B.M.M. – U122
Duration: Min 3 years – Max 6 years
Eligibility: +2 or equivalent
Course details:
S. No
First year
1
2
3
Subject Code
Subject Name
Credits
FT1/FH1
FE1
FHS1
4
4
3
BMM1
4
5
BMM2
BMM3
Tamil/Hindi-I
English-I
Foundation course in Humanities
and Social Science
Marketing Management &
Personnel Selling and
Salesmanship
Element of Accountancy
Business Environment & Business
Organization
8
8
8
BUSINESS ENVIRONMENT AND BUSINESS ORGANISATION
UNIT – I
Business : Meaning, Characteristics, Objectives, importance and essentials of
business, Classification of business – Forms of Business Organizations – Sole tradership
– Joint Hindu family Business – Partnership – Joint Stock companies – Co-operative
societies – Public Utilities and Public Enterprises.
UNIT – II
Location of Industry – Importance of Location – Factors influencing location –
size and scale of operation – Advantages of Large scale operation – Industrial Estates and
District Industries Centers
UNIT – III
. Stock Exchange – Functions – Workings – Services – Regulation of stock
Exchange in India – Business combinations – causes – types – Effects of combinations in
India.
UNIT – IV
Economic environment of business, economic environment and business
management: critical elements economic and non-economic environment : Socio-cultural
environment,
socio-cultural
environment,
sociological
environment
:
social
responsibilities – the Indian scene.
UNIT – V
Political Economy: Government and Business – theory of Government
intervention; forms of intervention – traditional and non-traditional intervention:
Government – business relationship in India – concept of liberalization and privatisation.
Control and regulations: Need for regulating economic and industrial activities
– regulatory role of the government – through regislative framework control of capital
issues, price controls, industrial licesing policy : monopolies and restrictive trade
practices act concentration of economic power.
Reference Books
1. Khera SS – Government in Business.
2. Chopra B.S – Business Policy for Indian Industries
3. Amarchand – Government and Buiness
4. Aram JD – Managing Business and Public Policy
5. Agrawal PN – The History of Indian Business.
6. Bhusan K – Business Organisation
7. Vasudevan and Radheswami – Business Organisation.
8. Basu – Business Organisation and Management.
ELEMENTS OF ACCOUNTANCY
UNIT – I
Introduction to Accounting – Recording, Posting and preparation of trial balance – Bank
reconciliation statement, rectification of errors – Bills of exchange and promissory notes.
UNIT – II
Capital and Revenue – Financial Accounts – Balance Sheet – Single entry and self –
Balancing ledger.
UNIT – III
Depreciation Accounting, straight line method – Diminishing balance method and
annuity method – Royalties excluding sub-lease.
UNIT – IV
Partnership Accounts – I – Partnership Accounts – Dissolution and piecemeal distribution
of cash.
UNIT – V
Branch Accounts – Departmental Accounts.
Reference:
Advanced Accounting (Vol. – I) – by R.L.Gupta & M.Radhaswamy practical problems in
advanced accountancy by Jain & Narang.
Advanced Accountancy - by S.N.Maheswari
Advanced Accountancy - by Shukla M.C.and Grewel
MARKETING MANAGEMENT
UNIT I
Marketing- meaning , definition, needs, wants and demands. Products –value and
satisfaction- exchange, transactions and relationships. Markets. Marketing- concepts and
goal of the marketing system
UNIT II
Consumer markets- consumer behaviour- characteristics affecting consumer
behaviour- types of buying decision behaviour- buyers decision process for new products.
Business markets and business buyer behaviour.
UNIT III
Market segmentation- segmenting a market- bases for segmenting consumer
markets- segmenting business markets- market targeting- evaluating market segments.
Selecting market segments- choosing and implementing a positioning strategy.
UNIT IV
Designing products. New product development and product life- cycle strategiesproduct diversification- pricing methods
UNIT V
Advertising, sales promotion and public relation. Advertising- objectives- setting
the advertisements budget- evaluation- advertising media – sales promotion- personal
setting- sales management.
Reference
Principles of marketing by Philip Kotlea and Gary Armsrong
Paper – 9
PERSONAL SELLING ANS SALESMANSHIP
UNIT – I
Personal selling – Definition – Objectives – Features – Process – Benefits.
UNIT – II
Sales Management – Evolution – Objectives – Sales Executive as Co-ordinator –
Theories of selling – Buyer – Seller Dyads.
UNIT – III
Sales potential – Meaning – Importance – Sales forecasting – Importance –
Methods – Advantages.
UNIT – IV
Determining sales – related marketing policies – Product Policies – Pricing
Policies – Distribution policies.
UNIT – V
Salesmanship – Concept – Importance – Qualities – Duties – Sales Organization.
Reference:
1. Sales Management (Decisions, Strategies and Cases) – Richard R. Still, Edward
W. Cundift. Norman A.P. Govoni.
2. Modern Marketing – R.S.N. Pillai, Bagavathi.