Sem III Course

8/8/2019 Sem III Course

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STRATEGIC MANAGEMENT

Course Code: MMSGM 20301 Credit Units: 04

Module I: Introduction

Concept of Planning, Evolution of Strategic Management, Corporate Strategy, Patterns of Strategy

Development, Levels of Strategy, Competitive scope and value chain

Module II: Strategic Analysis

Mission, Vision and Business Definition, Environmental Threat and Opportunity Profile (ETOP), Industry

Analysis, Strategic Advantage Profile (SAP), Competitor analysis, market analysis, environmental analysis and

dealing with uncertainty, scenario analysis and SWOT Analysis.

Module III:Strategic Choice

Traditional Approach - Strategic Alternatives, Various models like BCG, GE Nine Cell Matrix, Hofers Model,

Stricklands Grand Strategy Selection Matrix, Basis of Choice; Michael Porters Approach - Generic competitive

strategies, Cost advantage, differentiation, technology and competitive advantage, substitution, competitor,

complementary products and competitive advantage, strategic vision vs. strategic opportunism, Coevolving

and patching.

Module IV: Offensive and Defensive Competitive Strategies

Industry scenarios, advantages and disadvantages of defensive strategies, advantages and disadvantages of

offensive strategies.

Module V: Strategic Implementation

Operationalizing Strategy, Institutionalizing Strategy, Strategic Control, Balanced Scorecard Concepts and

applications in strategy implementation.

MANAGERIAL COMPETENCIES AND CAREER DEVELOPMENT

Course Code: MMSGM 20302 Non Credit Course

Module I: Introduction to Managerial Competencies

Business Service Performance Management and Future Managers, managerial Competencies. Values for

managerial effectiveness and competencies in career development. Individual career goals and action plan.

Module II: Identification of Career Opportunities in Various Industries

Industry scenario and identifying career opportunities. Key position competencies at entry level in different

industries and growth prospects. Career Recruitment / selection processes in various industries and

companies.

Module III: Career Development Process

Diagnostic instruments. Steps in career Development, Career Counseling. Seeking, giving and receiving face-to-

face feedback. Strategies for improving managerial competencies. Opportunities and tactics for developing

managerial competencies.

Module IV: Developing Skills for Career Prospects

How to succeed in interviews, Mock interviews and GDs. Special focus areas. Career Clusters, Role of Mentorin career development. Importance of Entrepreneurial and leaderrship skills in career development.

Module V: Enhancing Learning through Experience Sharing

Experience sharing of successful industry professionals, entrepreneurs, alumni and career specialists.


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BUSINESS COMMUNICATION - III

Course Code: MMSBS 20301 Credit Units: 01

Module I: Non - Verbal Communication

Principles of non- verbal communication

Kinesics

Proxemics

Paralanguage and visible code

Module II: Speaking Skills

Pronunciation drills (Neutralizing regional pulls)

Conversational English

Guidelines to an effective presentation

Module III: Interviews and GDs

Note:

1 written test of 20 marks of one hour duration will be conducted. Also, each student will be required to makea presentation for 20 marks over and above the teaching hours. They will have to be programmed accordingly.

BEHAVIOURAL SCIENCE - III

(LEADING THROUGH TEAMS)

Course Code: MMSBS 20302 Credit Units: 01

Module I: Teams: An Overview

Team Design Features: team vs. group

Effective Team Mission and Vision

Life Cycle of a Project Team

Rationale of a Team, Goal Analysis and Team Roles

Module II: Team & SociometryPatterns of Interaction in a Team

Sociometry: Method of studying attractions and repulsions in groups

Construction of sociogram for studying interpersonal relations in a Team

Module III: Team Building

Types and Development of Team Building

Stages of team growth

Team performance curve

Profiling your Team: Internal & External Dynamics

Team Strategies for organizational visionTeam communication

Module IV: Team Leadership & Conflict Management

Leadership styles in organizationsSelf Authorized team leadership

Causes of team conflict

Conflict management strategies

Stress and Coping in teams

Module V: Global Teams and Universal Values

Management by values

Pragmatic spirituality in life and organization

Building global teams through universal human valuesLearning based on project work on Scriptures like Ramayana, Mahabharata, Gita etc.

