Background of the Course:

 This is the first course that a student is exposed to, in the area of Distribution and Sales force Management in any B-School. Hence it is supposed to introduce students to the core concepts of Distribution and how sales force is managed. This will help them to understand how organization access its customers for their product and services in cost effective way. This make them relate these concepts to real-life business situations in different category of product with live examples. 

At the end of this course, a student should be able to think clearly on the role of Distribution primarily in Consumer goods categories and will be in a better position to make sense on the strategy and management by the firm in reaching out to its customers.   

Course Objectives 

The primary objectives of the course are 

• To outline key Sales & Salesforce Management concepts and its application in businesses

• To identify factors and processes essential for designing Sales & Salesforce Management strategy.

• To analyze and examine the implementation of Sales & Salesforce Management concepts and strategy in Business firms.

Course Outcome and PEO Mapping 

After the completion of the course, the students are expected to achieve following Course objectives (COs) that in turn will be mapped to following Program Educational Outcomes (PEOs). 

TEXTBOOK

1. Still, Cundiff, Govoni & Puri: Sales & Distribution Management – Decision, Strategies & Cases; Pearson 

REFFERNCE BOOK

1. Panda, Sahadev: Sales & Distribution Management = Text and Cases; OUP

2. Havaldar & Cavale: Sales and Distribution Management Text and Cases, McGraw-Hill

3. Jobber & Lancaster: Selling & Sales Management; Pearson

DURATION: 10 sessions of 90 minutes each

PEDAGOGY:

Teaching Pedagogy will consist of classroom teaching, use of cases and caselets, class discussion and assignments 

COMPONENTS OF EVALUATION:

Background of the Course: 

Fundamental shift is occurring in the business environment all over the world and no nation can remain self-contained entities. Even if a company does not do nor conduct business internationally, one need to be concerned about the business development around the world as they may directly affect its own business. Thus companies today operate in two environments: domestic and international, in which business managers must operate. How well they perform in their undertakings will depend in great measure on their understanding of these three environments. This course is designed to help students understand and analyze macroeconomic environment in which business unit operates. The basic premise of the course is macroeconomic theories and policy instruments and their implications in understanding macroeconomic environment of a nation/state.

 Course Objectives: 

 To sensitize students need for understanding of macroeconomic theories and policies; - to equip students understand open economy macroeconomics, foreign trade, competitiveness and productivity and strategic trade theories and policies; and - to help students analyze complex economic environment, macroeconomic policies and its implications for business strategy in emerging environment.

 Course Outcomes and PEO mapping:

 After the completion of the course, the students are expected to become adept in: 

TEXTBOOK: 

1. Macroeconomics: Mankiw 

REFERENCE BOOK: 

1.  Gordon R. Sparks, Rudi Dornbusch, and Stanley Fischer, Macroeconomics.

2.  William H Branson, Macroeconomic Theory and Policy

DURATION: 10 sessions of 90 minutes each

PEDAGOGY: 

Teaching Pedagogy will consist of classroom teaching, analysis of cases.

COMPONENTS OF EVALUATION:                                   

Background of the Course: 

Fundamental shift is occurring in the business environment all over the world and no nation can remain self-contained entities. Even if a company does not do nor conduct business internationally, one need to be concerned about the business development around the world as they may directly affect its own business. Thus companies today operate in two environments: domestic and international, in which business managers must operate. How well they perform in their undertakings will depend in great measure on their understanding of these three environments. This course is designed to help students understand and analyze macroeconomic environment in which business unit operates. The basic premise of the course is macroeconomic theories and policy instruments and their implications in understanding macroeconomic environment of a nation/state.

 Course Objectives: 

 To sensitize students need for understanding of macroeconomic theories and policies; - to equip students understand open economy macroeconomics, foreign trade, competitiveness and productivity and strategic trade theories and policies; and - to help students analyze complex economic environment, macroeconomic policies and its implications for business strategy in emerging environment.

 Course Outcomes and PEO mapping:

 After the completion of the course, the students are expected to become adept in: 

TEXTBOOK: 

1. Macroeconomics: Mankiw 

REFERENCE BOOK: 

1.  Gordon R. Sparks, Rudi Dornbusch, and Stanley Fischer, Macroeconomics.

2.  William H Branson, Macroeconomic Theory and Policy

DURATION: 10 sessions of 90 minutes each

PEDAGOGY: 

Teaching Pedagogy will consist of classroom teaching, analysis of cases.

COMPONENTS OF EVALUATION:                                   

Background of the Course: 

Production and Operations Management (POM) is concerned with the management of resources and activities that produce and deliver goods and services for customers. Efficient and effective operations can provide an organization with major competitive advantages since the ability to respond to customer and market requirements quickly, at a low cost, and with high quality, is vital to attaining profitability and growth through increased market share. As competition becomes fiercer in an increasingly open and global marketplace, a company's survival and growth become greatly contingent on its ability to run its operations efficiently and to exploit its resources productively. The course focuses on the basic concepts, issues, and techniques for efficient and effective operations. Special emphasis is placed on process improvement and supply chain management. Topics include operations strategy, capacity planning, materials and inventory management, project management, and quality management. 

Course Objectives: 

The top-level objective of this course is to make the students aware of the production and operations environments and the relevant optimization issues which arise out of the constraints posed by the complexities of the environments. The course will help the students understand how to resolve those issues through the use of various optimization techniques. 

More specifically, the course has the following four objectives

• To provide the students with knowledge and skills in understanding and designing some fundamental cryptographic techniques.

• To provide the students with the knowledge and applications of symmetric key cryptography and public key cryptography

• To provide the students with the knowledge and applications of different authentication mechanisms and message integrity protection techniques

• To provide the students with some fundamental principles of data privacy including the k-anonymity method
  

Course Outcomes and PEO mapping:

 After the completion of the course, the students are expected to achieve following Course objectives (COs) that in turn will be mapped to following Program Educational Outcomes (PEOs).

Books Textbook

• Render, B., Stair, R. B., Hanna, M. E., and Hale, T. S. Quantitative Analysis for Management. Pearson Education. 13th Edition. ISBN-13: 978-0134543161. ISBN- 10: 0134543165.

Reference Books:

• Taha, H. A. Operations Research: An Introduction.Pearson Education. 10th Edition. ISBN-13: 978-0134444017. ISBN-10: 0134444019.

• Chary, S. Production and Operations Management. McGraw-Hill. 6th Edition. ISBN-13: 978-9353164812. ISBN-10: 9353164818.

• Gupta, S. and Starr, M. Production and Operations Management Systems.1st

Edition. CRC Press. ISBN-13: 978-1466507333. ISBN-10: 1466507330.

DURATION:

 20 sessions of 90 minutes each

PEDAGOGY:

Teaching Pedagogy will consist of classroom lectures and discussions, case studies, and problem-solving using tools. The real-world production and operations problem will be solved using Excel, QM-Windows, and Excel-QM tools.

COMPONENTS OF EVALUATION: