COURSES

DETAILED COURSE CURRICULAM

Export Management Programmes

Export Management & Documentation (CT-21) : Export : Need & Relevance, Sources of Export Information, How to Setup Export House, Formalities of Registration For Exporters, Export Documentation, Processing Of An Export Order, The EXIM Policy 1997-2002, E-Commerce in Export, Project Export, Product Specialisation. Export Finance Procedures (CT-22) : Export Sales Contract And Incoterms, Terms of Payment In Exports, Export Finance, Letter of Credit, Exim Bank & ECGC, Export Pricing, Export Cargo Insurance, Packaging & Labeling. International Marketing (CT-23) : Introduction to International Marketing, Selection of Products, Identification of Export Markets, Product Planning for Exports, International Marketing Channels, Business Communication in Export, International Marketing Logistics. INDIRECT TAXES (CT-24) : Background of Indirect Taxe Laws, Liability of Central Excise Duty, Other Excise Procedures, Procedure for Import and Export, Export Promotion Schemes, Other Provisions in Customs Law, Penalties and Offences Under Customs Act, Introduction to Central Sales Tax, Quantum of CST payable, Restrictions on Taxation Under CST Act. INTERNATIONAL TRADE (CT-25) : International Trade-An Introduction, The Basis of International Trade, Gains From Trade & Terms of Trade, Balance of Payments, Trade Barriers, Countertrade & Trade in Services, Foreign Exchange, Economic Integration, Regional Groupings & Commodity Agreements, International Economic Organisations and Forums, International Monetary System & Eurodollar Market, Multinational Corporations, WTO and Trade Liberalisation, Foreign Trade and BOP of India. PRINCIPLES OF MANAGEMENT (CT-26) : Introduction to Management, Schools of Management Thought, Social Responsibility of Management, Process & Function of Management, Planning, Decision Making, Management By Objective, Concept of Organisation, Delegation of Authority, Centralisation & Decentralisation, Staffing, Direction, Leadership, Motivation, Communication, Control. FOREX MANAGEMENT (CT-27) : Theory of Foreign Exchange, Fluctuations in Foreign Exchange, Rates And Terminologies, Foreign Exchange Transactions and Rate Mechanism, Forward Exchange, Exchange Rate Policy & Exchange Control, Convertibility of Rupee in India, Foreign Exchange Market in India. INTERNATIONAL PROJECT MANAGEMENT (CT-28) : What is a project?, Process of Project Identification, Identification of factors and actors, Scouting for project ideas and screening, Sources of net present value, Feasibility study, Collection of information about demand, Conduct of Market Survey, Demand forecasting methods, Technical Analysis-Materials, Input constraints, Procurement of machineries, Financial Analysis-cost of project, Means of Finance, Working capital requirement, Use of break-even chart, Projections of profitability, Principles of measuing Cash flows, Different views of cash flows, Time value of money, Appraisal criteria, BC Ratio and IRR, Investment Appraisal in International Field, Analysis of Project Risk Sensitivity Analysis, Risk-Adjusted Discount rate and certainty Equivalent method, Social Cost Benefit analysis, Network Technique, PERT & CPM, Post-audit and performance evaluation, Behavioural Issues. BUSINESS LAWS (CT-29) : Company Law, Law of Contracts, Arbitration & Conciliation Act, Partnership Act, Special Business And Economic Laws. India’s FOREIGN TRADE (CT-30) : Meaning and Types of Trade, Foreign Trade & Economic Development, India’s Foreign Trade During Planning Period, Recent Trends in India’s Foreign Trade, Balance of Trade and Balance of Payments, Free Trade Vs Protection, Export Promotion in India, India’s Trade with E.U. or E.C.M., India’s trade with USA, GATT and UNCTAD, Short Notes. International Business Environment (CT – 31) : International Business : An Introduction, International Business Environment, International Business Intelligence, International Pricing, International Distribution, Globalization, India in the Global Setting, Globalization of India Business. International Marketing Research (CT-32) : Introduction, Marketing Research Management, Value of Information, The Research Process, Scientific Method and Research Design, Secondary Data, Collection of Primary Data, Scaling Techniques, Sales Analysis and Forecasting, New Product Development and Test Marketing, Advertising Research. Project Work (CT-50) : With a view to channelise your thinking towards the application of the concept that you have learnt in the course of your study.

