Course Title : Administration Duration : ester I

Bachelor of Business 3 YearsSem

SEMESTER I Marks Paper Code BBA 101 BBA 102 BBA 103 BBA 104 BBA 105 BBA 106 BBA 201 BBA 202 BBA 203 BBA 204 BBA 205 BBA 206 BBA 301 BBA 302 BBA 303 BBA 304 BBA 305 BBA 306 BBA 401 BBA 402 BBA 403 BBA 404 BBA 405 BBA 406 BBA 501 BBA 502 BBA 503 BBA 506 BBA 601 BBA 603 BBA 604 BBA 606

Course Title Introduction to Business Organization & Management Introduction to Quantitative Methods Introduction to Business Statistics Organization Behaviour Cost Accounting Introduction to Economics SEMESTER II Introduction to Finance Introduction to Marketing Sales Management Introduction to Human Resource & Personnel Management Industrial Relations Managerial Economics SEMESTER III Brand Management Production & Operations Management Distribution Management Management Accounting Industrial Law Introduction to Legal Systems (Business & Company Law) SEMESTER IV Compensation Management Rural & Social Marketing Advertising Management Insurance & Banking Indian Financial System IT in Management SEMESTER V Entrepreneurship & Small Business Management Business Environment International Marketing Security Analysis and Portfolio Management SEMESTER VI Business Policy and Competitive Strategy Project Management Corporate Taxation and Financial Planning Training and Development

Internal 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25 25

External 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75 75

Total 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100 100

PROJECT: At the end of the 5th Semester SYLLABUS FOR SEMESTER I

INTRODUCTION TO BUSINESS ORGANIZATION & MANAGEMENT UNIT 1. MEANING AND SCOPE OF BUSINESS Concepts of trade, commerce, business, profession, etc; spectrum of business activities: manufacturing and services; domestic and international. Forms of business enterprise: sole proprietorship, partnership, corporate form, cooperatives,etc UNIT 2. FUNCTIONAL ASPECTS OF BUSINESS Administrative decisions: Choice of a suitable form of business entity Operations: Size of business; location; layout; productivity; quality and logistics decisions Finance: Arranging for finance; management of finance; risk management and insurance Human Resource Management: Sources of manpower, recruitment, selection, compensation, training and retaining issues. Marketing: Assessment of demand and consumer behaviour ; development and implementation of marketing strategies. UNIT 3. PLANNING Environment analysis and diagnosis; strategy formulation; decision making; techniques of decision making. UNIT 4. ORGANIZING AND STAFFING Organizational structures: project, matrix, networks and other traditional structures; the process of organization, prerequisites for effective organization; issues of centralization and decentralization. Staffing: Overview; recruitment, selection; socialization; performance appraisal and career management; organizational change and organizational development. UNIT 5. LEADING AND DIRECTING LEADING Nature of people; harmonizing individual and organization objectives; motivating employees for job performance Leadership: definition and meaning, key elements of leadership, theories of leadership. COMMUNICATING Definition, significance and process of communication; communication flows in an organization; barriers to communication; gateways to effective communication.

CONTROLLING Need and importance; levels of control; techniques: control systems: Financial control, budgetary control, quality control, inventory control; MIS. ASSESSMENT Internal assessment: 25% Attendance and class participation Quizzes Mid term test

: 5% :10% :10%

RECOMMENDED BOOKSS Sherlekar & Sherlekar: Modern Business Organization & Management (HPH:2008) Meenakshi Gupta: Principles of Management (PHI:2009) Principles and practice of management by P C Shejwalkar General management by C B Gupta Process of management by Newman, William and others Management: history functions behaviour by Pitamber Business organization and management by P N Reddy

SYLLABUS FOR SEMESTER I INTRODUCTION TO QUANTITATIVE METHODS Unit 1: Matrices And Determinants Concept and algebra; inverse of a matrix Formulation of problems Linear equations and their solutions using matrices (for maximum 3 variables and with unique solutions) Unit 2: Differential Calculus Concepts (No Applications) Mathematical functions: Meaning and types (linear, quadratic, polynomial, exponential, log) Rules of differentiation (very briefly) Maxima and minima involving second or higher order derivatives Introduction to the concept of partial differentiation Unit 3: Mathematics For Finance Mathematics for Finance: Rates of interest and their inter-relationships; compounding and discounting process; annuities: meaning and types, calculation of their values; valuation of assets like debentures, loans, etc (Only basic concepts to be covered without getting into any depths) Unit 4: Quantitative Techniques For Business & Economics-I An orientation of the following topics need to be given: o Linear programming: Concept; Formulation of LPP, solution through graphical methods. o Game Theory: Concept why and how it is used, basic formulation of playoff matrices. No zero-sum games to be included. Unit 5: Quantitative Techniques For Business & Economics-II o Sequencing / Queuing: Concepts aligning optimal utilization of resources. Cover 1-2 problems in a 2-machine system. o Transportation / Assignment Concepts to make students aware of how quantitative applications help in solving transportation and assignment problems related to distribution and logistics management. ASSESSMENT Internal Assessment: 25% Attendance and Class Participation Quizzes Mid Term RECOMMENDED BOOKS

:5% : 10 % : 10 %

 R.S.Soni: Essential Business Mathematics and Business Statistics (Ane Books:2009): Part-A Quantitative Analyisis for Management: (7th Edition), by Barry Render, Ralph M Stair, Jr. [Prentice Hall of India] SYLLABUS FOR SEMESTER I ORGANIZATION BEHAVIOUR UNIT 1. INTRODUCTION Meaning, scope, and relevance of O.B. UNIT 2. UNDERSTANDING SELF Foundation of individual behaviour and the role of values, attitudes, personality, and emotions, perception and individual decision making; basic motivation concepts UNIT 3. INTERPERSONAL BEHAVIOUR Interpersonal relationships at work: Conflict and its management; Transaction Analysis Motivating others Job satisfaction UNIT 4. BEHAVIOUR IN A GROUP Group dynamics: Type of groups; group norms and roles; groupthink and cohesiveness; group development and facilitation Dynamics of leadership: Leadership styles and behaviour; their relative suitability. UNIT 5. THE ORGANIZATION SYSTEM Foundations of organization structure: Various forms Organization culture Organizational change: Forces governing; types; reaction to change; developing support for change ASSESSMENT Internal assessment: 25% Attendance and class participation Quizzes Mid term test

