Bachelor of Business Administration

CORE COURSE I - MANAGEMENT PRINCIPLES
To give a proper understanding of the management concepts and techniques as
first step towards developing executive talents of would be managers.
UNIT - I
1. The Development Management thought - Contributions of Taylor, Henri Fayol,
Elton Mayo, Gilbreth Mastow - Centralisation and Decentralisations.
2. Functions of Manager - Delegation.
UNIT - II
Planning - nature and purpose - objectives - operational and strategio planning - types -
steps in planning - limitations.
UNIT - III
1. Oranising - organization theory - classical theory Neo classical theory, and
organizational design. Delegation of authority - line and staff.
2. Staffing - Responsibility for staffing - MPP selection process - Test -
interview.
UNIT - IV
Directing - Principles - Role theory and Role ananlysis - Hawthrone studies - Morale
and motivation.
UNIT - V
Controlling - functions - steps - budgeting - personnel observation.

ALLIED COURSE- I - MANAGERIAL ECONOMICS
Unit I
Utility of economics in Business management and industrial administration. Important
concepts. Analysis of demand and supply - Law of Diminishing Marginal utility -
Concept of consumer surplus - Elasticity of demand - indifference curve analysis.
Returns to Scale importance of increasing returns in industrial activity - Concepts of cost
- Concept of elasticity of supply - forces governing the supply of factors of production
land, labour, capital and enterprise.
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UNIT - II
Theory of firm - the problem of price fixation - the role of supply and demand.
UNIT - III
Concepts of normal profit - sales maximization principle. Monopoly - Monopolistic
competition - economics of Bulk Purchase. Perfect competition - Imperfect competition,
Oligopoly.
UNIT - IV
National income - circular flow of income - measurement and difficulties in the
measurement.
UNIT - V
Functions of money - theories on money supply - role of commercial banks - RBI -
methods of credit control monetary and fiscal

ALLIED COURSE - II
BUSINESS COMMUNICATION
UNIT - I
Introducing communication - types of communication (Meaning-need-importancecommercial
terms and abbreviations)
UNIT - II
Media of communication - Principles of effective communication - Barriers to
communication - need, function and kinds of business letters - Effective business letters.
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UNIT - III
The layout of the letter - Enquiries and reply - quotations - sales letters - claims and
adjustments, collection letters - circular letters - application letters.
UNIT - IV
Import - export correspondence - correspondence of a company secretary - Memos and
other forms of messages.
UNIT - V
Importance of listening and communications - Principles of effective listening - telex -
facsimile (fax) - tele conferencing - intercom apparatus - modern means of
communication - internet - E.Mail.

CORE COURSE II - MARKETING MANAGEMENT
UNIT - I
Marketing function - the marketing concept- marketing management system, objectives
its interfaces with other functions in the organization.
UNIT - II
Marketing environment - demographic, economic, physical, technological, political,
legal, social, cultural environment - major actors in company's environment.
UNIT - III
Consumer markets and buying behaviour - concept of Marketing mix, Marketing
strategies - concept of product life cycle.
UNIT - IV
Market segmentation - New product development process - pricing decisions.

CORE COURSE III - ORGANIZATIONAL BEHAVIOUR
UNIT - I
The concept of organizational behaviour - nature of man - nature of organization -
models of organizational behaviour - S.O.B.C. model - organizational behaviour and
human relations.
UNIT - II
Individual behaviour - perception - personality - group dynamics - groups at work -
formal and informal groups - group cohesiveness, group pressure and norms, individual
group goals.
UNIT - III
Leadership - characteristics - leadership continuum - styles of leadership - manager as a
leader, theories of leadership, conference leadership - power and authority.
UNIT - IV
Communication - process directions, feedback, Barriers to communication, suggestion
scheme and grievance procedure.
UNIT - V
Morale and motivation in industry - Herzberg's two factor theory of motivation
management of change in organization - organizational application of motivationsal.

