theory of
Interest, Criticism, Concept of gross interest net interest.
4) Theories of Profit – Uncertainty Bearing Theory of Profit, Dynamic Theory of Profit,
Innovation theory of Profit, Criticism, Gross Profit, Normal Profit, Abnormal profit.
5) Theory of Wages – Nominal wages, real wages, Exploitation of labor, Marginal productivity
theory of wages.
 I YEAR BUSSINESS COMMUNICATION

UNIT – I

Communication-Defining communication, Process of communication, Communication Model,

Objectives of communication, Principles of communication, Importance of Business
communication, Importance Feedback.

UNIT – II

Channels of communication, Types of communication, Dimensions of communication, Barriers

to communication Verbal, Non-Verbal, Formal, Informal communication.

UNIT – III

Fundamental of Business writing, Format of Business, Types of Business letter, Inquiry letter,
complaint letter Persuasive letter, Proposal, Report Writing.

UNIT – IV

Employment Messages Writing Resume, Application letter, Writing the opening paragraph,
Writing the closing paragraph, summarizing.

UNIT – V

Spoken skills Conducting Presentation, Oral presentation, Debates, Speeches, Interview, Group
Discussion, English Pronunciation, Building Vocabulary. UNIT-VI Barriers to Effective
Communication and ways to overcome them, Listening: Importance of Listening, Types of
Listening, Barriers to Listening and overcoming them, Listening situations, Developing Listening
Skills.
 I YEAR FINANCIAL ACCOUNTING

UNIT I - MEANING AND SCOPE OF ACCOUNTING

Need, development, and definition of accounting; Bookkeeping and accounting; Persons
interested in accounting; Disclosures; Branches of accounting; Objectives of accounting
UNIT II -ACCOUNTING PRINCIPLES
International Accounting Standards (only outlines); Accounting principles; Accounting Standards
in India.
UNIT III- ACCOUNTING TRANSACTIONS
Accounting Cycle; Journal; Rules of debit and credit; Compound journal entry; Opening entry;
Relationships between Journal and Ledger; Rules regarding posting; Trial balance; Sub divisions
of journal.
UNIT IV- CAPITAL AND REVENUE
Classification of income; Classification of expenditure; Classification of receipts Accounting
concepts of income; Accounting concepts and income measurement; Expired costs and income
measurement Final Accounts; Manufacturing account; Trading account; Profit and loss account;
Balance Sheet; Adjustment entries, Rectification of errors; Classification of errors; Location of
errors; Suspense accounts; Effects on profit.
UNIT V -DEPRECIATION PROVISIONS AND RESERVES
Concept of depreciation; Causes of depreciation; Depreciation, depletion, amortization, and
dilapidation; Depreciation accounting; Methods of recording depreciation; Methods for
providing depreciation; Depreciation of different assets; Depreciation of replacement cost;
Depreciation accounting as per accounting standard; Depreciation accounting; Provisions and
reserves.
 I YEAR BANKING THEORY AND PRACRISE

UNIT-I: INTRODUCTION
Meaning & Definition of Bank – Functions of Commercial Banks – Kinds of Banks -Central
Banking Vs. Commercial Banking.
UNIT-II: BANKING SYSTEMS
Unit Banking , Branch Banking, Investment Banking- Innovations in banking – e banking - Online
and Offshore Banking , Internet Banking - Anywhere Banking - ATMs- RTGS.
UNIT-III: BANKING DEVELOPMENT
Indigenous Banking - Cooperative Banks, Regional Rural banks, SIDBI, NABARD -EXIM Bank.
UNIT-IV: BANKER AND CUSTOMER
Meaning and Definition of Banker and customer – Types of Customers – General Relationship
and Special Relationship between Banker and Customer - KYC Norms.
UNIT-V: COLLECTING BANKER AND PAYING BANKER
Concepts - Duties & Responsibilities of Collecting Banker – Holder for Value – Holderin Due
Course – Statutory Protection to Collecting Banker - Responsibilities of Paying Banker - Payment
Gateways.
 II YEAR MARKETING MANAGEMENT

UNIT I SALESMANSHIP

Meaning, Definition, Characteristics, Concept, Kinds, Nature, Evolution, and Psychology in

Selling, Scope, Limitations and Importance; Sales Management: Meaning, Definition,
Characteristics, Principles, Functions and Importance, Difference between Sales Management
and Marketing Management.