: 5% :10% :10%

RECOMMENDED BOOKS K.Ashwathapa: Organization Behaviour (Sultan Chand) Robbins, Organizational Behaviour

John W. NeVistrorr & Kieth Davis, Organizational Behaviour Fred Luthens, Organizational Behaviour M. Gangadhar. V.S.P.Rao and P.S.Narayan, Organizational Behaviour

SYLLABUS FOR SEMESTER I INTRODUCTION TO BUSINESS STATISTICS Unit 1: Basic Concepts Introduction Important concepts and tools Key formulas Statistics and quality improvement Data Collection and Representation - What is data Types of data Methods of data collection Graphical representation of data Interpretation of data using normal distribution, pie-chart, tabulation of data Unit 2: Descriptive Statistics Introduction & concepts Measure of Central Tendency o AM,GM,HM, Mean, Median and Mode o Application in real life Measure of variance o Absolute & Relative measure of variance, Range, Quantitative description o Average Deviation Group & ungroup data o Standard Deviation Group & ungroup data, Coefficient of S.D., Merits & demerits Skewness , Kurtosis o Grouped and ungrouped Skewness o Difference between variance and Skewness o Measure of Skewness, Kurtosis o Application Correlation & Regression Analysis o Introduction o Difference between Correlation & Regression o Formulas of Correlation & Regression o Coefficients of Correlation & Regression o Application of Correlation & Regression Unit 3: Sampling And Sampling Distribution Concept and purpose Sampling methods: Random, Nonrandom, probability methods

Limitations and errors Applications in business and management Unit 4: Hypothesis Testing What is hypothesis Procedure of hypothesis Testing of hypothesis Limitations and errors Applications of hypothesis Unit 5: Decision Theory Decision Environment Mini/Max, Max/Mini, Savage, Lapace Decision making under certainty, uncertainty, risk, conflict Decision making using Forecasting and time series analysis Real life examples Recommended Books : 1) Nabendu Pal: Statistics - Concepts And Applications , Prentice Hall of India 2) M.R. Spiegel and Larry J. Stephens : Statistics, Tata Mc. Graw Hill Edition. 3) M.R. Spiegel and Larry J. Schiller and R.Alu Srinivasan : Probability and Statistics, Tata Mc. Graw Hill Edition. 4) Statistics for Management (7th Edition), by David Levin, Stephen Rubin [Prentice Hall of India] 5) Business Statistics by S P Gupta and M P Gupta [S Chand & Sons]

SYLLABUS FOR SEMESTER I COST ACCOUNTING UNIT 1. COST CONCEPTS Introduction Cost concepts relating to income measurement Cost concepts relating to profit planning Cost concepts for control Cost concepts for decision-making UNIT 2. UNIT AND OPERATING COSTING Introduction Unit costing Operating Costing UNIT 3. VARIABLE AND ABSORPTION COSTING Introduction Variable and absorption costing: Comparison and reconciliation Variable costing and decision-making Advantages and limitations of variable costing UNIT 4. PROCESS COSTING Introduction Types of process costing UNIT 5. BUDGETARY CONTROL Fixed vs. Flexible budgeting Type of budgets Preparing different estimates Zero base budgeting ASSESSMENT Internal assessment: 25% Attendance and class participation : 5%

Quizzes Mid term test

:10% :10%

RECOMMENDED BOOKS S.N Maheshwari and S.N.Mittal: Cost Accounting Theory and Problems. Cost and management accounting by V K Saxena and C D Vashist Cost and management accounting by S N Maheshwari SYLLABUS FOR SEMESTER I INTRODUCTION TO ECONOMICS UNIT 1. INTRODUCTION TO THE BASICS OF ECONOMICS Fallacies of Economics. Problems of an economy and their solution; alternative (price and non price based) economic systems to tackle these problems ; economics, microeconomics and macroeconomics - concept; basic building blocks of microeconomics -rationality , marginalism, opportunity cost, general and partial equilibrium. UNIT 2. THE FUNDAMENTALS OF DEMAND AND SUPPLY Basic framework; demand theory and analysis; demand function; derivation of market demand Elasticity of demand: Concept, significance and measurement Consumer behaviour : Choice, preference and utility ;cardinal and ordinal approaches to consumer behaviour UNIT 3. PRODUCTION, COST, AND REVENUE ANALYSIS Concept; isoquant techniques; production function Laws of variable proportion; economies of scale; returns to scale Various cost concepts Traditional and modern theory of cost Revenue concepts Equilibrium of a firm UNIT 4. MARKET STRUCTURE AND PRICE DETERMINATION Various market forms: Perfect competition, monopoly, monopolistic and oligopoly Equilibrium and price determination in short and long run UNIT 5. BASICS OF MACRO ECONOMICS Economic aggregates; circular flow of income Theory of employment, income and output under Keysian thoughts

 Limitations of Keynes theory: General and for developing economies like India Income determination under two, three and four sector models; concept of multiplier Investment and consumption functions and their determinants in short and long run Inflation - Meaning, types, causes and control ASSESSMENT Internal Assessments: 25% Attendance and Class Participation Quizzes

:5% : 10 %

SYLLABUS FOR SEMESTER II INTRODUCTION TO MARKETING UNIT 1. MARKETING MANAGEMENT: NATURE AND SCOPE Nature and scope of marketing Customer orientation for marketing; customer acquisition, satisfaction, retention and development Marketing planning and management UNIT 2. BUILDING THE FOUNDATIONS Marketing environment in India Buying behaviour: factors influencing buying behaviour; stages in buying Indias consuming classes Selection of the market: Segmentation and targeting UNIT 3. MARKETING STRATEGIES Product strategy: product portfolio; new product development; management of PLC; branding; packaging Pricing : setting up price; initiating and responding to price change Promotion: Positioning; integrated marketing communication Placement; Marketing channels; logistics arrangements; retailing UNIT 4. MANAGING MARKETING EFFORTS Implementing, evaluating, and controlling marketing programs. UNIT 5. FOCUSSED MARKETING PROGRAMS Competitive marketing strategies Political marketing Ambush and guerilla marketing Marketing of movies Marketing to bottom of pyramid Durables marketing

 B2B marketing ASSESSMENT Internal assessment: 25% Attendance and class participation Quizzes Mid term test

