01.02.2009 18.12.2008

Bharat Sanchar Nigam Ltd. [BSNL] will recruit about 300 [subject to variation depending on the availability of vacancies] Management Trainees(External) through competitive examinations to be held on All India basis, on different dates, as per the details given below:Management Trainees(External) : Stream No. of vacancies Telecom. 100 Operations Marketing 50 Finance 50 HRM 50 IT 50

OBC 27 13 13 13 13

SC 15 7 7 7 7

ST 7 3 3 3 3

OC 51 27 27 27 27

Against 3% of vacancies reserved for PH category, recruitment has to be made for LI(Locomotive Impairment) and HI(Hearing Impairment) from various categories within the ceiling of existing reservation as per the following details: Management Trainees (External) : Stream No. of vacancies Telecom. 100 Operations Marketing 50 Finance 50 HRM 50 IT 50

LI 2 1 0 1 1

HI 1 0 1 1 1












SC/ST/OBC/Physically Handicapped [PH]. In respect of Physically Handicapped persons, candidates with following physical disability were permitted:i. ii. Hearing Impairment - Partially Deaf Locomotive Impairment - one arm or one leg or both legs affected

(The minimum degree of disability is 40% in order for a person to be eligible for any concession/benefits) 1. Scale of Pay

The post of Management Trainee is in the IDA pay-scale of Rs. 13000-35018250. Total emoluments at the minimum of pay scale will be (Basic Pay Rs 13,000/- plus D.P. Rs 6500 plus DA Rs 7917/-)= Rs 27,417 plus HRA, CCA, Perks, Medical Benefits, LTC etc. as admissible. The pay scale is likely to be revised upwards. 2. Selection for a Particular Circle & Service liability

The BSNL comprises a number of territorial Circles and functional Circles. The Management Trainee is an All India Cadre and will be controlled by the BSNL Corporate Office centrally. The officers are liable to be transferred anywhere in India at any place falling in the operational area of BSNL. The BSNL has the right to post any selected Management Trainee to any of the Circles either temporarily or on permanent basis. The decision of BSNL in this regard shall be final and binding. The service conditions, seniority etc. of selected candidates will be determined as per prevailing rules of the Corporation from time to time. 3. a) b) Eligibility Nationality : Only Indian Nationals would be eligible to apply. Educational Qualifications: Applicant must possess as on 31.12.2009 The candidates

the educational qualifications as given in Annexure-II.


applying for Management Trainees(External) Examination should possess the first class degree and should have completed his/her courses on a regular full time basis. The candidates

should possess the prescribed qualifications or its equivalent from a recognized Indian Institute/university recognized under Indian Laws. c) Age: Management Trainee(External) – 30

years, as on 1.8.2009 However, this age is relaxable as per standing instructions on this subject for:i) ii) iii) vi) For Scheduled Castes & Scheduled Tribes upto 5 years; For OBC Candidates upto 3 years; For PH candidates upto 10 years ; (15 years for SC/ST and 13 For certain other categories like ex-servicemen, displaced persons from East Pakistan[now Bangladesh], repatriates from Burma and Ceylon [now Srilanka],residents of Goa, Daman & Diu, persons Tanzania as per migrated from Kenya, Uganda, Republic of this regard. v) For Residents of J&K – Relaxation shall be in accordance with DoP&T O.M. No.15012/7/1991-Estt.(D) dtd. 6.12.2005 pertaining to “Residents of State of Jammu and Kashmir (Relaxation of Upper Age Limit for Recruitment to Central Civil Services & Posts) Rules 1997”. 4. 4.1 Mode of selection and nature of Question Paper The mode of selection is through open Competitive Examination. All

years for OBC)

instructions issued by the Central Government from time to time in

the candidates shall have to undergo the similar recruitment process i.e. the Written Examination+Group Discussion+Structured Interview. Scheme of Examination and detailed syllabus appears at Annex-III to Annex-V.



The Screening Test for Management Trainee (External) will be held on

01.02.2009. 4.3 In case of the successful candidates of Screening test of Management

Trainee (External) Examination, the dates of holding Written Examination, Group Discussion, Interview & Personality Test will be intimated in due course.

5. 5.1.

Career Progression: Appointment as Deputy Manager: On successful completion of Probation-cum-training, the officer shall be appointed as Deputy Manager.

5.2. 5.3.

To be promoted as Manager on working as Deputy Manager for two years subject to being adjudged fit for promotion. Further career progression for promotion to higher grades shall be regulated by concerned recruitment rules to be notified by BSNL in future.