Module VI:End-of-Semester Appraisal

Viva based on personal journal


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Assessment of Behavioural change as a result of training

Exit Level Rating by Self and Observer

FRENCH - III

Course Code: MMSFR 20301 Credit Units: 02

Contenu lexical:Unit 5: Travail

1. manger au restaurant, comprendre un menu, commander2. engager une conversation tlphonique3.

parler de sa formation, de son exprience, de ses comptences4. Raconter des vnements passes

5. consulter sa boite e-mails, rpondre aux messagesUnit 6: Problmes

1. identifier un problme, demander des prcisions2. expliquer un contretemps, dplacer un rendez-vous3. demander de laide (par tlphone, par e-mail)4. donner des instructions5. expliquer un problme, suggrer une solution

Contenu grammatical:

1. futur proche, articles partitifs, un peu de, beaucoup de, une bouteille de, unmorceau de2. pronoms COD, venir de + infinitif, verbes appeler (au prsent)3. pass compos avec avoir, affirmatif et interrogatif, savoir et connatre4. pass compos avec tre, accord du participe pass, ngation5. pronoms COI, tre en train de6. nerien, nepersonne, neplus, nepas encore, quest-ce que/ quest-ce

qui/qui est-ce que/qui est-ce qui

7. pass compos des verbes pronominaux8. si/quand+prsent, neplus, ne pas encore9. impratif prsent (2) place du pronom et verbes pronominaux10. trop/pas assez, verbe devoir au conditionnel prsent

ADVANCED SALES MANAGEMENT

Code:MMSMK 20301 Credit Units: 03

Module I: Nature, role and importance of Sales Management

Evolution of Sales Management to modern day, Nature and importance of Sales Management, Emerging

trends in Sales Management, Selling Situations and Selling Skills, Negotiation & Problem Solving

Module II: Managing Sales Information & Process

Strategic Planning for Sales, Forecasting Marketing Demand, Forecasting Approaches, Buying Situations and

the Sales Process

Module III: Management of Sales Territories and Sales QuotasSales Territories size & design, Sales Quota Type, Method & Problem

Module IV: Organising & Staffing Salesforce

Size of the Salesforce, Planning the Recruitment, Selection of a Salesperson

Module V: Training, Motivation & Compensation of Salesforce

Managing the Sales Training Process, Motivating the Salesforce, Compensating the Salesforce, Controlling &

Evaluating the Salesforce

Module VI: Emerging Trends in Advanced Selling

Integrating Sales with Other functions of Management, The Ten Commandments of Effective selling, Makingand Retaining Customers for Lifetime, Latest emerging trends and practices to be discussed.


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ADVERTISING AND SALES PROMOTION

Course Code: MMSMK 20302 Credit Units: 03

Module I: Advertising Introduction

Advertising defined Nature, Scope, Types & Limitations of Advertising.

Role of advertising in Marketing Mix.

Advertising as industry.

Advertising agencies Client Agency relationships

Module II: Setting Advertising Domain

Setting Advertising objectives, Sales as an advertising objectives, DAGMAR Approach.

Setting advertising budgets Methods and factors, advertising and positioning.

Process of developing Ad Campaign.

Module III: Creative and Media Strategy

Creative Strategy, Message designing Style, Tone, Theme & Appeal.

Developing story board and finalizing message structure, format, content.

Media strategy Factors of Media, types & levels of media planning. Process of Media planning.

Module IV: Advertising Evaluation

Pretest Types of various Pretest Methods.

Post-test Various Tools & Applications.

Module V: Sales Promotion

Concepts, Nature, Benefits and Limitation of Sales Promotion.Types of sales Promotion Tools Dealer Promotion , Consumer promotion and sales incentives.

Developing Sales Promotion Campaign.

Module VI: Emerging Trends

Integrating the concepts with other functions of Management

Live project to be undertaken starting with conception of idea to final execution.