: 5% :10% :10%

RECOMMENDED BOOKS Tapan K.Panda: Marketing Management (Excel: Latest Edition) William Perreault, Jr. & E. Jerome Mccarthy - Basic Marketing: A Global Marketing Approach (Special Indian Edition), Tata McGraw Hill Marketing Management: AN Indian Perspective Ramaswamy and Namakumari SYLLABUS FOR SEMESTER II INTRODUCTION TO FINANCE UNIT 1. INTRODUCTION TO FINANCIAL MANAGEMENT Role of finance, financial planning and financial management in an organization Difference between financial planning and financial management Objective of financial management Functions of financial management financing decisions, investment decisions and dividend decisions UNIT 2. TIME VALUE OF MONEY Concept of time value of money Time value for annuities Present value of a given cash flow Concept of Net Present Value i. ii. iii. UNIT 3. FINANCIAL STATEMENT ANALYSIS Uses of Financial Analysis Nature of Ratio Analysis Liquidity Ratios Leverage Ratios Activity Ratios Profitability Ratios Evaluation of a Firm's Earning Power Comparative Statements Analysis Trend Analysis Inter-firm Analysis Utility of Ratio Analysis -Cautions in using Ratio Analysis

UNIT 4. CAPITAL BUDGETING Nature of Investment Decisions Investment Evaluation Criteria Net Present Value Method Internal rate of Return Method Profitability Index Payback Period method UNIT 5. COST OF CAPITAL AND CAPITAL STRUCTURE Sources of financing Short term vs. long term financing options Calculation of cost of capital Debt vs equity and determinants of capital structure Modgliani Miller hypothesis on capital structure and valuation (basic introduction) ASSESSMENT Internal Assessment: 25% Attendance and Class Participation Quizzes Mid Term tests

:5% : 10 % : 10 %

RECOMMENDED BOOKS M Y Khan and P K Jain : Financial Management (TMH) Prasanna Chandra, Financial Management. TMH James Van Horne and John Wachowicz, Financial Management, Pearson Brigham & Houston, Fundamentals of Financial Management, Thomson Paresh P Shah, Financial Management, Biztantra

SYLLABUS FOR SEMESTER II INTRODUCTION TO HUMAN RESOURCE AND PERSONNEL MANAGEMENT UNIT 1. NATURE AND SCOPE OF HRM Meaning and definition of HRM HRM: Functions and objectives Personnel policies and principles Strategic Management: Meaning and process Role of HRM in strategic management Human Resource planning: Meaning; importance; planning peocess UNIT 2. JOB ANALYSIS AND DESIGN Meaning and definition Job analysis and competitive advantage The process of job analysis Job design: Meaning, factors affecting, approaches UNIT 3. RECRUITMENT, SELECTION, TRAINING AND DEVELOPMENT Meaning and definition, purpose and importance Factors governing recruitment Recruitment process: Planning, searching, screening, evaluation and control Selection: Meaning and process Barriers to effective selection Orientation and placement Training and development UNIT 4. PERFORMANCE APPRAISAL AND JOB EVELUATION Appraisal: Meaning, objective, and process Challenges of performance appraisal

 Job evaluation: Meaning, scope, and process Methods of job evaluation UNIT 5. EMPLOYEE COMPENSATION & BENEFITS Remuneration: Components, factors affecting Remuneration plan Incentive schemes: Meaning and types; incentive plans Employee benefits: Meaning and types; various programs ASSESSMENT Internal assessment: 25% Attendance and class participation : 5% Quizzes :10% Mid term test :10% RECOMMENDED BOOKS Gary Dessler: Personnel / Human Resource Management (PHI: Latest edition) SYLLABUS FOR SEMESTER II SALES MANAGEMENT UNIT 1. PERSONAL SELLING AND SALES PROCESS Sales management, personal selling, and salesmanship Objectives of personal selling; the selling process UNIT 2. SALES PLANNING Sales organization; sales forecasting Budgeting Territory designing UNIT 3. SALES CONTROL Managing sales quota Sales control and cost analysis UNIT 4. SALES FORCE MANAGEMENT Recruitment and selection Motivation; compensation Evaluation Control of sales force UNIT 5. CASE STUDIES

ASSESSMENT Internal assessment: 25% Attendance and class participation Quizzes Mid term test

: 5% :10% :10%

RECOMMENDED BOOKS P.Venugopal : Sales and Distribution Management (Sage) Running an effective sales office by Patrick Forsyth Sales management by Richard R Still Principles of marketing and salesmanship by C N Sontakki and R G Deshpande

SYLLABUS FOR SEMESTER II INDUSTRIAL REALTIONS UNIT 1. INDUSTRIAL RELATIONS Objectives; requisites; nature; scope UNIT 2. INDUSTRIAL DISPUTES AND COLLECTIVE BARGAINING Meaning and kinds; causes, machinery for prevention and settlement Nature; prerequisites; techniques; processes; advantages and disadvantages Participative management: Forms; levels; models; objectives; working UNIT 3. WORKERS AND EMPLOYERS ASSOCIATIONS Trade unions and employers organizations: forms, purpose; effectiveness UNIT 4. DISCIPLINE AND GRIEVANCES Concept; importance; objectives and approaches; steps in disciplinary action Internal enquiry; charge sheet; grievance settlement: steps and principles UNIT 5. LABOR WELFARE AND SOCIAL SECURITY Objectives; importance; forms ASSESSMENT Internal assessment: 25% Attendance and class participation Quizzes

: 5% :10%

Mid term test

:10%

RECOMMENDED BOOKS John M Ivancevich: Human Resource Management (TMH: Latest Edition) RATNA SEN: Industrial Relations shifting paradigm (Macmillan) Personal Management And Industrial Relations by MM Varma and R K Aggrawal

SYLLABUS FOR SEMESTER II MANAGERIAL ECONOMICS UNIT 1. INTRODUCTION Economics And managerial decision making Managerial decision making under perfect information, risky and uncertain situations. Managerial Economics: Definition and scope; distinction between economics and managerial economics. UNIT 2. DEMAND ANALYSIS Demand side of the market; demand for a specific firm/ brand Factors influencing demand: Managerial implications. Demand elasticities and lessons for a manager. Demand estimation and forecasting: Basic methods. (Note: The focus will be on demand for a particular firms brand) UNIT 3. CONSUMER DECISION MAKING Logic of buying and consumption Conventional explanation for consumer behavior: Review Attributes approach for explaining consumer choices Revealed preference theory UNIT 4. PRODUCTION AND COST ANALYSIS Production: Conceptual framework and review Cost concepts; their role in decision making; incrementation; engineering cost curves.