Marketing & Sales Programmes

International Marketing (CT-23) : Introduction to International Marketing, Selection of Products, Identification of Export Markets, Product Planning for Exports, International Marketing Channels, Business Communication in Export, International Marketing Logistics. PRINCIPLES OF MANAGEMENT (CT-26) : Introduction to Management, Schools of Management Thought, Social Responsibility of Management, Process & Function of Management, Planning, Decision Making, Management By Objective, Concept of Organisation, Delegation of Authority, Centralisation & Decentralisation, Staffing, Direction, Leadership, Motivation, Communication, Control. MARKETING MANAGEMENT (CT-33) : Introduction of Marketing Management, Marketing Planning, Marketing Research, Marketing Segmentation, Study of Consumer Behaviour, Product Development, Branding, Packaging and Labelling, Pricing Policies, Channels of Distribution, Management of Physical, Wholesale and Retail Distribution, Advertisement and Sales Management. BUSINESS LAWS (CT-29) : Company Law, Law of Contracts, Arbitration & Conciliation Act, Partnership Act, Special Business And Economic Laws. Principles of Sales Management (CT-34) : Introduction of Sales Management, Sales Forecasting and Sales Budget, Sales Organisation, Salesmen Recruitment, Salesman Training, Remuneration of Salesmen, Sales Territory and Sales Quota, Salesmanship. Advertising Management (CT-35) : Advertising – its Purpose and Function, Advertising World, Advertising in Marketing Mix, Appeal in Advertising, Layout of Advertisement, Advertising Budget, Selection of Media for Advertising, Advertising Agency Functions, Selection & Co-ordination.