UNIT II SALESMAN

Types, Qualities, Objectives, Duties and Responsibilities of Good Salesman, Recruitment,

Selection and Training of Salesman: Sources of Recruitment, Principles of Selection, Selection
Procedure, Meaning, Advantages, Disadvantages, Methods, Principles and Limitation, Subject
Matter and Types of Good Training Programme.

UNIT III REMUNERATION/ COMPENSATION

Essentials of Good Remuneration Plan, Objectives, Methods, Factors determining

Remuneration Plan, Comparative study of various plans. Motivating Sales Force: Meaning,
Definition, Objectives, Importance and Methods.

UNIT IV Sales Planning

Meaning, Components, Elements, Types, Importance and Limitations, Sales Fields or territories:
Meaning, Definition, Objectives, Factors determining Size, Allocation of Sales territories, Steps
in setting Sales territories. Sales Quota: Meaning, Definition, Objectives, Factors determining
Sales Quota, Methods of determining Sales Quota, Types, Principles of Successful Sales Quota,
Advantages and Disadvantages of Sales Quota.

UNIT V CONSUMER BEHAVIOR

Meaning, Definition, Variables and Factors affecting Consumer Behavior. Buying Motives:
Meaning, Kinds, Chief Buying Motives, Different Types of Consumers, Behavior and Customer
Service.
 II YEAR FINANCIAL MANAGEMENT

UNIT – I THE FINANCE FUNCTION

Nature and scope, evolution of finance function , new role in the contemporary scenario , goals
of finance function ,maximizing vs. satisfying, profit vs. wealth vs. welfare, the agency
relationship and costs, risk-return trade off, concept of time value of money ,future value and
present value.
UNIT – II THE INVESTMENT DECISION
Investment decision process, developing cash flow, data for new projects, capital budgeting
techniques :traditional and discounted cash flow methods, the net present value vs. internal
rate return debate; approaches for reconciliation, capital budgeting decision under conditions
of risk and uncertainty; cost of capital: concept and measurement of cost of capital, debt vs.
equity, cost of equity, preference shares, equity capital and retained earnings, weighted
average cost of capital and marginal cost of capital. Importance of cost of capital in capital
budgeting decisions.
UNIT – III CAPITAL STRUCTURE DECISIONS
Capital structure vs. financial structure: capitalization, financial leverage, operating leverage
and composite leverage, earnings before interest and tax, Earning Per Share Analysis.
Indifference Point/Break even analysis of financial leverage, capital structure theories: the
Modigliani miller Theory, NI, NOI theory and traditional Theory: a critical appraisal.
UNIT – IV DIVIDEND DECISIONS
Dividends and value of the firm. Relevance of dividends, the MM hypothesis, Factors
determining dividend policy, dividends and valuation of the firm, the basic models. Declaration
and payment of dividends, bonus shares, Rights issue, share-splits, Major forms of dividends:
cash and bonus shares, The theoretical backdrop: dividends and valuation, Major theories
centered on the works of GORDON, WALTER and LITNER. A brief discussion on dividend policies
of Indian companies, working capital management: components of working capital, gross vs.
net working capital, determinants of working capital needs, the operating cycle approach.
UNIT – V MANAGEMENT OF CURRENT ASSETS
Management of cash, basic strategies for cash management, cash budget, cash management
techniques/processes; management of receivables and management of inventory, the
importance of current assets management in working capital planning, planning of working
capital, financing of working capital through bank finance and trade credit, recommendations of
Tandon and Daheja committee on working capital, cases.
 II YEAR HUMAN RESOUCRCES MANAGEMENT