Case studies

Latest emerging trends and practices.

INDUSTRIAL MARKETING


Module I

Environment of industrial and consumer marketing, profile of an industrial buyer, industrial and consumermarketing, organizational buying process and organizational buying behaviour, commercial and institutional

buying, Bidding, tendering, channel behaviour, industrial establishment. OEM and impact on pricing policies.

Module II

The strategic perspective in industrial marketing, the GE matrix, Michael Porters generic options theory,

economies of scale Vs economies of scope. Case Discussion.

Module III

Buyer seller interactions, sales culture overshadowing the marketing culture, interactive transactions,

organizational buying environment, individual Vs group decision making and buying center influences.

Assessing the market reach, fragmented markets and their implications.

Module IV

Industrial marketing communications, advertising, publicity, sales promotion possibilities, the role ofexhibitions and domestic and international contacts, the marketing intelligence, role of MIS and DSS and

evaluating the marketing strategies and performances.


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SERVICES MARKETING


Module I: Overview of services

Concept of Services, services environment, Service models, classification of service industry, Growth of service

industries, Characteristics of services: The 4 Is of services, Classification of services.

Module II

Managing knowledge in a service firm (Marketing research). Buying behaviour of the service consumer family

life cycle and services consumptions. Multi attribute model to understand consumer attitudes.

Module III: Marketing Mix for Services

Product, Price of services, service channels and distribution, developing the service communication mix.

Physical Evidence and process in services: service-scapes, the service delivery process. Service blueprint

components.

Module IV: Customer Retention through CRM

Understanding customer expectations, Fundamentals of customer satisfaction, Understanding customer

service, Monitoring and measuring customer satisfaction, Customer Retention: Complaint Handling and

Service Recovery, Customer Loyalty. Life time value of customer

Module V: Service Quality: Assessment and improvement of service delivery

Definition and measurement of customer satisfaction. Definition and measurement of service quality. GAP

model, SERVQUAL.

Impact of technology in enhancing service competitiveness

RURAL AND AGRICULTURAL MARKETING


Module I

Rural marketing an overview, principles of marketing as relevant to rural marketing changing concept of

marketing, profiles of urban/ customers and differences in their characteristics.

Module II

Features of rural markets/ infrastructure, products and services in the rural markets and channels of distributionand trade management.

Module III

Transportation and communication, advertising and sales promotion strategies for rural marketing and

characteristics of pricing in rural markets for different products and factors influencing.

Module IV

Marketing objectives, sales target strategies, organizing for rural marketing and new product launch techniques

for rural markets.

Module V

Marketing strategies, policy, sales management practices training, motivation and Examination.

Module VIRural Market research and market information system and a glimpse of the future of rural marketing.

Module VII

Case Studies: ITC eChaupal, HLL Project Shakti, Sagar, DCM Haryali


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ENTREPRENEURSHIP AND NEW VENTURES

Course Code: MMSEL20306 Credit Units: 03

Module I:Conceptof an entrepreneur and Entrepreneurship

The entrepreneurs role, task and personality, A typology of entrepreneurs: Defining survival and success,

Entrepreneurship as a style of management, The entrepreneurial venture and the entrepreneurial organization

Module II: Setting New Venture

Making business Plan, Cost Benefit Analysis, Feasibility Analysis, Report Writing for business

Module II: Choosing a direction, opportunity recognition and entry strategies

New product, Franchising, Sponsorship and Acquisition, The strategic window of opportunity: scanning, positioning

and analyzing, Intellectual Property creation and protection.

Module III: Gaining commitment

Gathering the resources, the business plan as an entrepreneurial tool, Financial Projections and planning, Debt,

venture capital and other forms of financing, Sources of external support, Developing entrepreneurial marketing:Competencies, networks and frameworks

Module IV: Closing the window: sustaining competitiveness

Maintaining competitive advantage, The changing role of the entrepreneur: mid career dilemmas, Harvesting

Strategies versus Go for Growth.

Sem III Course

Documents

Transcript of Sem III Course