Pharma Marketing Programmes

PRINCIPLES OF MANAGEMENT (CT-26) : Introduction to Management, Schools of Management Thought, Social Responsibility of Management, Process & Function of Management, Planning, Decision Making, Management By Objective, Concept of Organisation, Delegation of Authority, Centralisation & Decentralisation, Staffing, Direction, Leadership, Motivation, Communication, Control. MARKETING MANAGEMENT (CT-33) : Introduction of Marketing Management, Marketing Planning, Marketing Research, Marketing Segmentation, Study of Consumer Behaviour, Product Development, Branding, Packaging and Labelling, Pricing Policies, Channels of Distribution, Management of Physical, Wholesale and Retail Distribution, Advertisement and Sales Management. pHARMA SELLING AND SALES MANAGEMENT (CT-44) : Selling And Marketing Concepts, Selling Process, Job Skills of Pharma Field Force, Sales Organisation, Sales Force Management, Sales Targets And Training, Motivation For Career Growth, Performance Appraisal. pHARMA DISTRIBUTION MANAGEMENT (CT-45) : Introduction to Pharma Distribution Management, Distribution Management in the Past, Present and Future, Wholesaling in Pharma Distribution, Retailing in Pharma Distribution, Nature and Function of C&FA, Role of Medical Representative in Pharma Distribution Physical Distribution-Transportation Warehouse-Inventory Control, Merger and Acquisition ANATOMY, PHYSIOLOGY AND PHARMACOLOGY (CT-46) Cell Structure, Elementary Tissues of the body and Blood Composition, Digestive System & Vitamins, Function of heart, blood presure and cardio vascular disorders, Nervous system and parts of brain, Structure and Function of Skeletal Muscle, Endocrine Glands, Hormones & Physiology of Respiration, Urinary & Reproductive System, Structure and Function of different Organs of Body. PHARMA PRODUCT MANAGEMENT (CT-47) : Market Segmentation & Product Management, Role of Product Manager & Product Life Cycle, Product Portfolio Analysis & Development, Management of New Product Launch, Branding, Brand Creation & Market Testing, Factors Influencing The Brand In Product Life Cycle, Branding Strategies and Techniques. Paradigms in pharmaceutical industry (CT-48) : Discovery, Stability Testing & Clinical Trials of Medicines, Marketing Studies & Drug Surveillance with in Pharma Industry, Pharmaceutical Environment, Ethics & Practice, International/Multinational Pharma Scenario, Pharmaceutical Scenario-Indian Perspective, Intellectual Property Rights & Implication on the Indian Pharma Industry, Small Manufacturers & Drug Productivity, Drug Related Options & Future Trends. BUSINESS LAWS (CT-29) : Company Law, Law of Contracts, Arbitration & Conciliation Act, Partnership Act, Special Business And Economic Laws. Advertising Management (CT-35) : Advertising – its Purpose and Function, Advertising World, Advertising in Marketing Mix, Appeal in Advertising, Layout of Advertisement, Advertising Budget, Selection of Media for Advertising, Advertising Agency Functions, Selection & Co-ordination. Preparation of Selection Procedure (CT-16) : Understanding Your Attitude, So what is a positive Attitude?, Potential, How to search a Job, Rewards for Medical Representative in Selling as a Career, Procedure of Selection, Criteria For Selecting A Medical Representative – A Check List, Criteria For Selecting A Front Line Manager, What is an Interview?, Key to Make Good Impact During The Interview, Factors Considered In Selecting The Job, Salary Structure And Remuneration, Specimen Sample of The Interview, Importance of Bio-data, Business Communication in Pharma Industry (CT-17): Business Communication : What it is all about, Forms of business communication, Design for effective communication, What should be communicated. And when, Putting ideas together for communication, How to communicate effectively, Key audiences in business communication, Verbal communication, Non-Verbal communication, Written communication, Using the right medium, Qualities of an effective communicator. International Marketing Research (CT-32) : Introduction, Marketing Research Management, Value of Information, The Research Process, Scientific Method and Research Design, Secondary Data, Collection of Primary Data, Scaling Techniques, Sales Analysis and Forecasting, New Product Development and Test Marketing, Advertising Research. Project Work (CT-50) : With a view to channelise your thinking towards the application of the concept that you have learnt in the course of your study.

Tourism Administration Programmes

PRINCIPLES OF MANAGEMENT (CT-26) : Introduction to Management, Schools of Management Thought, Social Responsibility of Management, Process & Function of Management, Planning, Decision Making, Management By Objective, Concept of Organisation, Delegation of Authority, Centralisation & Decentralisation, Staffing, Direction, Leadership, Motivation, Communication, Control. Principles of TOURISM (CT-51) : Tourism Principles, Evolution of Tourism, Socio-Economic Facets of Tourism, Tourism Planning and Development, Modern Tourism, Travel Industry, Tourism Marketing, Future Tourism Management Concept, Case Studies. Hospitality Management (CT-52) : Introduction to Hospitality Management, Classification & Category of Hotels, Ownership and Laws in Hospitality Industry, Functional Department and its Activities, Managerial Issues, Financial Statement, Purchase and Storage, Marketing. TOURISM Product (CT-53) : Ancient Religions of India, Indian Culture, Art and Architecture, Performing Arts (Music, Dance and Drama), Nature based tourism, Adventure tourism, Organisation and Management of and event, Other tourism products. ecology of TOURISM (CT-54) : Basic Principles of Ecology and Environment, Human Ecology and Tourism, Tourism and Environment, Tourism and Ecological Impacts, Tourism and Common Property Resources, Tourism and Sustainable Development, Alternative Tourism, Tourism Policy and Environment. travel agency & transport management (CT-55) : International Travel Organisations, functions and role, Difficulties. Travel terminology – IATA Gerography and Three letter Codes, Introduction to Travel Guide and Travel formalities, Operation of Travel Agency, Time differences and Types of Aircraft and Customer facilities and types of journeys, Tour Operations, Transport Management, Air fare.

