Jul 12, 2012
Syllabus - 8th Sem
Logistics and Supply Chain Management
International Finance
Financial Institutions and Markets
Strategic Management II
Sales Management
MKT 112 - BBA, Specialization, Marketing
Course Objectives:
This course aims to provide students with the
knowledge of the management of the selling function in order to develop skills
for effective selling and sales management.
Course
Contents:
1.
Introduction 4 hours
Nature, role, and image of selling, Nature and role of sales
management, Relationship between sales and marketing
2. Buyer’s behavior 6 hours
Consumer
and organizational buyer behavior: distinguishing features, Consumer buying
decision process and determinants, Recent developments in organizational buying
3. Sales planning 4 hours
Sales and marketing planning: sales planning process, steps in
marketing planning, Selling in the marketing plan
4. Personal selling 15 hours
Sales
responsibilities, Sales preparation, Personal selling skills: opening, need and
problem identification, presentation and demonstration, dealing with
objections, negotiation, closing the sale, and follow-up
5. Sales promotion 5 hours
Sales channels, Sales promotions: consumer and trade promotions, and
personal motivation, Selling for resale, Exhibition and telephone selling.
Selling of services
6. Sales Management 14 hours
Concept and objectives of sales management, Recruitment and selection
of sales persons, Motivation and training, Sales organization structure, Size
of sales force, Establishing sales territories, Compensating the sales force,
Sales control: sales forecasting approaches, sales budgeting, and evaluation of
sales performance
Text Book
1.
Futrell, Charles: Fundamentals
of Selling, 6th edition, Irwin International Publication.
Reference Books
1.
Geoffrey Lancaster and David Jobber: Selling and Sales Management, Macmillan India
Ltd.
2.
Richard Still, E.W. Cundiff, and N. Govoni: Sales Management, Prentice Hall India
Logistics and Supply Chain Management
MKT 113 - BBA, Specialization, Marketing
Course Objectives:
This
course aims to provide students with the knowledge of logistics and supply
chain management in order to develop their skills in linking the marketplace,
distribution network, and the manufacturing process and establishing effective
logistics system.
Course
Contents:
1. Introduction 6 hours
Concept of marketing logistics, Competitive advantage: concept and
gaining competitive advantage thourough logistics. Mission of logistics management, Supply chain
and competitive performance
2. Logistics
Environment 8
hours
Changing logistics environment, Customer service, concept, components,
and importance of customer service; Customer retention, Service-driven logistic
system; Setting customer service priorities and service standards
3. Logistics
Costs 8
hours
Total cost analysis. Principles of logistics costing, The bottom line
approach. Shareholder value, customer profitability analysis, and direct
product profitability. Cost drivers and activity based costing.
4. Logistics
Performance 10
hours
Benchmarking
the supply chain: concept, benchmarking the logistics process, supply chain
process mapping, supplier and distributor benchmarking, setting the
benchmarking priorities, and logistics performance indicators
5. Strategic
Issues in Logistics 11
hours
Time based competition. Lead time. Logistics pipeline management.
Logistics value engineering. Lead time gap. Just in time logistics: the
Japanese philosophy, implications for logistics. Quick response logistics:
concept, vendor managed inventory, logistics information system, production
strategies for quick response
6. Supply Chain
Management 5
hours
Concept. Logistics vision and problems with conventional organizations,
Logistics organization: vertical and horizontal organizations
Text Book
- Martin Chouristopher: Logistics and Supply Chain Management, Pitman Publishing/ Pearson Education
Reference Book
1.
G. Raghuram and N. Rangaraj: Logistics and Supply Chain Management: Cases and Concepts,
Macmillan India Ltd
International Finance
BBA,
Specialization, Finance
Course Objectives:
This course aims to enhance the students the skills
required to manage the financial risks of firm operating in the international
environment.
Course Contents:
1. Spot exchange market 3
hours
Organization of
the inter-bank spot market, delivery and settlement, retail vs. inter-bank spot
rates, customer draft and wire transfer, convention for spot exchange
quotations, direct vs. indirect exchange and cross-exchange rates
2. Forward and Future Exchange Markets 6
hours
Forward and Future Contracts on Foreign Exchange Market; Forward
exchange premium and discount; Forward rates vs. expected future spot rates,
out right forward exchange and swaps, bid-ask spread and forward maturity;
convention in forward quotations. Currency futures, future contract vs. forward
contract and their payoff comparisons. introduction to currency options and
currency option contracts in exchange markets.
