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MAULANA ABUL KALAM AZAD UNIVERSITY OF TECHNOLOGY, WB

Syllabus of BBA
(Effective for 2021-2022 Admission Session)
Choice Based Credit System
140 Credit (3-Year UG) MAKAUT

Semester-IV
Human Resource Management
Paper Code: BBA - 401
Total Credit: 6
Total hours of lectures: 60 hours
Sl. Topic/Module Hour
1. Module 1: 10
Human Resource Management-Overview Introduction of the paper,
Definition of Human Resource, Definition & Concept of Personnel
Management, Comparison between Personnel Management & HR. Nature,
Aim and Objectives, Scope & Coverage & Nature of HRM, Importance of
Human Resource Management. Historical Perspective & Evolution of
Human Resource Management in India. Development of HR Functions,
Structure & Function of HR Manager, Role of Line Managers in Managing
Human Resources. Difference Between Line Function and Staff Function.
Changing Function of Human Resource Management with Examples.
2. Module 2: Human Resource Planning Meaning, Objectives, Importance 10
of Human Resource Planning, Need for HR Planning, Assessment of
Available HR in the Organization, Work Load Analysis, Manning Norms,
Demand Analysis of Future Requirement of HR, HR Policy.
3. Module 3: Job Analysis: Concept, Uses, Job Description, Job Specification, 4
Methods of collecting Job Analysis Data, Job Evaluation.
4. Module 4: Talent Acquisition and Training: Recruitment: Definition, 10
Sources of Selection, Process of Selection, Difference Between Recruitment
and Selection.
Training: Definition, Difference between Training, Development and
Education, Different Methods of Training,
5. Module 5: HRD: Definition, objective, process of HRD, Assessment 8
of HRD Needs, HRD Methods.
6. Module 6: Introduction to Performance appraisal: Purpose, Methods, 10
Appraisal instruments, 360 degree Appraisal, HR Score Card, Errors in
MAULANA ABUL KALAM AZAD UNIVERSITY OF TECHNOLOGY, WB
Syllabus of BBA
(Effective for 2021-2022 Admission Session)
Choice Based Credit System
140 Credit (3-Year UG) MAKAUT

appraisal, Potential Appraisal, Appraisal Interview.


7. Module 7: Emerging Areas: International Human Resource 8
Management: Concept, Need, Objectives and Features. Modern Human
Resource Management Practice. Modern HR Trends, Managing Human
Capital, Talent Management. Case Lets and Class Activities (Applying HRM
Techniques).

Suggested Readings:
1. Dessler, G : Human Resource Management, Pearson.
2. Rao, V.S.P: Human Resource Management: Text and Cases, Excel Books.
3. D. K. Bhattacharya: Human Resource Management, Excel Books.
4. M. Saiyadain: Personnel Management, Tata McGraw Hill.
5. Raman Preet: Future of Human Resource Management: Case Studies with Strategic
Approach, Willey.
6. K. Aswathappa: Human Resource Management: Text & Cases, 8 th Edition , Tata
McGraw Hill.

Sales & Distribution Management


MAULANA ABUL KALAM AZAD UNIVERSITY OF TECHNOLOGY, WB
Syllabus of BBA
(Effective for 2021-2022 Admission Session)
Choice Based Credit System
140 Credit (3-Year UG) MAKAUT

Paper Code: BBA - 402


Total Credit: 6
Total hours of lectures: 60 hours
Sl. Topic/Module Hour
1. Module 1: Personal Selling: Nature and importance; Functions of a 8
salesman; Personal selling as a career.
Salesmanship and Qualities of Salesman Psychology in Selling, Buying
Decision Process, Types of Buying Situation: Buyer-seller dyads; Product
knowledge; Customer knowledge – buying motives and selling points.
2. Module 2: Sales Management: Market potential, Sales Potential; Sales 8
Forecasting and Budgeting: Developing Sales
forecast, Approaches to Sales Forecasting, Sales Budget, Sales Quota.
Training and Motivating Sales force: Managing the Sales Training process –
ACMEE Method, Motivating and Compensating the Sales force ,Sales force,
compensation, Sales Territory.
3. Module 3: Theories of Selling: AIDAS Theory; Buying Formula Theory. 8
Scientific Selling Process: Basic steps in personal selling – prospecting, pre-
approach, and qualifying.
4. Module 4: Approach and Presentation: Methods of approaching a customer; 8
Presentation process and styles; Presentation planning. Objection Handling:
Types of objections; Handling customer objections, Closing Sales and
Follow up: Methods of closing sale; Executing sales order – Follow-up
importance and Process.
5. Module 5: Nature and Characteristics of Sales Distribution, Marketing 8
Channels - Structure, Functions, Relationships, Channel Dynamics - Co-
operation, Conflict and Competition, Types of Intermediaries - Wholesaler,
Retailer and Physical Distribution Systems.
6. Module 6: Channel Design: Objectives, Evaluation and Selection of 8
Channels, Channel Management: Supervision, Evaluation and Control of
Channel members.
7. Module 7: Integrated Logistics and Supply Chain Concepts, E-distribution 8
MAULANA ABUL KALAM AZAD UNIVERSITY OF TECHNOLOGY, WB
Syllabus of BBA
(Effective for 2021-2022 Admission Session)
Choice Based Credit System
140 Credit (3-Year UG) MAKAUT

& E-retailing: Introduction.