ALLIED COURSE - III
MATHEMATICS AND STATISTICS FOR MANAGERS
UNIT - I
Nature and scope of statistics : Uses of statistics in business; statistical data - primary and
secondary classification of data - frequency distribution - Histogram, frequency polygon
and curve; Graphs and diagrams - Bar diagrams, Pic diagram and Lorenz curve.
UNIT - II
Measures of central tendency - Mean, Median, Mode, Geometric mean and Harmonic
mean - uses of averages in Business; Measures of dispersion - Range QD, MD and SD -
co-efficient of variation - uses in Business' Skewness - Bowley's and Pearson's coefficient
of skewness.
UNIT - III
Simple correlation - person and spearman's; regression lines; index numbers - weighted,
unweighted cost of living index.
UNIT - IV
Elements of differential calculus - Maxima and Minima applications of these concepts to
business, Economics.
UNIT - V
MATRICS & DETERMINANTS:
Definition - different types of matrices : Addition and subtraction of matrices;
Multiplication on of martices Transpose of matrix; elementary Operations, consistency
and inverse of a matrix, determinants of order one, two and three properties of
determinants, simple problems.

CORE COURSE IV FINANCIAL ACCOUNTING
(Focus should be 60% problems and 40% theory)
UNIT - I
Definition of account - the nature, objects and utility of accounting in industrial and
business enterprise - books of accounts - accounting concepts and postulates.
UNIT - II
The theory of double entry-book keeping. Journal-subsidiary books - leadger - trial
balance.
UNIT - III
Statement of accounts - manufacturing account - trading account - profit and loss
account.
UNIT - IV
The balance sheet and various forms it may take. Capital and revenue - income and
expenditure account. Receipts and payments. Depreciation, reserves and provisions.
UNIT - V
Internal auditing. Planning of the audit. Funcitons and objectives.

ALLIED COURSE - IV - BUSINESS LAW
UNIT - I
Contract Act - Definition, classification - essentials of a contract, mistake,
misrepresentation and fraud - rights and obligations of parties to contract not enforceable
- assignment, breach, performance and discharge.
UNIT - II
Law of Agency - nature appointment, termination, rights and duties, liabilities - relation
with third parties - types of agents.
UNIT - III
Partnership -Definition, creation, essential relation with partner interest and to third part
liabilities of partner - dissolution, goodwill
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UNIT - IV
Sale of Goods Act - Definition, price, conditions and warranties - rights and remedies in
case of breach - stoppage in transit transfer of property.
UNIT - V
Law of Insurance - Life Insurance - Fire Insurance - Marine Insurance.

ALLIED COURSE - V - MIS AND COMPUTER
UNIT - I
Introduction to the basic concepts of MIS Evolution of computers and their role in MIS.
UNIT - II
Hardware features - Software features.
UNIT - III
Information concepts for MIS Data - information identification of Decision making and
information needs.
UNIT - IV
Mechanics of systems analysis - flow charting. Examples of MIS Design - concepts and
case studies.
UNIT - V
System concepts and system approach to management total system approach -
Miscellaneous for MIS.


CORE COURSE V - PERSONNEL MANAGEMENT
UNIT - I
Introduction - processes and functions of personnel management - personnel Department
organization - place of personnel manager in the organization.
UNIT - II
Manpower planning - concepts, methods - Job analysis - Job description, job
specification selection process - Employment tests and interviews.
UNIT - III
Introduction programme - different training methods in company - performance
appraisal and review organization development.
UNIT - IV
Job evaluation methods. Wages - different patterns of wage payments time rate - piece
rate-wage incentives - cost living index - bonus.
UNIT - V
Concept of industrial relations - trade unions - collective bargaining - discipline and
disciplinary actions - Grievance procedure.
Different kinds of separation - retirement and retirement benefits - Gratuity, provident
fund and pension scheme.