Determination of
Exchange Rates
3. Balance of Payments (BOP) 3
hours
BOP and
factors affecting them, and implications of imbalances in trade account, in
capital account;
4. International Parity Conditions 6
hours
Law
of one price, absolute and relative form of Purchasing Power Parity (PPP),
reasons for departure from PPP. Covered and Open interest parity conditions,
combining interest parity and P and the reasons for violation of interest
parity conditions.
5. Foreign Exchange Risk and Exposures 15
hours
Nature of exchange rate risk and exposure; exposure on domestic
assets, liabilities and operating incomes;
Operating exposure of importer and exporter, the effect of currency of
invoicing; To hedge or not to hedge; hedging with futures, forward, currency of
invoicing, swaps.
6. International Trade, Instruments and
Institutions
Letter of
credit and its role in financin2 international trade; various forms of
financing of imports and exports,
institutions regulating international trade.
7. Foreign
Direct Investment (FDI) and Foreign Portfolio Investment (FPI) 9 hours
Risks in foreign investment vs domestic
investment, global FDI market, Nepal ’s
prospects and problems in tapping FDI.The benefit of international portfolio
investment, segmentation vs integration of capital markets, cost and benefit of
opening economy for FPI. Analytical discussion of crisis faced by Latin
American economies, East Asian economies and events of similar nature.
Text Book
1. Levi, Maurice D.: International
Finance, McGraw-Hill International Edition.
Reference Books
1. Copeland, Laurance S.: Exchange Rates and International Finance, Addison-Wesley.
2. Bowen, Harry P. et
all: Applied International Trade
Analysis (Studies in International Trade Policy), Univ. of Michigan Press
3. Melvin, Michael: International
Money and Finance, Addison-Wesley.
4.
Grabbe, J. Orlin: International
Financial Markets, Prentice-Hall.
Financial Institutions and Markets
BBA,
Specialization, Finance
Course Objectives:
The course aims to enhance the students ability to
understand the financial market and increase their effectiveness in working
with or interacting with the financial institutions.
Course Contents:
1. Economics of Financial System 3
hours
Basic needs served by the financial system: payments,
resource transfer, and risk trading, the technology adopted in serving these
needs: delegation, credit substitution, risk pooling and netting, Market
failure in these services and the need
for government intervention.
2. Money, Prices, Interest rates and Exchange Rates 9 hours
Relationship
among these factors and determination of interest rates, exchange rates and
inflation.
3. Financial
Intermediation by Depository Institutions 12 hours
Deposit and Loan and factors affecting them;
competition, asymmetric information, default risk, transaction cost. Adverse
selection, moral hazard and credit rationing. Agency problems in financial
institutions. Liquidity risk, interest rate and exchange rate risk, credit
risk, and operation risk inherent in financial institutions, and management of
those risks. Lessons learnt from the national and international experiences.
4. Insurance 6
hours
Economies
of insurance-benefit of risk pooling, problem or moral hazard and adverse
selection. Pricing of Insurance and
marketing of insurance; Agency problems in insurance business; Different types
of insurance: life insurance and related products; health insurance;
property-liability insurance; reinsurance, Regulation of insurance industry,
its economics, and regulation market in Nepal .
6. Securities
Markets 6
hours
Securities
market and the function of price discovery, liquidity, transaction costs
reduction. Dealer and auction market risk of trade execution, clearing and
settlement. Structure and requlation of securities market, comparing requlatory
structure of Nepalese market with that of the other developed market.
7. Market for
Government Securities 6
hours
Types of Government Securities; Primary market and
auction procedures; Procedures in Nepalese market compared with the procedures
in other countries especially India US Nepal India US
3. Stability
of the Financial System 6
hours
Bank
runs and panics, crashes in stock market, their causes and consequences.
Factors affecting stability: fragmentation and interdependence. Private and
government measures in improving stability of the financial system: Clearing
House Association, Regulation and Supervision, Lender of last resort, trading
halts and circuit breaker, deposit insurance. Cost and benefit of such
measures.
Text Book
1. Meir Kohn: Financial
Institute and Market, Tata McGraw- Hill
Reference Books
1. Miskin, Frederic S.: The Economics of Money, Banking and Financial Markets,
Addison-Wesley.
2. Jeff Madura: Financial
Market and Institution , South-Western
college Publishing
3.
Michael Baye and
Jansen: Money, Banking and Financial
Market ,A.I.T.B.S.