 Economies and diseconomies in production and supply. Justification for small enterprises UNIT 5. PRICING DECISIONS IN THE REAL WORLD Pricing decisions when competitors would not react. Pricing under mutual dependence conditions Pricing for attaining long term objectives. Mark up pricing. Price regulation Joint products pricing ASSESSMENT Internal assessment: 25% Attendance and class participation : 5% Quizzes :10% Mid term test :10% RECOMMENDED BOOKS Mark Hirschey: Managerial Economics (Cengage: 2009) Managerial economics by G S Gupta Managerial economics by Joel Dean SYLLABUS FOR SEMESTER III BRAND MANAGEMENT UNIT 1. BRAND MANAGEMENT: OVERVIEW What is brand; what can be branded; why do brands matter Brand equity: Concept; sources; benefits Brand knowledge structure: Awareness; image UNIT 2. BUILDING BRAND EQUITY Choosing brand elements; brand elements and tactics for building equity Designing marketing program for brand equity build up Secondary brand associations Measurement of brand equity UNIT 3. MANAGING BRAND EQUITY Branding strategies: Brand product matrix; brand hierarchy Designing a branding strategy UNIT 4. BRAND EXTENSIONS Meaning; advantages; disadvantages Evaluation of extension and opportunities UNIT 5. MANAGING EQUITY OVERTIME

Reinforcement and revitalization of brands Brand portfolio

ASSESSMENT Internal assessment: 25% Attendance and class participation Quizzes Mid term test RECOMMENDED BOOKS HV Verma: Brand Management (Excel:2007)

: 5% :10% :10%

SYLLABUS FOR SEMESTER III PRODUCTION AND OPERATIONS MANAGEMENT UNIT 1. MANAGING OPERATIONS Nature and scope of production/operation management Relationship with other functional areas Standardisation and simplification Reliability and redundancy Value engineering Ergonomic considerations Product (and service) design for differentiation UNIT 2. PROCESS DESIGNING Types of production systems and layouts Capacity requirements planning Facilities, location and influencing factors; evaluation of alternatives JIT, FMS, and Group Technology UNIT 3. PRODUCTIVITY AND WORK STUDY Method study: Basic procedure, charts, diagram Work measurement & Time study Work sampling, learning curve, production standards Aggregate production planning; heuristic methods

UNIT 4. INVENTORY CONTROL Inventory management: Basic concepts; selective inventory control models; ordering systems; material requirement planning; operations scheduling: Meaning; dynamic and static scheduling; design rules UNIT 5. QUALITY CONTROL AND MANAGEMENT Quality control; variables and attributes Process control and acceptance sampling Maintenance: Facilities; total productive maintenance Meaning of quality orientation to customer satisfaction Introduction to the concept and scope of Total Quality Management ASSESSMENT Internal assessment: 25% Attendance and class participation : 5% Quizzes :10% Mid term test :10% RECOMMENDED BOOKS Everett E Adam, Jr. and Ronald J Ebert :Production & Operations Management (Prentice Hall of India) SYLLABUS FOR SEMESTER III DISTRIBUTION MANAGEMENT UNIT 1. DISTRIBUTION MANAGEMENT:INTRODUCTION Role and functions of distributing, intermediaries and channels in marketing activity Vertical and horizontal marketing systems Idea about logistics management UNIT 2. RETAILING AND WHOLESALING Importance of channel partners Retailing type of retailers, retail management strategies; wholesaling role and types Management of channel members UNIT 3. SUPPLY CHAIN AND LOGISTICS MANAGEMENT Objectives Order processing Warehousing Inventory management; transportation Management of physical distribution

UNIT 4. INFORMATION TECHNOLOGY & PLACEMENT IT for channel management IT for logistics management UNIT 5. CASE STUDIES ASSESSMENT Internal assessment: 25% Attendance and class participation Quizzes Mid term test

: 5% :10% :10%

RECOMMENDED BOOKS P. Venugopal : Sales and Distribution Management (Sage)

SYLLABUS FOR SEMESTER III MANAGEMENT ACCOUNTING UNIT 1. INTRODUCTION TO ACCOUNTING STANDARDS AND FINANCIAL STATEMENTS Meaning of accounting Output of the accounting process GAAP Concept underlying the financial statement Accounting standards International and Indian Importance of accounting standards UNIT 2. ACCOUNTING MECHANICS Rules of Debit and Credit Types of accounts Books of accounts Recording of transaction in journal Posting of transactions in the ledger

UNIT 3. ACCOUNTING FOR FIXED ASSETS AND INVENTORIES Introduction Cost of inventory Methods of inventory costing Inventory control techniques Determination of the cost of various types of fixed assets Concept and methods of providing depreciation Implications on changing the method of depreciation UNIT 4. PREPARATION OF FINANCIAL STATEMENTS TRIAL BALANCE AND ADJUSTMENTS Preparation of trial balance from general ledger balances Detecting errors revealed and concealed by a trial balance Passing of different adjustments entries PROFIT AND LOSS ACCOUNT Preparation of P&L a/c from a given trial balance Distinction between capital and revenue expenditure BALANCE SHEET Preparation of balance sheet Limitation of balance sheet Vertical form of financial statement Analysis of balance sheet UNIT 5. FINANCIAL STATEMENT ANALYSIS Introduction Ratio analysis Types of ratios:Liquidity,leverage/capital structure, profitability, and activity Common size statements Importance and limitations of ratio analysis ASSESSMENT Internal assessment: 25% Attendance and class participation : 5% Quizzes :10% Project submission on basic comparative analysis of Balance Sheet and P&L accounts of two companies :10% RECOMMENDED BOOKS M Y Khan and P K Jain : Management Accounting (TMH) R. Narayanaswamy, Financial Accounting, PHI Dr. Jawaharlal, Accounting for Management, HPH

Louderback and Holmgren, Managerial Accounting, Thomson Ambrish Gupta- Financial Accounting for Management, Pearson

SYLLABUS FOR SEMESTER III INDUSTRIAL LAW UNIT 1. INTRODUCTION Objectives behind substantive and procedural labor laws; scope and emergence of socio economic foundations. UNIT 2. LAWS RELATING TO WORKING CONDITIONS FACTORIES ACT, 1948: Objectives; definition of a factory; approval, licencing and registration;regulations relating to health, safety, welfare, hazardous processes, working hours, employment of special categories (children, women, etc) leave and wages; special provisions; penalties and procedures for violatios; appeals allowed. UNIT 3. LAWS RELATING TO WAGES AND BONUS Payment of Wages Act, 1936: Need and scope; various relevant definitions; Rules for payment of wages; deductions from wages; maintenance of registers and records; enforcement of the Act; inspectors; claims arising out of deductions or delays in payment; appeals allowed. Minimum Wages Act, 1948: Need and scope; objectives; constitutional provisions; items included; wage fixation and revision; enforcement; offences and penalties.