UNIT – I INTRODUCTION
Importance of Human Resource Management – Meaning, Nature and Scope, Functions and
Role of HR Manager – Advisory and service function to other department – HRM function
planning – objectives and policies, organizing the HRM Department.
UNIT – II PROCUREMENT AND DEVELOPMENT FUNCTIONS
Job Analysis, Job description, job specification, recruitment, selection, placement and induction
and socialization.
UNIT – III TRAINING & DEVELOPMENT
Types and method, job change – career planning, promotion, demotion, transfer, separations.
UNIT – IV Compensation Function: Job evaluation – Merit rating – Methods’ of wage, payment,
incentive compensation – Types, advantages, perquisites. Wage system in India – Minimum
wage, fair wage, living wage.
UNIT – V MAINTENANCE AND INTEGRATION FUNCTIONS
Administration of welfare, amenities & fringe benefits, safety & accident prevention work,
environment fatigue safety, accident prevention. Employee grievances and their redressal,
suggestion schemes, administration of discipline.
UNIT-VI AUDIT AND CONTROL FUNCTION
Performance appraisal – purpose, factors, methods 360 degree feed back uses and application,
human resource accounting
 II YEAR COST AND MANAGEMENT ACCOUNTING

UNIT 1 INTRODUCTION TO COST AND MANAGEMENT ACCOUNTING

a. Objectives and Scope of Cost and Management Accounting,

b. The users of Cost and Management accounting information, Functions of management
accounting.
c. Role of cost accounting department in an organisation and its relation with other
departments.
d. Installation of Costing System
e. Relationship of Cost Accounting, Financial Accounting, Management Accounting and
Financial Management.

UNIT 2 ASCERTAINMENT OF COST AND COST ACCOUNTING SYSTEM

i. Material Cost
a. Procurement procedures- Store procedures and documentation in respect of
receipts and issue of stock, Stock verification,
b. Valuation of material receipts,
c. Inventory control
ii. Employee Cost
a. Attendance and Payroll procedures
▪ Elements of wages- Basic pay, Dearness Allowance, Overtime, Bonus,
Holiday and leave wages, Allowances and perquisites.
b. Employee Cost Control
c. Employee Turnover- Methods of calculating employee turnover, causes of
employee turnover, effects of employee turnover.
iii. Direct Expenses
a. Direct Expenses
b. Nature of Direct or Chargeable expenses.
c. Sub-contracting- Control on material movements, Identification with the main
product or service.
iv. Overheads
a. Functional analysis- Factory, Administration, Selling, Distribution, Research and
Development.
b. Behavioral analysis- Fixed, Variable and Semi- Variable.
c. Allocation and Apportionment of overheads using Absorption Costing Method.
UNIT 3 METHODS OF COSTING

i. Single Output/ Unit Costing

ii. Job Costing: Job cost cards and databases, collecting direct costs of each job, attributing
overheads to jobs, Application of job costing.
iii. Batch Costing: Determination of optimum batch quantity, Ascertainment of cost for a
batch, Preparation of batch cost sheet, Treatment of spoiled and defective work.
iv. Contract Costing
a. Ascertainment of cost of a contract, Progress payment, Retention money,
Escalation clause, Cost plus contract, Value of work certified, Cost of Work not
certified.
b. Determination Value of work certified, Cost of work not certified, Notional or
Estimated profit from a contact.

UNIT 4 COST CONTROL AND ANALYSIS

i. Standard Costing
a. Setting up of Standards, Types of Standards, Standard Costing as method
of performance measurement.
ii. Marginal Costing
a. Basic concepts of marginal costing, Contribution margin, Break-even
analysis, Break –even and profit volume charts, Contribution to sales
ratio, Margin of Safety, Angle of Incidence, Cost-Volume-Profit Analysis
(CVP), Multi- product break- even analysis, Consideration of Limiting
factor (key factor),
b. Determination of Cost of a product/ service under marginal costing
method, determination of cost of finished goods, work-in-progress,
iii. Budget and Budgetary Control
a. Meaning of Budget, Essentials of Budget, Budget Manual, Budget setting
process, Preparation of Budget and monitoring procedures.
b. The use of budget in planning and control
 III YEAR BUSSINESS ENVIRONMENT

UNIT – I

Meaning of Business Environment, Factors affecting environment to the business, Internal and
external environment, microenvironment, macro environment. Types of environment.

