BACHELORS WITH BUSINESS ADMINISTRATION (FAC) AS MINOR

5th SEMESTER
FAC522N BUSINESS ADMINISTRATION _ OPERATIONS RESEARCH
CREDITS: THEORY: 3; TUTORIAL / PRACTICAL: 1
COURSE DESCRIPTION:
This course includes approaches to decision making and problem solving in different environments. The module covers
topics that include: linear programming, Transportation, Assignment, and CPM/ MSPT techniques. All these techniques
are essential to solve problems accurately. Analytic techniques and computer packages are alsoan essential part of using
these techniques more efficiently to solve problems and hence will be used to solve problems facing business managers in
decision environments.
COURSE OBJECTIVES:
1. To use quantitative methods and techniques for effective decisions– making; model formulation and
applications that are used in solving business decision problems.
2. To introduce the students how to use LP and related techniques for solving problems.
3. To help students understand queuing theory and model for serving customers better.
4. To help students use PERT and CPM for project management and be able to use software’s related to operations
research.
LEARNING OUTCOMES:
1. Understand the characteristics of different types of decision-making environments and the appropriate decision-
making approaches and tools to be used in each type.
2. Be able to build Transportation Models and Assignment Models and solve LP problems
3. Be able to design new simple models, like CPM to improve decision – making and develop critical thinking and
objective analysis of decision problems.
4. Be able to use software’s for using models for finding solutions for problems.

UNIT-I
Significance, scope and applications of Operation Research in managerial decision-making; Decision-
making under certainty, uncertainty and risk situations; EMV and value of perfect information; Uses of
Decision tree, Game Theory: Concept of game; Two-person zero-sum game; Pure and Mixed Strategy
Games; Saddle Point; Dominance Method and Graphical Method for solving Mixed Strategy Game.

UNIT-II
Mathematical formulations of LP Models for product-mix problems; graphical and simplex method of
solving LP problems; Transportation problem: Various method of finding Initial basic feasible solution
and optimal solution; Assignment model: Hungarian Method and its applications.

UNIT-III
Queuing Theory: Characteristics of basic Queue model; Applications of Queue model for better service to
the customers; Sequencing Problem: Johnsons Algorithm for n Jobs and Two machines, n Jobs and Three
Machines, two jobs and m Machines Problems; Replacement Problem: Replacement of assets that
deteriorate with time, andthat fail suddenly.

UNIT-IV
Project Management: Rules for drawing the network diagram, Application of CPM and PERT techniques in
projectplanning and control; Probability considerations in PERT networks; Crashing and resource levelling
of operations; Basic concepts and applications of Simulation and Markova analysis; Basic understanding
of Software Applications.

Note: Practical work, Case Studies & other assignments will be provided by the concerned faculty in the
class.
SUGGESTED READINGS:

1. Vohra- Quantitative Techniques in Management (Tata McGraw-Hill.

2. Peter C Bell- Management Science/ Operations Research, Vikas
3. Kothari- Quantitative Techniques (Vikas).
4. Akhilesh K B and Balasubramanian S- Quantitative Techniques, Vikas Taha Hamdy- Operations
Research- An Introduction, Prentice-Hall.
 BACHELORS WITH BUSINESS ADMINISTRATION (FAC) AS MINOR
6th SEMESTER
FAC622N BUSINESS ADMINISTRATION _ SALES AND DISTRIBUTION MANAGEMENT
CREDITS: THEORY: 3; TUTORIAL / PRACTICAL: 1
COURSE DESCRIPTION:
Sales and Distribution Management is a comprehensive course that explores the principles, strategies, and practices
involved in managing sales operations and distribution channels within organizations. This course examines the
critical role of sales management in driving revenue growth, building customer relationships, and achieving
competitive advantage in today's dynamic marketplace.

COURSE OBJECTIVES
1. Understanding Sales Management, Sales Planning and Forecasting
2. Techniques for Territory Management
3. Sales Force Recruitment and Training
4. Sales Process and Techniques & Customer Relationship Management (CRM)

LEARNING OUTCOMES
1. Students will gain a comprehensive understanding of the role and functions of sales management
2. Develop skills in sales planning and forecasting
3. Learn techniques for territory design, allocation, and management to optimize sales coverage
4. Explore various sales techniques, approaches, and strategies for prospecting, qualifying leads, making
presentations, overcoming objections, and closing sales deals.