CORE COURSE VI - COST ACCOUNTING
UNIT - I
Meaning and scope of Cost Accounting - relationship of Cost Accounting and financial
accounts - cost analysis - concept and classification - elements of cost - cost methods -
preparation of cost sheet, tender and quotation.
UNIT - II
Purchasing of materials - procedure and documentation involved in purchasing -
requisition for store - maximum stock level - minimum level re-order level economic
ordering quantity - perpetual inventory - Bin card - ABC analysis - Control over wages,
scrap and spoilage. Inventory records - methods of valuing material issue.
Labour - system of wage payments - idle time, control over idle time - labour turn over.
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UNIT - III
Overhead - classification of overhead - allocation and absorption of overhead.
UNIT - IV
Process costing - losses - normal process loss - abnormal loss - abnormal gain -job
costing - contract costing
UNIT - V
Reconciliation of costs and financial accounts - Budgetory control.
Text Book :
Advanced cost accounting - Jain and Narang - Kalyani Publishers

ALLIED COURSE - III
COMPANY LAW AND SECRETARIAL PRACTICE
UNIT - I
Companies act - formation - kinds of companies - memorandum of articles of
associations - rights and liabilities of member - prospectus - shares and debentures -
winding up.
UNIT - II
Appointment of directors - right to increase their numbers - share qualifications of
directors - disqualification of director - removal of directors.
UNIT - III
Managerial remuneration - directors remuneration. Meeting of directors - duties of
directors - disability of directors.
UNIT - IV
Communication - pertaining to business meetings - preparation of notices, Agenda,
proxies, motions. Resolution and minutes (with special reference companies Act 1956)
UNIT - V
Problem solving conferences - duties of the Chairman in a Committee. Filing and
(indexing) office equipment.

CORE COURSE - VII - PRODUCTION MANAGEMENT
UNIT - I
An overall view of production management - relationship of production management
with Marketing, finance, personnel and material management - factors for plant location
- plant layout - different types of layouts and their suitability.
UNIT - II
Work study, time and motion study, work measurement normal time, standard time,
various charts used in production management.
UNIT - III
Production planning and scheduling - kinds of production plans, capacity planning,
aggregate scheduling, monthly and weekly scheduling.
UNIT - IV
Quality control and inspection - acceptance sampling technique - statistical quality
control - control charts.
UNIT - V
Inventory control of raw materials - inventory store management - material handling and
equipments required - value analysis - ABC analysis.

CORE COURSE - VIII - OPERATIONS RESEARCH
UNIT - I
Scientific method - O.R.Models and model building. Resource allocation - Linear
programming - graphic method - simplex method, M-technique. (Duality in linear
programming problem excluded).
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UNIT - II
Transportation & Assignment models.
Sequential decision making - sequencing problems.
UNIT - III
Inventory management - deterministric and elementary stochastic models.
UNIT - IV
Simulation, Quening Models (M/M/1)
UNIT - V
PERT & CPM
Replacement decisions.

CORE COURSE - IX - INDUSTRIAL RELATIONS
UNIT - I
Growth of Industrial labour in India - Trade union movement in India - Growth and role
in industrial relations - The Employers organization - Growth and their role in Industrial
relations. - The role of government in Industrial relations, the labour relations policy of
the government and its dimensions.
UNIT - II
Grievance its function in Industrial relations - Discipline in Industrial relations.
UNIT - III
Industrial Relations machinery third party settlement. Industrial unrest - collective
Bargaining.
UNIT - IV
Worker's participation in management - works committee joint management councils -
Industrial relations in Public Sector.
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UNIT - V
Industrial Disputes Act 1947 - The Trade Union Act 1926. The Payment of Wages Act 1936.