Payment of Bonus Act, 1965.

UNIT 4. LAWS RELATING TO INDUSTRIAL RELATIONS- 1 Industrial Disputes Act: Need, scope and objective; relevant definitions; procedure for settlement of disputes; various officials/ bodies for settlement/ conciliation; arbitration mechanism and process, including awards and settlements; strikes and lockouts; Legal provisions, Layotts and retrenchments; provisions relating to closure of a unit; unfair labor practices and remedies available. UNIT 5. LAWS RELATING TO INDUSTRIAL RELATIONS-2 Trade Union Act, 1926: Need for a union; role and functions; history of trade union movement in India; laws relating to TC activities: definition, registration and rules governing the functioning; rights and privileges of a registered TV, duties and liabilities; dissolution and derecognition of a TV. ASSESSMENT Internal assessment: 25% Attendance and class participation : 5% Quizzes :10% Mid term test :10% RECOMMENDED BOOKS M.C Kuchhal & Deepa Prakash: Business Legislation for management (Vikas: Latest Edition) A.M.Sharma -Industrial Jurisprudence and Labour Legislation -HPH B.O Singh -Labour Laws for Managers -Excel Books SYLLABUS FOR SEMESTER III INTRODUCTION TO LEGAL SYSTEM (BUSINESS & COMPANY LAW ) UNIT 1. LAW AND BUSINESS Need for, and overview of, legal aspects of business; sources of business law UNIT 2. INDIAN CONTRACT ACT, 1872 Introduction; offer and acceptance; essentials of a valid contract; performance of contract; breach of contracts and remedies available; quasi contracts. UNIT 3. SALE OF GOODS ACT, 1930 Sale and agreement to sell; conditions and warranties; doctrine of Caveat Emptor; unpaid, seller rights; auction sales. UNIT 4. NEGOTIABLE INSTRUMENT ACT, 1881 Meaning of negotiability; types of negotiable instruments; bills of exchange, cheques,promissory notes; holder and holder in due course.

UNIT 5. COMPANIES ACT AND PROVISIONS Companies and its formation Share capital and shareholders Management of the company Investigations Winding up ASSESSMENT Internal assessment: 25% Attendance and class participation Quizzes Mid term test

: 5% :10% :10%

RECOMMENDED BOOKS P.K.Goel: Business Laws for Management (Biztantra:2007) Business Law S S Gulshan Business Law M C Kuchhal Business Law by N D Kapoor Mercantile Law by P R Chadha

SYLLABUS FOR SEMESTER IV COMPENSATION MANAGEMENT UNIT 1. BASICS OF COMPENSATION Basic consideration in determining pay rates; pricing management and professional jobs; current issues in compensation management UNIT 2. MOTIVATION AND INCENTIVES Human needs motivation; equitable rewards and human motivation; money and motivation Incentives for production employees, managers & executives, and sales people Incentives to other professionals UNIT 3. BENEFITS AND SERVICES Supplementary pay benefits; insurance benefits; retirement benefits; employee services benefits Benefits today and tomorrow

UNIT 4. NONFINANCIAL MOTIVATION Alternative work arrangements, including quality circles and other programs Comprehensive quality improvement programs UNIT 5. WAGES IN INDIA Minimum, fair, and living wages; state regulation; regulating payment of wage Pay Commissions; DA; bonus, etc. Wage differentials and national wage policy ASSESSMENT Internal assessment: 25% Attendance and class participation Quizzes Mid term test

: 5% :10% :10%

RECOMMENDED BOOKS S.K.Bhatia: New Compensation Management in Changing Environment (Deep & Deep) Cynthia D Fisher -Human Resource Management -5th Edition-Biztantra. A M Sharma -Aspects of Labour Welfare and Social Security -HPH Lawrence Kielman-Human Resource Management -3rd Edition-Biztantra B.D Singh -Compensation & Rewards Management -Excel Books

SYLLABUS FOR SEMESTER IV RURAL AND SOCIAL MARKETING RURAL MARKETING UNIT 1. INTRODUCTION Definition; myths and realities of rural markets Characteristics of rural customer Rural market environment, including infrastructure Rural marketing and the 4 Ps: Problem areas Challenges of rural marketing UNIT 2. STRATEGIES Rural market segmentation and targeting; rural marketing research Product strategies Pricing strategies Promotional strategies

Placement strategies Marketing of rural and cottage industry products Future of rural marketing in India. SOCIAL MARKETING

UNIT 3. FOUNDATION OF SOCIAL MARKETING Meaning, nature, and scope; need for social marketing Conceptual framework of social marketing Challenges involved in social marketing UNIT 4. STRATEGIES AND APPLICATIONS Segmentation and target market selection Marketing strategy and 4Ps Not for profit organizations (including Govt.) in social marketing Social marketing in the areas of health (Hygiene, family planning, AIDS prevention), financial decisions (small savings, retirement planning, investor education), and political system (voting). ASSESSMENT Internal assessment: 25% Attendance and class participation : 5% Quizzes on both sections :10% Project work :10%

RECOMMENDED BOOKSS SYLLABUS FOR SEMESTER IV ADVERTISING MANAGEMENT UNIT1.MARKETING AND MARKETING COMMUNICATION:INTRODUCTION Marketing and communication with special focus on Advertising Advertising campaign planning: Situation analysis; setting up of advertising objectives; budget estimation; decisions about media and vehicle choices; designing and production of message; actual delivery; measurement of results; decision about future course of action. Advertising agency : Role and functions UNIT 2. SITUATION ANALYSIS AND OBJECTIVES SETTING Knowledge about target audience(occupant profile, object of purchase, objective of purchase, occasion of purchase, organization, and operation of buying activity), the category/ brand usage status of the customer (non-category user, brand loyal, other brand loyal, or brand switcher), information processing stage of the customer (aware,

knowledgeable, Comprehension),readiness to purchase stage(liking, preference, or purchase intention),information need of the target audience (extended problem solving, limited problem solving, routine behavior), involvement with purchase (low or high),and type of decision making(informational versus transformational). Current and desired perception; marketing objectives (trial purchase, repeat purchase, increased usage, purchase orientation), advertising objectives (category need establishment, brand awareness, brand attitude, brand purchase intention, and brand purchase facilitation), and psychological processing objectives(attention, awareness, knowledge, comprehension, conviction).