Career progression will also be subject to terms and conditions decided consequent to absorption of Group ‘A’ Officers in BSNL in future. However, at no stage, the absorbed Group ‘A’ Officers will be ranked junior to Management Trainees recruited by BSNL unless otherwise not affected due to punishment or being judged unfit for promotion.


Minimum qualifying standards Candidates obtaining less than

BSNL may fix minimum qualifying marks for OC/OBC/SC/ST/PH candidates for each section as well as in the aggregate. considered for inclusion in the merit-list. minimum-qualifying marks in any of the sections or in aggregate shall not be


8.1 Fee for examination and application form The specimen of the application form is included in this advertisement. X 20 cms.] may be used for making application. Admit cards will be issued to eligible applicants by the Office of the CGM concerned. 7. The envelope containing application form should be marked “Application for Management Trainees(External) examination” in bold letters on top of the envelope. Neatly typed [only on one side of paper] copy in A4 size [30 cms. A final call letter/appointment letter will be issued to the candidate after completion of all other formalities. A list of centers and the Deputy General Managers/General Managers to whom the application is to be submitted. 9. The completed application form should be sent by Registered post to the CGM concerned.1 Choice of Examination Centre Applicants are required to indicate their choice of Examination Centre [item 13 of application form] at which they wish to appear. An applicant can opt for any one of the examination centers out of the Circles indicated in the Annexure-I and submit the application form to the office of the CGM of the Circle concerned at whose examination centre the applicant wishes to appear (e.2 The Examination Centre for the Screening Test and Written examination of the Management Trainee(External) Examination will be same. 5/37 . The centre for holding Group Discussion & Interview and Personality Test to the successful candidates of written exam will be intimated subsequently. 7. 7. Andhra Pradesh).. 9. is given in Annexure ‘I’ .The appearance of the name in the merit-list does not confer any right on the candidate for employment. Office of Chief General Manager. a candidate wishing to appear at Hyderabad centre should submit his/her application to the DGM(Admn).g.

12.Original advertisement or photocopy of the format in the advertisement must not be used for applying and in case a candidate submits such an application the same will not be entertained.19014/3/77-E.2008. as payable in the form of demand draft The given application format must be drawn in favour of Senior Accounts Officer/Accounts Officer payable at the respective stations as given in Annexure ‘I’. Fees once paid shall NOT be refunded under any circumstances nor can it be held in reserve for any other examination or selection. Hospital/Medical Board in support of his claim for being handicapped. The amount of fee shall not be accepted in any other form. separately typed.A. be available to only those handicapped persons who would otherwise be eligible for appointment to the post on the basis of the standards of medical fitness prescribed for the post (including any concessions specifically extended to the physically handicapped) and who enclose with the application form. this Applicants belonging to SC/ST/PH categories only are exempted from the examination fee. however. of Expenditure) O.2 An examination fee of Rs 1500/.IV (B) dated 17. Applications received after the closing date or not accompanied 6/37 . Closing date for receipt of Application Forms Application forms complete in every respect must reach on or before 18. 10.1. 11.M. 9. a necessary certificate from a Govt.1978.02. 11. per Traveling Allowance provisions of Ministry of Finance(Deptt. Management Trainee(External) Candidates called for group discussion. exemption will. The applicants belonging to SC/ST categories will be entitled to T.2. interview & personality test shall be entitled for both way Rail fare of three tier AC class if the candidate is coming from outside of the station. 12. 11. No Fee payable by SC/ST/PH In the case of Physically handicapped candidates.

13. a. Appointment will be solely subject to fulfillment of all eligibility conditions. advised to ensure that they fulfill all eligibility conditions before applying.1 All Management Trainees(External as well as Internal) will remain on probation-cum-training for a period of one year as per Recruitment Rules of Management the demand draft [wherever applicable] for the prescribed examination fee or incomplete in any respect shall be summarily rejected and no communication in respect of the rejected application forms shall be entertained. before their appointment as Management Trainees have to successfully undergo prescribed training as per the training plan laid down and amended by the Company from time to time.2 All candidates shall. List of enclosures Five identical passport size photographs out of which one should be pasted (not stapled or pinned) on the application form. 13. the candidature of such applicants would be cancelled and no correspondence in this regard would be entertained. and the other four attached to the application (not to be pasted or attested) 7/37 . The applicants would be admitted to the examination on the basis of the information furnished by them in their application form. Issuance of an admit card for the examination will NOT confer any right for appointment. BSNL shall not be responsible for any postal delay. They are. duly attested. 14. therefore. In case it is found at a later stage that the information furnished by an applicant is false or an applicant does not fulfill any of the eligibility conditions.3 All candidates provisionally recruited shall execute Bonds in the format specified by the BSNL indicating their willingness to serve the Corporation for a period of at least five years from the date of their appointment as Management Trainee. 13. Probation-cum-Training and Bond 13.