UNIT – II
Economic Environment: Nature of economy, structure of the economy, economic policies,
economic conditions.

UNIT – III
Political Environment: Economic roles of the government, government and legal environment,
economic roles of government of India.

UNIT – IV
Technological Environment: Concept and significance of technological environment, regulation
of foreign investment and collaboration.

UNIT – V
Social Environment: Business and society, business and culture, language, culture and
organizational behaviour, other social/cultural factors, social responsibility of business.

UNIT – VI
The contribution of Public sector enterprises in India, Privatization and disinvestment in India,
Foreign Direct Investment in India, its impact on Indian economy.
 III YEAR BUSSINESS LAW AND TAXATION

UNIT-I: CONTRACT

Meaning and Definition of Contract - Essential Elements of Valid Contract -Valid, Void and
Voidable Contracts - Indian Contract Act, 1872.

UNIT-II: OFFER, ACCEPTANCE AND CONSIDERATION

Definition of Valid Offer, Acceptance and Consideration - Essential Elements of a Valid Offer,
Acceptance and Consideration.

UNIT-III: CAPACITY OF THE PARTIES AND CONTINGENT CONTRACT

Rules Regarding to Minors Contracts - Rules Relating to Contingent Contracts - Different Modes
of Discharge of Contracts - Rules Relating to Remedies to Breach of Contract.

UNIT-IV: SALE OF GOODS ACT 1930 AND CONSUMER PROTECTION ACT 2019

Contract of Sale - Sale and Agreement to Sell - Implied Conditions and Warranties - Rights of
Unpaid Vendor- Definition of Consumer - Person - Goods - Service - Consumer Dispute -
Consumer Protection Councils - Consumer Dispute Redressal Mechanism.

UNIT-V: CYBER LAW

Overview and Need for Cyber Law - Contract Procedures - Digital Signature – Safety Mechanisms
 III YEAR ENTERPRENEURSHIP AND SMALL INDUSTRY

UNIT 1: ENTREPRENEURSHIP: CONCEPT AND FUNCTIONS

•Entrepreneurship – Concept, Functions and Need

• Why Entrepreneurship for You
• Myths about Entrepreneurship
• Advantage and Limitations of Entrepreneurship
• Process of Entrepreneurship
• Entrepreneurship – The Indian Scenario

UNIT 2: AN ENTREPRENEUR

• Why be an Entrepreneur
• Types of Entrepreneurs
• Competencies and characteristics
• Entrepreneurial Values, Attitudes and Motivation
• Intrapreneur: Meaning and Importance

UNIT 3: ENTREPRENEURSHIP JOURNEY

• Idea generation.
• Feasibility Study and opportunity assessment
• Business Plan: meaning, purpose and elements
• Execution of Business Plan

UNIT 4: ENTREPRENEURSHIP AS INNOVATION AND PROBLEM SOLVING

• Entrepreneurs as problem solvers

• Innovations and Entrepreneurial Ventures – Global and Indian
• Role of Technology – E-commerce and Social Media
• Social Entrepreneurship – Concept

UNIT 5: UNDERSTANDING THE MARKET

• Market; Concept, Types

• Micro and Macro Market Environment
• Market Research - Concept, Importance and Process
• Marketing Mix

III YEAR PROGRAMMING AND DATABASE SYSTEM

Unit – I

Introduction to Databases and Transactions What is database system, purpose of database

system, view of data, relational databases, database architecture, transaction management.

Unit- II

Data Models The importance of data models, Basic building blocks, Business rules, The
evolution of data models, Degrees of data abstraction.