UNIT 3. MEDIA STRATEGY Setting up media objectives (reach, frequency, continuity), media and vehicles evaluation; development and execution of media plan (media selection, vehicle selection, scheduling of advertising); media buying and operations. UNIT 4. MESSAGE STRATEGY What to say (selection of attributes, benefits, motives and appeals), how to say (selection of verbal and visual elements, execution style, source of delivery, arrangement of arguments). Production of message and ready for media conversion; transmission of message for release. UNIT 5. MEASUREMENT OF RESULT Decision about yardstick of success of campaign; selection of appropriate tool for measurement; actual measurement; decision about continuation, modification, or dropping of advertisement. ASSESSMENT Internal assessment: 25% Attendance and class participation Quizzes Project work

: 5% :10% :10%

BASIC TEST Batra & Kazmi: Advertising and Sales Promotion (Excel:2009) Advertising & Promotion -by Belch Advertising Management -by Sarojit Dutta Brand Positioning Strategies for Competitive Advantages -by Subroto Sengupta Batra, AAker and Myers Advertising Management

SYLLABUS FOR SEMESTER IV INSURANCE AND BANKING BANKING UNIT 1. OVERVIEW OF INDIAN BANKING SYSTEM AND BASIC BANKING CONCEPTS Structure of Indian Banking Sector Central Banking: Functions, new developments and changing scenario Banking Sector reforms Suggestions and implementation BASIC BANKING CONCEPTS: Negotiable Instruments Bank Rate; repo rate Prime Lending Rate Deposit Rates Credit-deposit ratio

 i. ii. iii. i. ii. i. ii. iii. iv.

Non-Performing Assets Capital Adequacy Ratio Cash Reserve Requirements Statutory Liquidity Ratio UNIT 2. CREDIT PROCESS AND RISK MANAGEMENT Types of Credit Short-term loans Long-term loans Revolving credits Financial Appraisal for Credit Decision Financial Ratio Analysis Cash Flow Analysis Standard practices in appraisal process for working capital, capital expenditure, agriculture loans Loan pricing Defining credit risk Basic concepts Basel norms Capital adequacy ratio Asset liability management Interest rate risk UNIT 3. FINANCIAL STATEMENTS ANALYSIS OF BANKS (Key Performance Indicators for banks such as efficiency and expenses control ratio, liquidity, risk and profitability) Assessment of: Bank liabilities Bank assets Loan and advances Income statement CAMELS ratings INSURANCE UNIT 4. INTRODUCTION, PRINCIPLES AND PRACTICES OF LIFE INSURANCE Nature, definition, types of insurance products Principles of contract and their applicability to a valid insurance contract Legal position in India Life insurance: Economic, legal, and actuarial principles; basic principles of utmost good faith and insurable interest and its impact on insurability; various products of life insurance Premium computation: basic elements Risk: selection and classification of risks; factors affecting mortality and underwriting of risk Policy claims and their settlement Policy document

Life insurance in India

UNIT 5. PRINCIPLES AND PRACTICES OF GENERAL INSURANCE Various non life insurance products, including miscellaneous insurance Special insurance: marine, aviation, oil& gas, earthquake, etc Underwriting: Types, classification of hazards; practices and procedures Claims settlement: Procedures; ways to settle claims, etc ASSESSMENT Internal Assessments: 25% Attendance and Class Participation :5% Quizzes : 10 % Project on writing a term paper on any contemporary issue facing the Indian Banking and Insurance sector : 10 % RECOMMENDED BOOKSS: Justin Paul and Padmalatha: Management of Banking and Financial Services (Perason) George E. Rejda: Principles of Risk Management and Insurance (Pearson)

SYLLABUS FOR SEMESTER IV INDIAN FINANCIAL SYSTEM UNIT 1. INTRODUCTION TO FINANCIAL SYSTEM Rudimentary functions of the financial system Role in economic development of financial system Participants Forces (domestic and international) affecting its growth and development UNIT 2. MONEY MARKET Concept of money market Need and importance of money market Money market instruments call money, T-bills, Commercial Paper, Certificate of Deposits

Difference of money market and capital market

i. ii. iii. iv.

UNIT 3. CAPITAL MARKET I - PRIMARY MARKET Activities Participants Merchant bankers/lead managers Underwriters Primary dealers Regulatory framework Role of market regulator and its effectiveness Issues in Primary Market Performance in IPOs Financing pattern in different economic settings like recession, economic boom Book-building vs. Fixed Pricing Green Shoe Option UNIT 4. CAPITAL MARKET II - SECONDARY MARKETS Stock exchanges Role and functions Trading System Clearing and settlement system Issues in secondary market Demutualization of stock exchanges Dematerialization and rising retail investors participation Role of SEBI vis--vis protection of investors interests UNIT 5. GLOBAL CHALLENGES AND THE INDIAN FINANCIAL SYSTEM Foreign Capital Foreign direct investment and Foreign Institutional Investment (FDI and FII) Effects of Global Financial Crisis on India and remedies thereof. ASSESSMENT Internal Assessments:25% Attendance and Class Participation :5% Quizzes : 10 % Project on writing a term paper on any contemporary issue facing the Indian financial system : 10 % RECOMMENDED BOOKS Bharati V. Phatak: Indian Financial System (Pearson) AvadHani -Marketing of Financial Services -HPH Niti Bhasin; Banking And Financial Markets In India 1947 To 2007; New Century Vasanth Desai :-Banks and Institutions Management -HPH Financial Institutes And Markets, Sudhindra Bhat, Excel Books

SYLLABUS FOR SEMESTER IV INFORMATION TECHNOLOGY FOR MANAGERS UNIT 1. DECISION MAKING AND INFORMATION TECHNOLOGY Decision making in business Productivity enhancement through technology tools Hardware and software in I.T.