CORE COURSE - X - MANAGEMENT ACCOUNTING
Theory 30 marks
Problems 70 marks
UNIT - I
Management accounting - meaning - objectives - scope management accounting and
financial accounting management and Cost Accounting - utility and limitation of
management accounting.
Analysis of financial statements - tools for analysis comparative financial statements -
common size statement.
UNIT - II
Analysis and interpretation of financial statement through accounting ratios - analysis for
liquidity solvency and profitability - significance of various ratios and their computation
- uses and limitations of ratios.
UNIT - III
Fund flow analysis - concept of funds - sources and uses of funds - concepts of flow -
fund flow statement - managerial uses of fund flow analysis construction of fund flow
statement.
UNIT - IV
Cash flow analysis - distinction of cash from funds utility of cash flow statement -
construction of cash flow statement - working capital management - meaning and
importance - management of cash balances, receivable and inventories.
15
UNIT - V
Marginal costing and profit planning - distinction between absorption costing and
marginal costing, marginal costing direct costing, differential costing - difference - key
factor -Break even analysis - margin of safety - cost volume profit relationship.
Text Book Recommended: Principles of Management accounting - S.N.Maheswari,
Sultan Chand & Sons.

CORE COURSE XI - BUSINESS POLICY
1. Introduction
UNIT - I
Total organizational view; the concept of strategy policy, planning hierarchies, evolution
strategy, Philosophy of strategy; satisfying and oprivizing and adaptivizing cases
(interspersed).
2. Formulation of the Strategy
UNIT - II
SWOT Analysis; environmental analysis the importance of National planning for strategy
formulation, industry analysis future studies.
UNIT - III
Organizational competence and resource analysis, matching opportunities and resources
strategy and values, social responsibilities of management social audit, cases
(interspresed).
UNIT - IV
Implementing the strategy: Organization design; structure relationships, processes,
leadership; control, performance standards corrective action cases (interspresed).
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UNIT - V
Case unifying all the above concepts.

CORE COURSE XII - FINANCIAL MANAGEMENT
UNIT - I
Nature of financial management - meaning and scope of finance function - financial
management and its function - goals of financial management profit
Maximization - wealth maximization - importance of financial management -
Organisation of financial department.
UNIT - II
Cost of capital - concept - importance and types of cost of capital - measurement of cost
of capital - weighted average cost of capital - operating and financial leverages.
UNIT - III
Capital structure - meaning, factors affecting capital structure - capital gearing, high and
low gearing, significance; meaning of trading on equity, limitations on the policy of
trading of equity.
UNIT - IV
Capital budgeting - nature of capital expenditure concept of capital beginning - capital
budgeting procedures - methods of ranking investment proposals - payback method -
return on investment method - present value method.
UNIT - V
Financial planning and forecasting.
Concept - characteristics and factors affecting financial planning - necessity and
limitations - cash forecasting.
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CORE COURSE XIII - ENTREPRENEURIAL DEVELOPMENT
UNIT - I
Definition of Entrepreneur - importance of Entrepreneurship in underdeveloped
economics - Constraints in such countries to Entrepreneurship - Sociological and
psychological factors of Entrepreneurship Achievement, motivation and methods of
improving in a person.
UNIT - II
Content of Entrepreneurship Development programme - functions of the trainer,
motivator - EDP institution in India and their functions, particularly EDP Institute,
Ahamedabad: NIESBUD New Delhi: SIET Institute, Hyderabad; ITCOT and SIPCOT in
Tamil Nadu; SISI: NSIC and its prototype training Centres. The role of development
banks and Commercial banks, Universities and Engineering colleges in this regard.
UNIT III
Factors to be considered when selecting a project and its location - Technical and
economic feasibility - Planning the Project- Essentials of a project report of a business -
Counseling facilities available for technical training and project formulation. Choosing
the scale of business. Importance of market survey and how to do it.
UNIT IV
Managerial skills required by entrepreneurs and methods of acquiring them - Role of
management consultant in India - Relative merits of different types of organization,
Particularly sole propritership - Partnership and company. Different types of credit
required by a firm, seed capital, fixed capital working capital, packing and export credit,
and sources of these. Benefits of leasing.
18
UNIT V:
Problems faced by rural and women entrepreneurs _ Industries _ Suitable for
handicapped persons - ,reservation for small industry- problems of family business -
Industrial estates Backward area benefits. Prevention of Industrial pollution of air and
water around the business unit - causes and prevention of industrial sickness.