(payable at par at the station of submitting the application) .b. c.1500/. 8/37 . 15.[Not required for SC/ST/PH candidates] Medical certificate in respect of Physically Handicapped candidates Any dispute in regard to the recruitment will be subject to the Courts/Tribunals having jurisdiction over the place of concerned Circle office of BSNL where the candidate submits his/her application. Five self addressed unstamped envelopes of 27 x 12 cms size Bank Draft for Rs. d.

Whether claiming age relaxation? Yes/No ………………………. a) Contact No..………………. (As mentioned in Annex. indicate the extent of disability percentage: ………. Gender: [Male/Female] a) ……………….. 9/37 . 1st August 2008 will be 01-08-2008] [As mentioned in Matriculation or Equivalent Certificate] b) c) d) 6. SC/ST/OBC/PH/others) Father’s Name : ……………………………… State to which the applicant belongs : ………………………………… a) b) c) Whether belongs to SC/ST/OBC/General : ……………………………… [Write the relevant category] Whether Physically handicapped : Yes/No .e. 4. Date of Birth: __ __ __ __ (DD) (MM) __ __ __ __ (YYYY) [in the format DD MM YYYY e..…………………………………….08. If yes. under what category : ………………………. 10.…….II-A) Category Code of the Functional Stream applied for :……………….2009> ………………………. [Medical certificate to be attached ] d) Hearing impairment/Locomotive impairment :…. a Paste recent attested a) Postal Address with PIN CODE to which Photograph Communication is to be sent: ………………………………………. (As mentioned in Annex. If yes.. Functional Stream applied for :………………... Age on <01. Nationality : …………………………..APPLICATION FOR EXAMINATION OF RECRUITMENT OF MANAGEMENT TRAINEES (EXTERNAL) 1. [Write the relevant category i. 8.g. 2. the of [IN BLOCK LETTER] applicant [Passport b) Permanent Home address with PIN CODE: ……………………. 7. 3. Size] c) 5.II-A) Full name of the candidate: [IN BLOCK LETTER] ……….. (Write clearly the relevant category) 9. Tel/Mobile No……………………….

Name of degree with discipline [BE/B. 14. complete and correct to the best of my knowledge and belief.. 14. Choice of Examination Centre (Name of the Circle):….2. …………. Details of Educational qualification : [Give details of Degrees obtained only of B. Month and year of obtaining Degree …. Tech/M. my candidature for the post of Management Trainee is liable to be rejected or cancelled and in the event of any mis-statement or discrepancy in the particulars being detected after my appointment.Tech/MBA/CA/ICWA & above as may be applicable] 12.4 Payable in favour of …………. I understand that in the event of any particular information given above being found false or incorrect. of the Circle concerned at whose examination centre the applicant wishes to appear] 14.…………………….. Date: applicant Place: Signature of the 10/37 . 13. Marital status: [Married/Unmarried] ………………. I also understand that if appointed.Tech/MBA/CA/ICWA& above]. 12.…………………………. [An applicant can opt for any of the examination centers out of the Circles indicated in Annexure 'I' and submit the application form at the address.2 Amount Rs. and Date : ………….E.1 Demand draft No. Details of application fee particulars:14. 14.3.b) 11.3 Issuing Bank : ……………………. Name of University/Institute ……………………………………… 12.. I would rank junior to any Group ‘A’ Officers who would be absorbed in BSNL in future.1. Whether by birth / by domicile : …………………. : …………………….Tech/M. 12. at ……………… I do hereby declare that all the statements made in the application are true.. my services are liable to be terminated forthwith without any notice to me.../B. as given in Annexure-I.