UNIT 2. COMPUTER FUNDAMENTAL & NETWORKING Number System Hardware Input device, Output device & Processing Unit Hardware Capacity Planning Software Application & System Software Basics of Networking Types, Topology, Transmission Media UNIT 3. MS EXCEL Introduction i. Worksheet, Workbook, Rows, Columns, cell, data types. Applications Formulas & Functions Cell Referencing Relative, Fixed & Mixed. If function: Multiple sheet handling Vlookup / Hlookup function Cell Formatting UNIT 4. MS WORD Basics & Mail Merge UNIT 5. MS POWERPOINT Introduction Hyperlinks To be website Between slides Action Buttons Backgrounds (Pictures, Themes) Animations Inserting Sound & video ASSESSMENT Internal Assessments: 25% Attendance and Class Participation In class sessions Mid term practical examination RECOMMENDED BOOKSS Tanenbaum: Computer Networking (PHI)

i. i. ii. iii.

: 5% :5% : 15 %

Rajaraman: Fundamentals of Computers (PHI)

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SYLLABUS FOR SEMESTER V ENTREPRENEURSHIP & SMALL BUSINESS MANAGEMENT ENTREPRENEURSHIP

UNIT 1. INTRODUCTION TO ENTREPRENEURSHIP Concept, Nature, and scope of entrepreneurship; entrepreneur vs. manager; role and functions of an entrepreneur; characteristic traits of an entrepreneur; competencies needed to succeed as an entrepreneurs; types of an entrepreneur; intrapreneurship. UNIT 2. ENTREPRENEURIAL IDEA/ OPPORTUNITY The idea of business and source of business idea; opportunity sensing vs. personal observation; vicarious experience; primary surveys and secondary data analysis Business consultants/ mentors, trainers, family and community networks as sources of new business opportunities Compatibility of the business idea with the personal ( demographic and psychographic ) profile of the entrepreneur; testing of such a match UNIT 3. TESTING THE IMPLEMENTABILITY OF IDEA Feasibility testing bases: Technical, economic, commercial, administrative/ organizational, financial, social, and environmental criteria. Technical Feasibility: Business process, the extent of outsourcing, technical collaboration, and technology transfer required. Economic viability: Private and social cost benefit analysis; breack even analysis Financial feasibility: Terms and conditions of financial support; analysis of overall profitability and payback period Commercial sustainability: Market size and share; branding; stages in PLC; distribution logistics. PREPARATION AND PRESENTATION OF BUSINESS PLANS The students will prepare a business plan with the assistance of faculty member SMALL BUSINESS MANAGEMENT UNIT 4. INTRODUCTION AND SETTING UP SMALL BUSINESS IN INDIA Meaning, justification, and scope for cottage and small scale industries; small business in India in historical perspective. Preliminary registration with the Directorate of Industries/District Industry Centre :its requirements and benefits; single window clearance scheme ; getting allotment of space and other utilities ;preliminary contract with the vendors ,suppliers, bankers, principal customers ;contract management , basic start up problems. UNIT 5. SMALL BUSINESS MANAGEMENT Planning for small business; organizational structure for small business; financial preparation of budgets; integrated ratio analysis; assessing business risks (leverage analysis) marketing product planning and development; costing and pricing promotion of product; HR issues. ASSESSMENT Internal Assessments: 25%

Attendance and Class Participation Project on developing and submission and presentation of a comprehensive business plan for an entrepreneurial idea

:5% : 20 %

RECOMMENDED BOOKSS Zimmerer & Scareborough: Essentials of Entrepreneurship and SBM (PHI:2009) Lall & Sahai: Entrepreneurship (Excel:2008) Entrepreneurship And Small Business Management by C.B Gupta and S S Khanna Entrepreneurship : Concepts And Cases by R Prasad Entrepreneurship : New Venture Creation by David H Holt

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SYLLABUS FOR SEMESTER V BUSINESS ENVIRONMENT

UNIT 1. INTRODUCTION TO BUSINESS ENVIRONMENT Meaning of business environment; various classification schemes Components of business environment: - Microeconomic environment: Direct (customers, intermediaries, suppliers, employees, financial stakeholders, competitors); indirect (govt., community, pressure groups, etc) - Mesoeconomic environment: Industry (as against business unit) level forces - Macroeconomic environment: Economic, social, technological, legal, political, ethical, ecological and other forces facilitating and/or binding the business units. Environment turbulence and the need for adaptation/change in business decision making UNIT 2. INDUSTRIAL ENVIRONMENT Intertemporal evolution of Indian business (including public sector) till date Industrial policy framework The new policy environment: Growth and inhibiting factors for the business. UNIT 3. STAKE HOLDERS IN BUSINESS Immediate stakeholders: Customers, intermediaries, supplier, employees, financial partners Dealing with the stakeholders: Cooperation and conflicts Five forces model of M. Porter UNIT 4. COMPETITIVE ENVIRONMENT Kinds of industries (Monopolies, fragmented, and concentrated) and their competitive implications for business conduct and performance. Monitoring of competitive activities Globalisation and changing nature of competition in India Legislation to enforce/regulate competition (MRTPA, Competition bill, etc) UNIT 5. EMERGING ENVIRONMENTAL CHALLENGES New Millennium, new challenges: Globalisation; information technology; demographic transition; environment degradation; consumer activism; business ethics Coping with new challenges (3 step process) Business intelligence systems and business environment audit Tapping of information Devising of strategies and tactics ASSESSMENT Internal assessment: 25% Attendance and class participation Quizzes Mid term test

i. ii. iii.