Unit-III

Database Design ,ER-Diagram and Unified Modeling Language Database design and ER
Model:overview, ER-Model, Constraints, ER-Diagrams, ERD Issues, weak entity sets, Codd’s
rules, Relational Schemas, Introduction to UML Relational database model: Logical view of data,
keys, integrity rules. Relational Database design: features of good relational database design,
atomic domain and Normalization (1NF, 2NF, 3NF, BCNF).

Unit- IV

Relational Algebra and Calculus Relational algebra: introduction, Selection and projection, set
operations, renaming, Joins, Division, syntax, semantics. Operators, grouping and ungrouping,
relational comparison. Calculus: Tuple relational calculus, Domain relational Calculus, calculus
vs algebra, computational capabilities.

Unit- V

Constraints, Views and SQL What is constraints, types of constrains, Integrity constraints,
Views: Introduction to views, data independence, security, updates on views, comparison
between tables and views SQL: data definition, aggregate function, Null Values, nested sub
queries, Joined relations. Triggers.
 III YEAR PRODUCT MANAGEMENT

UNIT-1: PRODUCT DEVELOPMENT PROCESSES

Characteristics of Successful Product development, Generic development process, Concept

development: Concept generation process, Concept selection, Concept Embodiment, Process
flows. Product life cycles, The challenges of Product development. Reverse Engineering and
Redesign Product development Processes.

UNIT-2: PRODUCT PLANNING AND CUSTOMER NEED

Identifying Opportunities, Evaluate and Prioritize, Allocate resources, and scheduling tools.
Identifying customer need: Types of customer needs, Customer need models. Gathering
Customer needs: Need Gathering Methods, Conducting Interviews: Like Dislike Method,
Articulated-Use Method, Product feel, and Industrial Design. Organizing and Prioritizing Needs:
Grouping Interpreted needs, Affinity Diagram, determining need Importance, Customer use
patterns, Customers need Documentation.

UNIT-3: PRODUCT CONFIGURATION AND DESIGN FOR FUNCTION

Design for function techniques, Function analysis, and function family tree. Design Evaluation:
Design for manufacturing methodology, Design for assembly methodology, Additional Assembly
evaluation methods. Product evaluation: Product design for disassembly, Evaluation of Product
for disassembly aspects in products, Design for Product maintenance. Product specifications.

UNIT-4: PRODUCT ARCHITECTURE AND VIRTUAL PRODUCT PROTOTYPING

Product Architectures type, Product Modularity, and types, Modular design, and methods.
Advance functional methods: Function dependency, Module heuristics, and application.
Introduction to virtual reality, Design using virtual prototyping, Application of digital tools,
Introduction to Additive manufacturing.

UNIT-5: ISSUES RELATED TO PRODUCT DEVELOPMENT

Legal issues: intellectual property rights patents, trademarks, copy rights, trade secrets,
licensing; franchising.

III YEAR SALES MANAGEMENT

UNIT 1: INTRODUCTION

The Nature and Importance of Personal Selling, Nature of Sales Management Situations where
Personal Selling is more effective than Advertising, Types of Selling situations, types of Sales
Persons, Application of AIDA Model in Personal Selling.

UNIT 2: PROCESS OF PERSONAL SELLING

Process of Effective Selling; Prospecting, Pre-approach, Approach, Presentation and

Demonstration, Handling the objections, Closing the Sales, Post-Sale Activities,
Qualities of a Successful Salesperson with reference to B2C, B2B marketing.

UNIT 3: CONTROLLING THE SALES EFFORT

Sales Forecasting; Sales Budget, Sales Quotas, Sales Territories, Sales Controlling and Sales Cost
Analysis.

UNIT 4: MANAGING THE SALESFORCE

Recruitment and Selection, Training and Development, Compensation and Innovation, Direction
and Suspension, Performance Appraisal of Sales Personnel.

Unit 5:

Emerging Issues in Selling Aspects Ethical and Legal Aspects of Selling, Measures for Making
Selling an attractive Career, Recent Trends in Selling.