A. Tel: 0361-2736340 4. BSNL. BSNL. Gujarat DGM (OP&C). Officer(Cash). BSNL. Bahu Plaza. BSNL 4th floor. O/o the CGM Sr.O. Tel : 040-23203213 2. O/o CGM.Annexure-I List of the Territorial Telecom Circles with the address to whom the applicants should send their completely filled up forms and in whose favour the Demand Draft should be drawn (In case of any query/clarification. BSNL. A. O/o CGMT. Hyderabad Nampalli Station Road. O/o CGMT. Circle. O/o CGMT. 2nd floor.(Cash). Guwahati – 781 001. (A&P). BSNL. Sr. Tel : 0612-2224093 5. Bihar DGM (Admn). O/o CGM Telecom. Hyderabad – 500 001. A&N Telecom Circle.G. Telephone Bhavan. Andaman & DGM (Admn.). J&K Telecom Circle. No. Officer(Cash). BSNL. A&N Telecom Circle.(Cash)BSNL. Officer(Cash). Doorsanchar Bhavan. Tel: 0191-2577878 7 Karnataka DGM (Staff. Sanchar Bihar Circle. Karnataka Telecom Circle. J&K Circle. BSNL. BSNL. Guwahati 3rd floor. Tel: 03192-238800 3.. O/o the CGM Telecom. BSNL. Telecom. Port Blair Telephone Bhavan. C. Panbazar. Sr. Swamy Vivekananda Road. Ahmedabad 6th floor. Bangalore-560 008.O.P. Andhra Pradesh Telecom Circle. Karnataka Halasuru. Jammu Rail Head Complex. Bangalore – 560 008 11/37 . Accounts Kashmir O/o the CGM Telecom. Tel: 079-26480608 6 Jammu & DGM (Planning). BSNL. Accounts O/o the CGM Telecom. Port Blair – 744 101. Name of the Address to whom the Demand Draft to be No Territorial application is to be sent/ drawn in favour of (1) Circle Examination Centre City (4) (2) (3) 1.1. Jammu – 180 012. Accounts Officer(B&A). Gujarat Telecom Circle. Patna – 800 001. Assam DGM (Admn). Bihar Telecom Circle. BSNL Administrative Building. O/o the CGMT. Ahmedabad – 380 006. Patna Sadan. A. Nicobar O/o the CGM Telecom. Assam Telecom Circle. Off. Road. Andhra Pradesh DGM (Admn). North Block.Accounts Officer O/o the CGM Telecom. Accounts O/o CGMT BSNL. following Officers as at (3) may be contacted) Sr.

O/o the CGM (Mtce. Plot No. Sector-34-A. Chennai . Region. Room No. Tel: 0172-2611666 DGM (Admn). Room No. 4th Floor. BSNL. O/o CGMT. Janpath. BSNL. Admn.Sr. Kerala Telecom Circle. BSNL. 2nd floor. Punjab Circle.257. Punjab Telecom Circle. ‘C’ Scheme. Chandigarh – 160 022. M. 2nd floor.. Jaipur Accounts Officer (Cash). 80 Anna Salai. O/o the CGM Telecom. O/o the CGMT. No (1) Name of the Territorial Circle (2) Address to whom the application is to be sent/ Examination Centre City (3) Tel: 080-25363600 Demand Draft to be drawn in favour of (4) 8 Kerala 9 Madhya Pradesh) 10 Maharashtra 11 Northern Telecom Region [New Delhi] 12 Orissa 13 Punjab 14 Rajasthan 15 Tamilnadu DGM (Admn) O/o the CGM Telecom. Bhubaneswar-751 001. Tel: 022-26619901 DGM (Admn). O/o CGMT. (A&P). BSNL.). BSNL O/o CGMT. Sardar Patel Marg. Juhu Road. O/o the CGMT.P. A. Sanchar Sadan. New Delhi A. Thiruvananthapuram – 695 033. New Delhi-110 001. Tamilnadu Circle. Accounts Officer (Cash). 401.). Orissa Telecom Circle. Tel: 0674-2544600 DGM (Estt. Bhopal – 462 015. BSNL. Santacurz(West). No. Mumbai 400 054 A. Tel: 0755-2550600 DGM (Admn). NTR. Tamilnadu Telecom Circle. Orissa Telecom Circle. Tel: 0141-2366775 DGM (Admn). Maharashtra Telecom Circle. Telecom Circle. Room No. O/o CGMT BSNL. Mumbai – 400 054. O/o the CGM Telecom.213. Rajasthan Telecom Circle. Kidwai Bhawan. Tel: 0471-2307000 DGM (HRD).(Cash). Maharashtra Telecom Circle. BSNL. BSNL. 3rd floor.O. Bldg. Circle. BSNL. O/o the CGM.600 002 12/37 . Trivandrum– 695 033 Accounts Officer (A&B). Tel: 011-23329180 DGM (Admn) O/o the CGM Telecom. BSNL. BSNL. Northern Telecom. Kerala Circle.O. Chennai – 600 002. Chandigarh Accounts Officer (Cash). B-Wing. BSNL. Rajasthan Telecom. (Cash) O/o CGM.O. Bhubaneswar-751 001. O/o CGMT. 325. Jaipur – 302 008. Room No.2. Bhopal Accounts Officer (F&A). BSNL. Hoshangabad Road. BSNL Bhavan.