8. Module 8: Channel Structures and Practices - Indian Perspective 4

Suggested Readings:
1. Sahu. P. K.: Salesmanship & Sales Management, Vikas Publication.
2. Still, Cundiff, Govoni at al.: Sales Management, Pearson Education.
3. Ramneek Kapoor: Fundamentals of Sales Management, Macmillan.
4. Robert. J. Calvin: Sales Management, TMGH
5. Pingali Venugopal: Sales and Distribution Management: An Indian Perspective, SAGE.

6. Tapan K Panda, Sunil Sahdev: Sales & Distribution Management Oxford University

Press 2012.

Customer Relationship Management


Paper Code: BBA - 403
Total Credit: 6
MAULANA ABUL KALAM AZAD UNIVERSITY OF TECHNOLOGY, WB
Syllabus of BBA
(Effective for 2021-2022 Admission Session)
Choice Based Credit System
140 Credit (3-Year UG) MAKAUT

Total hours of lectures: 60 hours


Sl. Topic/Module Hour
1. Module 1: Introduction to CRM: Definition, Components, Models, 6
Contexts.
2. Module 2: Understanding Relationship: Relationship, loyalty, 8
Relationship quality, Customer lifetime value, Customer Satisfaction.
3. Module 3: Managing Customer Lifecycle: Customer acquisition, customer 8
retention, Introduction to Customer Life-time Value, calculation.
4. Module 4: Types of CRM: Types, Difference, Subcomponents of each 8
type.
5. Module 5: Strategic CRM: Customer Portfolio Management, Delivering 8
customer-experienced value, CRM metrics.
6. Module 6: Operational CRM: Introduction to Sales Force Automation, 8
Marketing Automation, Service Automation, CRM metrics.
7. Module 7: Analytical CRM: Customer-related databases, Development and 8
managing customer-related databases, CRM metrics.
8. Module 8: Realizing Benefits of CRM and Looking in to future: 6
Implementing CRM, Social CRM, Collaborative CRM, e-CRM.

Suggested Readings:
1. Francis Buttle: Customer Relationship Management: Concepts and Tools, Routledge.
2. Francis & Stan Maklan Buttle: Customer Relationship Management : Concepts and
Technologies, T&F India
3. Jagdish N Sheth, Parvatiyar Atul, et al. Customer Relationship Management:
Emerging Concepts, Tools and Applications, McGraw Hill Education.
4. Dr. Ruchi Jain and Dr. Ruchika Jeswal: CRM Customer Relationship Management: a
conceptual approach, Galgotia Publishing Company.
5. Lars Helgeson: CRM for Dummies, Wiley.
6. Payne : Strategic Customer Management: Integrating Relationship Marketing and
CRM, Cambridge University Press.

Paper Code: BBA- 405


Computer Applications
Total Credit: 2
Total hours of lectures: 20 hours
MAULANA ABUL KALAM AZAD UNIVERSITY OF TECHNOLOGY, WB
Syllabus of BBA
(Effective for 2021-2022 Admission Session)
Choice Based Credit System
140 Credit (3-Year UG) MAKAUT

Sl. Topic/Module Hour


1. Module 1: Basic Concepts: Characteristics of a Computer; Advantages of 5
Computers; Limitation of Computers; Types of Computers; Applications of
computers, Hardware, Firmware, Liveware; Software; System Software:
Operating system, Translators, interpreter, compiler; Overview of operating
system, function of operating system; Application software: General Purpose
Packaged Software and tailormade software.
2. Module 2: Internet: Meaning of Internet; Growth of internet, Owner of 5
Internet, Anatomy of Internet, Net Etiquette ; World Wide Web; Internet
Protocols, Usage of Internet to society, Search Engines.
3. Module 3: Word Processing: Introduction to word Processing; Word 5
processing concepts, Working with word document, Opening an existing
document/creating a new document; Saving, Selecting text, Editing text,
Finding and replacing text, Formatting text, Bullets and numbering, Tabs,
Paragraph Formatting, Page Setup, reference management.
4. Module 4: Spreadsheet and its Business Applications: Spreadsheet 5
concepts; Formulas, charts.
5. Module 5: Presentation Software: Creating a presentation; Editing, 10
Sorting, Layout, Set-up row, Inserting audio, video, process flow chart,
creating template, infographics etc.
6. Module 6: Introduction to Computer security: Security Threats, Security 10
Measures, Basic concepts of Data Encryption and Decryption, Digital
signature, Digital envelop.

Suggested Readings:

1. Sanjay Saxena, A First Course in Computers, Vikas Publishing House, New Delhi
2. Pradeep K. Sinha and Preeti Sinha, Foundation of Computing, , BPB, Publication.
MAULANA ABUL KALAM AZAD UNIVERSITY OF TECHNOLOGY, WB
Syllabus of BBA
(Effective for 2021-2022 Admission Session)
Choice Based Credit System
140 Credit (3-Year UG) MAKAUT

3. Deepak Bharihoka, Fundaments of Information Technology, Excel Book,New Delhi


4. V. Rajaraman, Introduction to Information Technology, PHI. New Delhi
5. R. Hunt, J. Shelley, Computers and Commonsense, Prentice Hall of India New Delhi.
6. Reema Thareja : Information Technology and its Applications in Business, Oxford
University Press.

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