CORE COURSE - XIV
MANAGEMENT OF BANKS AND FINANCIAL INSTITUTIONS
UNIT - I
Clarification and types of Banks in India functions of Banks and law relating to Banking,
Banking Regulations Act - RBI Act and functions of RBI
UNIT - II
Main services of Banks: Acceptance of Deposits and lending.
Deposits : Types of Deposits, Marketing of various deposits, Cost of deposits for the
Bank, suitable and equitable mix of Time and Demand liabilities (ie) - of Deposits.
UNIT - III
Advances : Appraisal of loan proposals - Financial, Technical, Commercial, Managerial.
Periodical inspection of securities/hypothecation, Follow-up and Recovery. LCS,
Guarantees, Deferred payment, guarantee, co-acceptance, Development risk in case of
failure.
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UNIT - IV
Remittancy of funds by DD, MT, TT, Collection and clearing functions - MICR
Cheques, currency chests - Safe custody of items, Lockers, Executor and Trustee
functions. Credit cards, ATMs.
UNIT - V
Role of financial Institutions in the Economic Scene. Various types of central and state
level financial Institutions, organization and status - Development of Financial
Institutions.

ELECTIVE COURSE I
A. MARKETING RESEARCH
UNIT - I
Introduction to the MR.Historical development - Nature - Scope - importances - sources
- market Research Vs. Marketing Research - techniques - organization.
UNIT - II
The technique and tools of MR - Scientific method and Marketing - Research design -
Explortory Research - descriptive - case Research design - experimental design -
analysis and interpretation of secondary data.
UNIT - III - PRODUCT RESEARCH:
New product Research - Generating idea - important attributes - business analysis - test
Marketing product life cycle Research - product mix Research.
UNIT - IV - SALES CONTROL RESEARCH:
Sales forecasting - sales analysis - method for developing marketing potentials - Direct
data method cordillory data method.
UNIT - V - FUTURE OF MARKETING RESEARCH IN INDIA:
Growing importance of M - Farmers - small Businessman consumer behaviour and
expenditure patterns - Future of MR in India.
Text Book :
(i) Marketing Research - G.C. Beri (TMH)
(ii) Marketing Research - D.D. Sharma
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ELECTIVE COURSE I - B - SALES AND DISTRIBUTION MANAGEMENT
UNIT - I
Organization of sales management - Recruitment of sales force - Training of sales force
- Allocation of territory and sales quota.
UNIT - II
Performance Evolution of sales force - compensation of sales - force.
UNIT - III
Distribution management: Members of Distribution channels, stockist wholesaler,
retailer, dealer, Appointment of dealers and other channel members, role of channel
members in promoting sales.
UNIT - IV
Legal aspects in sales management, sales tax.
UNIT - V
Warehousing: locations and functions

ELECTIVE COURSE II
A. INVESTMENT MANAGEMENT
UNIT - I
Meaning - scope - Definition - characteristics of investment - Principles of Investments
- Types of investors - Kinds of investments - Investment Vs.Speculations.
UNIT - II
Corporate securities - shares - stock and shares - Types of shares - types of equity
shares in the market - Allotment of shares - Bonus shares - debentures - Guidelines -
Bonds.
UNIT - III
The Securities and Exchange Board of India - Origin and development - objectives -
Activities - Act - functions.
UNIT - IV
Fundamental analysis - Security analysis - functional approach - Economic forecasting -
forecasting techniques.
UNIT - V
Technical analysis - Timing of investment decision - Technical indicators - Tools of
Technical analysis.