Software Marketing Programmes

MARKETING MANAGEMENT (CT-33) : Introduction of Marketing Management, Marketing Planning, Marketing Research, Marketing Segmentation, Study of Consumer Behaviour, Product Development, Branding, Packaging and Labelling, Pricing Policies, Channels of Distribution, Management of Physical, Wholesale and Retail Distribution, Advertisement and Sales Management. Software sales & promotional Management (CT-61) : Personal Selling – Marketing Concepts & Market Segmentation, Interactive Selling, Sales Prospecting, Recognition Process, Sales Presentation, Objections Handling, New Technologies in Software Sales, Advertising of Software Sales, Advertising of Software Products. Software product & Project Management (CT-62) : Role and organisation of project management, Project Definition and strategy, Software process and project metrics, Software project planning, Software project estimation, Software project scheduling and tracking, Software product management. Software Development Methodology (CT-63) : Introduction to computer hardware and software, The software industry, Software development, Use of methodology, Implementing the methodology, Software development tools, Software engineering, Issues in software use. Strategic Issues in Software Marketing (CT-64) : Basics of software marketing, Marketing environment and management, Market segmentation, Services, Information Management, New Products, Enterprise resource planning, Supply chain management, Indian software industry, Enterprise collaboration systems, Competing with products and standards, Providing the standards for industry as a competitive tool. Trends in Software Industry (CT-65) : System software: Computer system management, Application software – An introduction, Basics of software development, Software development – languages – certain trends, Viruses – Anti Virus Packages – certain trends, Trends in Information Systems and business applications, Database management: Managing data resources, Telecommunications and the internet worked enterprises, Technology that is likely to change software environment, Unified modeling languages – scripting languages – application servers.

Finance Programmes

CT-27 (FOREX MANAGEMENT) : Forex Management – An Introduction, Derivative, Foreign Currency Futures, Foreign Currency Options, The Foreign Exchange Market, Theories of Foreign Exchange Rate , Movement & International Parity Conditions, Management of Foreign Exchange Risk, Management of Translation Exposure, Management of Transaction Exposure, Management of Economic Exposure. CT-75 (Multinational Financial Management) : International Financial Management: An Overview, International Monetary System, International Financial Institutions/Development Banks, Balance of Payments, Foreign Direct Investment, Cost of Capital and Capital Structure of the Multinational Firm, Multinational Capital Budgeting-Application & Interpretation, Multinational Cash Management, Country Risk Analysis, International Taxation. CT-76 (Financial Markets & Services) : Common Stock, Merchant Banker, Lising of Securities on a Stock Exchange, Mutual Funds, Money Markets, Stock Markets Indicators, Leasing, Hire Purchase, Factoring, Credit Rating, Insurance. CT-77 (Working Capital Management) : Theories and Approaches, Financing Working Capital Needs, Managing Components of Working Capital, Receivables/Cash/Inventory/Payables Management, Working Capital Planning Model. CT-78 (Security Analysis & portfolio management) : Nature and Scope of Investment Decisions, Security Markets, Analysis for Equity Investment, Portfolio Theory, Institutional And Managed Portfolios.

HRD Programmes

CT-11 (Human Resource management) : Introduction to HRM, HRM Trends in Dynamic Environment, Career Planning and Development, HR Information System, Current Trends in HR. CT-12 (Human Resource planning) : HRP Process, HR Policies and Strategies, Promotion and Job Rotation, Skills and Multi Skilling, Human Resource Cost. CT-13 (Industrial Relations) : Trade Unionism, Collective Bargaining, Industrial Relations Settlement, Union Management Relation, Labour Welfare and Social Security. CT-14 (Organisation Development) : Introduction to Organisation Development, Ethics in OD, Action Research, Organisation Development Interventions, Power and Control Issues in Organisation, Knowledge Management, CT-72 (Organisation Behaviour) – Approaches to Understanding Organisation, Typology of Organisations, Principles of Organisational Design, Forms of Organisational Design, Analysing and Organising Work, New Forms of Organisation, Emerging issues of Work Organisation and Quality of Working life, Organisational Diagnosis – Tools and Techniques, Questionnaire as a Diagnostic Toll, Interview as a Diagnostic Tool, Workshops, Task-forces and other methods, Organisation Development, Alternative Interventions, Skills of Change Agents, Follow up and Consolidations, Institution Building.