UNIT-I
Nature and Scope of Sales Management; Objectives and functions of Sales management; Nature of Selling;
Overview of Selling Process and Selling Theories; Prospecting for customers; Designing and delivering of sales
presentation; Modes of sales presentation, Recruiting and selecting Sales Personnel – Methods and
administering selection procedures;

UNIT-II
Developing Sales Training Programs, Executing and Evaluating sales training programs; Motivating Sales
Personnel, Overview of basic motivational theories; Compensating sales personnel, Designing and
Administering various Compensation Plans; Controlling Sales personnel and managing sales evaluation
programmes, Comparing standards with actual performances of sales personnel;

UNIT-III
Objective and Types of Quotas, Quota setting procedure, Administering the quota system; Designing Sales
Territories and Allocating Sales efforts to sales territories; An Overview of Marketing Channels; Structure,
Functions and Relationships of channels of Distribution; Channel Planning and organizational Patterns in
Marketing Channels - Traditional vs. Vertical Marketing system, Channel Conflict and its management;
Marketing Channel Design Process; Channel Management Decisions

UNIT-IV
Channel Intermediaries- Role and Types; Wholesaling- Types of Wholesalers, Wholesaler marketing decisions;
Retailing- Types of retailers, retailer marketing decisions; Market Logistics- Logistics objectives, Market
logistics decisions for Distribution Channels; Assessing Performance of Marketing Channels; Role of
Information System in Distribution Channel Management;

Note: Practical work, Case Studies & other assignments will be provided by the concerned faculty in the class.

SUGGESTED READINGS:
1. Still, R R. & Cundiff; Sales Management, Englewood C
2. Tanner, J; Honeycutt ED; Erffmeyer Robert C.; Sales management: Pearson Education.
3. Anderson, R. Professional Sales Management. Englewood Cliff, New Jersey, Prentice Hall Inc.
4. Anderson, R. Professional Personal Selling. Englewood Cliff, New Jersey, Prentice Hall Inc.
5. Buskirk, R H and Stanton, W J. Management of Sales Force. Homewood Illinois, Richard D Irwi
 BACHELORS WITH BUSINESS ADMINISTRATION (FAC) AS MINOR
7th SEMESTER
FAC722N BUSINESS ADMINISTRATION _ BANKING AND INSURANCE
CREDITS: THEORY: 3; TUTORIAL / PRACTICAL: 1
COURSE DESCRIPTION:
This course is designed to provide the students with the basic knowledge of banking and insurance sector. Students will explore
the role of banks and insurance companies in the financial system, their operational frameworks, and the impact of technological
advancements on these sectors. The course also covers various types of banking services and insurance products, as well as the
legal and ethical considerations in these fields.
COURSE OBJECTIVES
The broad course objectives comprise the following:
1. To provide students with an understanding of the working of banking sector in the economy.
2. To examine the fundamental principles of insurance, including risk assessment, policy formulation, and claim settlement.
3. To assess the regulatory environment affecting banking and insurance sectors and the importance of ethical practices.
4. To investigate the impact of technological advancements, such as FinTech and InsurTech, on the banking and insurance
industries.
LEARNING OUTCOMES
Upon successful completion of the course, students should be able to:
1. Demonstrate a thorough understanding of the main functions and services provided by banking institutions.
2. Articulate the key principles and processes involved in the insurance industry, including underwriting, risk management,
and claims processing.
3. Analyze and interpret the regulatory requirements in banking and insurance operations.
4. Evaluate the influence of technological advancements on the efficiency, security, and service delivery in banking and
insurance sectors.
CURRICULUM DETAILS
UNIT-I
Overview of banking sector- definition and types of banks, Significance of banking sector in the economy, Origin and
growth of commercial banks in India, Financial Services offered by banks, changing role of commercial banks,
Functions performed by commercial banks, Central bank- functions and role in the economic landscape of the country.
UNIT-II
Bank Deposits: Concept, significance and classification (time and demand deposits). Advances: Concept, significance
and classification, principles of sound lending. Management of capital funds in commercial banks- Meaning, function
and necessity of adequate capital funds, risk-based capital standards, Basel regulations and constituents of capital
funds.
UNIT-III
Nature, purpose and need of insurance, Functions of insurance, The concept of risk - Kinds and classification of risks,
Assessment, Transfer, Role and functions of IRDA. Basic principles of Insurance - Utmost God faith, Insurable
Interest, Material facts, Indemnity, Proximate Cause, Economic principles of Insurance - Sharing, Subrogation and
Contribution, Insurance company operations- rate making, underwriting, production, claims management, General
insurance and life insurance plans.
UNIT-IV
Ethics in Banking and Insurance- Ethical issues and dilemmas, Importance of ethical practices and corporate
governance, Anti-Money Laundering (AML) and Know Your Customer (KYC), Technological Innovations- FinTech
and Its Impact on Banking, Definition and scope of FinTech, Innovations in digital banking and payments, InsurTech
and Its Impact on Insurance, Definition and scope of InsurTech, Innovations in digital insurance and policy
management.
TUTORIAL / PRACTICAL (2 CREDITS)
Preparation of a comprehensive report on analysis of some select products and services in the banking and insurance
sector.
Note: Evaluation of tutorials/practical shall be done by the examiner(s) as per university norms/ notifications.
SUGGESTED READINGS
TEXT BOOK:
1. Jyotsna Sethi and Nishwan Bhatia, Elements of Banking and Insurance, PHI Learning
REFERENCE BOOKS:
2. Mishkin Frederics S., The Economics of Banking & Financial Markets, Harper Collins, New York
3. Khan, M.Y., Indian Financial System, McGraw-Hill Education.
4. Agarwal, O.P., Banking and Insurance, Himalaya Publishing.