ELECTIVE COURSE II - B. COMPUTER APPLICATION PACKAGE
UNIT - I
Introduction to Computers - Computer Software Languages - Flow Charting -
Programming Concepts. Assembly Language - High Level Language - Operating
system - Compilers - Assemblers - Packages.
UNIT - II
MS Power Point - Creation - Insert - Picture - Animation - Creating Multimedia
Presentations - Insert Tables and Graphs .
UNIX, LAN & WINDOWS.
UNIT - III
MS Word - Introduction to Word - Creating Word Documents - Formating - Spel
Check - Grammar Check - Working with Tables - Savings, Opening and Closing
documents Mail Merge.
UNIT - IV
MS Excel - Introduction Spread Sheets - Entering data Working Sheets - Editing
and Formatting Work Sheets - Charts - Functions like - Saving, Opening and
Closing Work Books.
UNIT - V
Basic of Internet - Multimedia - Theory.
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ELECTIVE COURSE III
A. MATERIALS MANAGEMENT
UNIT - I
Role and importance of materials management in an organization, relationship of
materials management with production, marketing, finance, designs, personnel and
quality control.
UNIT - II
Organization of materials management department: Functional, Productwise and different
basics.
UNIT - III
Procurement: Procedure for procurement indenting, tendering, negotiation and award of
purchase, follow up for purchase, purchase of capital equipments, legal requirement of
purchase contracts - purchase of imported items, related documents.
UNIT - IV
Material planning - Linkage with production and marketing plan: Planning for long lead
times EOQ reader level, safety stock perpetual review system various inventory models.
UNIT - V
Stores management: Documentation, record keeping and issue procedure storage
systems. Vendor developments; Analysis of vendor, ancillary development, such
contracting etc.

ELECTIVE COURSE III
B. INTERNATIONAL MARKETING
UNIT - I
GLOBAL MARKETING:
- Identifying foreign markets and opportunities.
- International Marketing task and Philosophy.
UNIT - II
Direct Exports - EDI - Joint Ventures - Subsidiaries - Licensing Franchising/Contracts
and contracting/Barter and counter Trade Alliances/Mergers and acquisitions.
UNIT - III
International Product Policy Planning - Moving Products Across borders - Pricing for
exports and logistics - International promotion: Advertising, other forms and sales force.
UNIT - IV
Export structure : Selection of channels and appointment of agents and Distributors -
International Marketing Intelligence - Source - Research/Evaluation and organization.
UNIT - V
Exports : Indian Context
- Exim Policy 92.97
- Balance of Payments
- Indian Export Structure
- Export Promotion and incentives
- Government and Institutional support
- Export Control and Export Credit
- Export Houses/Trade Houses/FIZS/STCS
- 100 EOUS
- Export procedure and documentation.

ELECTIVE COURSE IV
A. ADVERTISING AND SALES PROMOTION
UNIT - I
Advertising - Advertising on element of Marketing mix objectives - Advertising and
Salesmanship - role and importance - planning for Advertisement communication
process - formal and informal.
UNIT - II
Advertisement copy - kinds - Appeals - Advertising mix - Advertising budget and
relevant decisions.
UNIT - III
Advertising expencies and their role - types of Advertising - measuring the effectiveness
of Advertisement - Managing agency.
UNIT - IV
Sales Promotion - objectives - advantages - tools and their effectiveness - aggressive
selling.
UNIT - V
Sales promotion and personnel selling nexus - Measuring the effectiveness of promotion
company.

ELECTIVE COURSE IV - B. CORPORATE FINANCE
UNIT - I
Corporate Finance - Definition - Scope- Evolution - Importance - forms of business
organization - Finance functions - Aims - scope.
UNIT - II
Fund Flow Statement - Financial forecasting - Cash forecasting.
UNIT - III
Operating and financial leverage - Capital structure - cost of capital - capital budgeting.
UNIT - IV
Time Value of Money - Dividend Policies.
UNIT - V
Sources of finance - long term - short term sources - Risk and Returns.
TEXT : Corporation Finance - S.C.Kuchal