Hospital Management Programmes

CT-02 (Principles of Hospital Management) : Role of Hospitals in Health Care, Effective Hospital Management, Planning, Organising, Directing and Leading, Controlling and Financial Management CT-03 (Principles of Hospital Planning) : Hospital Planning and Design, Outpatient Services, The Nursing Unit, Nursing Services, Radiology Services, Laboratory Services, Operation Threatre Suite, Pharmacy, Central Sterile Supply Department, Hospital Infection, Hospital Utilisation Statistics, Evaluation of Hospital Services, Casualty & Emergency Services, Organization and Management of Dietary Services in a Hospital, Housekeeping and Maintenance Services CT-04 (Essential Elements of Hospital Administration) : Marketing Management, Human Resource Management and Industrial Relations, Purchase Management and Maintenance Management. CT-05 (Community Health, Demography & Biostatistics) : Community Health, Clinical Spectrum of Disease, Epidemiological Methods 0 Diagnosis & Treatment, Introduction to Bio-Statistics-Presentation of Data, Sampling Methods, Test of Significance, Demographing & Vital Statistics, Measures of Population & Vital Statistics and Population Studies & Family Welfare. CT-06 (Medical Records Management) : Basic Principles, Organisation Space & Equipment Requirement, Structure & Content, Diagnostic, Classification & Coding, Medical Audit, Preservation of Medical Records, Medical Statistics, Quality Assurance, Medical Certificates, Legal Aspects. CT-07 (Hospital Inventory Management) : Materials Management, Need for Adopting Materials Management Concept, Inventory Management, Norms for Inventory, ABC Analysis, Economic Order Quantity, Material Handling, Store Keeping & Ware Housing Management. CT-08 (Functional Hospital Organisation) : Disposal of Hospital Waste, Public Relations in Hospitals, Ethical and Legal Aspects of Hospital Administration, Quality Assurance through Records Review and Medical Audit, Schedules of Accommodation, Classification of Various Services Areas and Departments in a Hospital, PHARMA PRODUCT MANAGEMENT (CT-47) : Market Segmentation & Product Management, Role of Product Manager & Product Life Cycle, Product Portfolio Analysis & Development, Management of New Product Launch, Branding, Brand Creation & Market Testing, Factors Influencing The Brand In Product Life Cycle, Branding Strategies and Techniques. Paradigms in pharmaceutical industry.

Insurance Management Programmes

CT-81 (Insurance & Risk Management) : Understanding Risk, Risk Management and Control, Introduction to Insurance, Globalization of Insurance and Enterprise Risk Management. CT-82 (Insurance Business Environment) : Growth & Development of Indian Insurance Industry, Regulations of Insurance Business and The Emerging Scenario. CT-83 (Life & Non-life Insurance) : Introduction to Life & General Insurance, Practical aspects of Life Insurance, Fire, Automobile, Marine, Health, Rural, Social and Miscellaneous Insurance. CT-84 (Management of Insurance Companies) : Function & Organisation of Insurers, Underwriting, Claims Management, Insurance Pricing & Marketing, Re-insurance and IT in Insurance Sector. CT-85 (Insurance Marketing) : Evolving Markets and Strategies, Agency Law, Becoming & Agent, The Insurance Market, Marketing Scenario & Organisational Objectives, Strategies, Methods & Techniques of Marketing, Organisational Objectives, Communication & Compensation Packages, Insurance Selling and Case Studies.