Note: Latest edition of text books may be used.

 BACHELORS WITH BUSINESS ADMINISTRATION (FAC) AS MINOR
8th SEMESTER
FAC822N BUSINESS ADMINISTRATION _ ORGANIZATIONAL BEHAVIOUR
CREDITS: THEORY: 3; TUTORIAL / PRACTICAL: 1
COURSE DESCRIPTION:
This course explores the multiplicity of interrelated factors which influence the behavior and performance of people as
members of work organizations. The course deals with theories of organizations, environment and organizational goal
setting, behavior and individual attitude, perception, individuals and group attributes, group dynamics, power and
politics, organizational change management.

COURSE OBJECTIVES
1. Understand the meaning of organizational behavior.
2. Understanding the fundamental concepts and basic approaches of organizational behavior.
3. Understanding the goals of organizational behavior.
4. Knowing the significance of organizational behavior for managers.

LEARNING OUTCOMES
1. To recognize and understand theoretical approaches of organizational behavior
2. Application of the theoretical knowledge to improve organizational performance and productivity together
with job satisfaction and employee commitment
3. Evaluate the impact of organizational structure on decision making
4. Recognize the challenges to an organization and significance of change management for organizational
effectiveness
UNIT-I
Concept, need and importance of Organizational Behavior; Nature and scope of organizational
behavior; Framework for the study of OB; Organizational Behavior Models.

UNIT-II
Personality - Types - Factors influencing personality –Theories; Learning - Types of Learners - The
Learning Process - Learning Theories; Organizational Behavior Modification; Attitudes -
Characteristics - Components - formation - measurement. Perception - Importance - Factors
influencing perception - Interpersonal perception; Motivation - Importance - Types - Effects on work
behavior.

UNIT-III
Organization Structure – Formation; Groups in Organizations - Influence - Group Dynamics -
Emergence of informal leaders and working norms - Group Decision Making Techniques -
Interpersonal relations - Communication - Control

UNIT-IV
Meaning and Importance; Leadership styles and Theories; Leaders vs Managers; Sources of Power -
Power Centers –Power and Politics. Organizational change - Importance - Stability vs change -
Proactive vs Reactive change - The change process - Resistance to change - Managing change.

Note: Practical work, Case Studies & other assignments will be provided by the concerned
faculty in the class.

SUGGESTED READINGS:
1. Stephen P. Robbins, Organizational Behavior, Prentice Hall of India.
2. Hellriegel, Slocum and Woodman, Organizational Behavior, South-Western, Thomson Learning.
3. Schermerhorn, Hunt and Osborn, Organizational Behavior, John Wiley
4. Fred Luthans, Organizational Behavior, McGraw Hill Book Co.