: 5% :10% :10%

RECOMMENDED BOOKSS K. Ashwathapa: Business Environment for strategic Management (HPH) Suresh Bedi, Business Environment, EB Saleem, Business Environment, Pearson Justin Paul, Business Environment, TMH Raj Agarwal, Business Environment, EB

SYLLABUS FOR SEMESTER V INTERNATIONAL MARKETING

UNIT 1. INTERNATIONAL MARKETING: AN OVERVIEW The Scope and challenge of International Marketing The dynamic environment of international marketing Constituents of international environment UNIT 2. THE ENVIRONMENT OF GLOBAL MARKETS Geography and history: The foundations of cultural understanding; Cultural dynamics in assessing global markets Business customs in global marketing The political environment: A critical concern The international legal environment The economic environment UNIT 3. ASSESSING GLOBAL MARKET OPPORTUNITIES Developing global vision through market research Emerging markets and scope for marketing Multinational market regions & market groups Ranking of markets in terms of relative opportunities UNIT 4. DEVELOPING GLOBAL MARKET STRATEGIES Global marketing management: Planning and organization. Creating products for consumers in global markets Marketing Industrial products and services International distribution systems International Retailing Exporting and Logistics: Special issues for the smart business The global advertising and promotion effort. Personal selling and sales management Pricing for international markets UNIT 5. IMPLEMENTING GLOBAL MARKETING STRATEGIES Negotiating with international customers, partners, and regulator Organisational structure, system, and processes for delivering marketing program ASSESSMENT Internal assessment: 25% Attendance and class participation : 5% Quizzes :10% Mid term test :10% RECOMMENDED BOOKS R.Srinivasan : International Marketing (PHI:2010) International marketing management by R L Varshney and B Bhattachary SYLLABUS FOR SEMESTER V

SECURITY ANALYSIS AND PORTFOLIO MANAGEMENT UNIT 1. INVESTMENT OPTIONS The investment decision process: types of investors; types of investments commodities, real estate, and financial assets; concept of return and risk UNIT 2. INDIAN SCENARIO Indian securities market: options available and their evaluation Impact of taxes and inflation on returns (only a preliminary account) UNIT 3. PORTFOLIO MANAGEMENT Meaning; portfolio selection; optimal portfolio mix, Basics of the Capital asset pricing model (CAPM) definition and concept Portfolio analysis: Traditional; Markowitz optimization; diversification UNIT 4. MANAGED PORTFOLIOS Managed portfolios; (Meaning and evaluation): Types of mutual funds; advantage of managed portfolios; SEBI guidelines relating to mutual funds UNIT 5. PORTFOLIO ANALYSIS AND COMPUTERS Basic idea about portfolio construction (for only 2 assets) and analysis using spreadsheets. ASSESSMENT Internal Assessments: 25% Attendance and Class Participation Quizzes SYLLABUS FOR SEMESTER VI BUSINESS POLICY AND COMPETITIVE STRATEGY UNIT 1. NATURE AND IMPORTANCE UNIT 2. STRATEGY FORMULATION Meaning, goals, and objective; social responsibility and managerial/ organizational styles; environment analysis and internal analysis UNIT 3. EVALUATION AND CHOICE OF STRATEGY Factors influencing choices; tools and technologies for strategic analysis: BCG, strategic gap, GE; directional policy mix; ADZ portfolios planning and their limitations UNIT 4. IMPLEMENTATION POLICY / STRATEGY Organizational structure and processes and behavioural considerations

:5% : 10 %

UNIT 5. STRATEGIC EVALUATION AND CONTROL Context for strategic control; criteria for control; mechanisms for control. RECOMMENDED BOOKS Azhar Kazmi: Business Policy and Strategic Management (TMH:2002) PROJECT MANAGEMENT UNIT 1. MANAGEMENT OF PROJECTS Definition of a project; need for project management; project life style Types of project Project selection and criteria of choice; project selection models Ideation and screening of alternatives UNIT 2. MARKET AND DEMAND ANALYSIS Market appraisal through secondary information Market surveys Demand forecasting UNIT 3. TECHNICAL ANALYSIS Manufacturing process/technology Project mix, plant capacity, location, and site Machinery & equipment, civil works Environmental considerations Project charts and layouts UNIT 4. PROJECT COSTING AND FINANCE Cost of project Sources of finance Production and sales estimates; cost of production Working capital requirement and sources Estimates of working results, including profitability projections Cash flow projections and projected balance sheet Capital structure Menu of financing, including equity capital, preference capital, internal accruals, term loans, debentures, working capital advance, venture capital, etc. UNIT 5. PROJECT SELECTION The time value of money Investment criteria Overall cost of capital Risk analysis: Measurement of risk; sensitivity analysis; simulation; decision tree RECOMMENDED BOOKS

Prasanna Chandra: Project- Planning, Analysis, Financing, Implementation, and Review (TMH: Latest edition) CORPORATE TAXATION AND FINANCIAL PLANNING UNIT 1. INTRODUCTION Corporate income tax concepts; nature and scope of tax management and tax planning; residential status; location of business UNIT 2. TAXATION OF COMPANIES Special provisions in computation of profits from business, deductions from gross total income; amalgamation and fiscal incentives; MAT; special provisions relating to tax on distributed profits UNIT 3. TAX PLANNING Tax avoidance vs. tax evasion; tax planning with reference to location of undertaking; types of activity ; ownership pattern; dividend policy; tax policy relating to amalgamation and mergers; capital budgeting decisions; managerial remuneration; foreign collaboration and joint venture UNIT 4. TAX MANAGEMENT Filing of returns and assessments; penalties and prosecutions; appeals and revisions; advance tax; TDS; double taxation issues UNIT 5. OTHER TAXES Introductory idea about excise, custom, services, and wealth tax RECOMMENDED BOOKS V K Singhania : Direct Taxes Planning and Management (TAXMAN: Latest edition) Corporate Tax Planning And Management by H L Ahuja Taxmann ,Students Guide To Income Tax Including Central Sales Tax TRAINING AND DEVELOPMENT UNIT 1. TRAINING AND DEVELOPMENT: OVERVIEW Training and teaching Learning about management issues and concepts Principles of learning and development basic idea UNIT 2. TRAINING NEEDS Training needs classification; individual, occupational, and organizational level needs Identification of training needs UNIT 3. DESIGN OF A TRAINING PROGRAM AND ITS EXECUTION Training objectives Decision about content of training Training methods and choice of appropriate aids

Parameters for assessment of training effectiveness Steps involved in conducting an effective training program

UNIT 4. EVALUATION OF TRAINING Why evaluate? Methods for evaluation Criteria for evaluation UNIT 5. INVENTORY OF TRAINING METHODS Lecture Case analysis Role plays Business / management games & simulations Experiential learning, including outdoors Organizing / preparing training material, including A.V. aids ASSESSMENT Internal assessment: 25% Attendance and class participation Quizzes Mid term test

: 5% :10% :10%

RECOMMENDED BOOKSS Lynton & Pareek: Training for Development (Sage: 2nd edition) Uday Pareek: Training Instruments for OD & HRD Training For Organisational Transformation by Rolf Lvnton and Uday Pareek