Sem 420
Sem 420
Sem 420
Syllabus of BBA
(Effective for 2020-2021 Admission Session)
Choice Based Credit System
140 Credit (3-Year UG) MAKAUT Framework
w.e.f 2020-21
Semester-IV
Human Resource Management
Paper Code: BBA - 401
Total Credit: 6
Total hours of lectures: 60 hours
Course Outcomes:
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.
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.
MAULANA ABUL KALAM AZAD UNIVERSITY OF TECHNOLOGY, WB
Syllabus of BBA
(Effective for 2020-2021 Admission Session)
Choice Based Credit System
140 Credit (3-Year UG) MAKAUT Framework
w.e.f 2020-21
Course Outcomes:
After completion of the course, the students will be able to
1. demonstrate the concepts, terms, benefits of CRM, how CRM creates value for
organizations and customers.
2. outline an introductory understanding about tools and techniques useful in
implementing customer relationship management along with how to evaluate the
successfulness.
3. Articulate CRM Metrics to manage better customer relationship
4. Illustrate customer related database for CRM
Suggested Readings:
1. Francis Buttle: Customer Relationship Management: Concepts and Tools, Routledge.
2. Francis & Stan Maklan Buttle: Customer Relationship Management: Concepts and
4. Dr. Ruchi Jain and Dr. Ruchika Jeswal: CRM Customer Relationship Management: a
Course Outcome:
After completion of the course, the students will be able to
Suggested Readings:
1. Sanjay Saxena, A First Course in Computers, Vikas Publishing House, New Delhi
5. R. Hunt, J. Shelley, Computers and Commonsense, Prentice Hall of India New Delhi.