2nd floor. Tej Garhi Chauk. (Cash). No (1) 16 Name of the Territorial Circle (2) Uttar Pradesh [East] 17 Uttar Pradesh [West] Address to whom the application is to be sent/ Examination Centre City (3) Tel: 044-28520494 DGM (BD& Rectt. O/o the CGM. Telecom. Kolkata 18 West Bengal 13/37 . BSNL. West Bengal Telecom Circle. Tejgarhi Chauk. Shastri Nagar Telephone Exchange. Lucknow-226 001. Kolkata – 700 001. Meerut Sr. Council House Street. Shastri Nagar Telephone Exchange. BSNL. O/o the CGM Telecom . Hazratganj.). UP (East) Telecom Circle.Sr. BSNL. West Bengal Telecom Circle. Tel: 033-22487303 Demand Draft to be drawn in favour of (4) Sr. UP (West) Telecom Circle. O/o CGMT UP (West) Telecom Circle. Accounts Officer (Cash). Tel: 0522-2622660 DGM (Admn. O/o the Chief General Manager. Lucknow – 226 001 A. 1.) O/o the CGM Telecom. BSNL.O. Meerut Tel: 0121-2601133 DGM (Admn). O/o CGMT UP (East) Circle.Accounts Officer (Cash).

Computer/IT PLUS MBA with specialization in Marketing MBA with specialization in Finance OR CA/ICWA Bachelor of Engineering/Bachelor of Technology degree PLUS MBA with specialization in HRM Bachelor of Engineering/Bachelor of Technology degree in computer/IT PLUS MBA with specialization in Systems Or M.Annexure-II ESSENTIAL QUALIFICATIONS FOR MANAGEMENT TRAINEES(EXTERNAL ) Functional streams Operations Educational Qualification for External Candidates Bachelor of Engineering/Bachelor of Technology degree or equivalent engineering Degree in any of the following disciplines:1. 3. 2. Tech in above disciplines Bachelor of Engineering/Bachelor of Technology degree or equivalent engineering Degree in any of the following disciplines:1.Telecommunications 2.Telecommunications. Electronics 3.Tech in computer/IT Marketing Finance HRM IT & Computer 2. The external candidates applying for Management Trainees should possess the first class degree and should have completed his/her courses on a regular full time basis The candidates should possess the prescribed qualifications or its equivalent from a recognized Indian Institute/university recognized under Indian Laws. Electronics. Computer/IT PLUS MBA (Preferably with specialization in Telecom related Management) OR M. 14/37 . 1.

3. 15/37 .Telecommunications 2. Note: 1. Electronics. Computer/IT PLUS MBA with specialization in Marketing MBA with specialization in Finance or CA/ICWA Bachelor of Engineering/Bachelor of Technology degree PLUS MBA with specialization in HRM Bachelor of Engineering/Bachelor of Technology degree in computer/IT PLUS MBA with specialization in Systems Bachelor of Engineering/Bachelor of Technology degree in computer/IT PLUS M.Annexure-II-A Functional Streams and Category Code for Management Trainees (External) Functiona l Streams Category Code 0101 Educational Qualifications Bachelor of Engineering/Bachelor of Technology degree or equivalent engineering Degree in any of the following disciplines:1.Tech in computer/IT Operatio ns 0102 Marketin g Finance HRM 0103 0104 0105 0106 IT & Compute r 0107 2. Computer/IT PLUS M. Electronics 3.Telecommunications 2. Computer/IT PLUS MBA (Preferably with specialization in Telecom related Management) Bachelor of Engineering/Bachelor of Technology degree or equivalent engineering Degree in any of the following disciplines:1. Tech in above disciplines Bachelor of Engineering/Bachelor of Technology degree or equivalent engineering Degree in any of the following disciplines:1. 2. Electronics 3.Telecommunications. The external candidates applying for Management Trainees should possess the first class degree and should have completed his/her courses on a regular full time basis The candidates should possess the prescribed qualifications or its equivalent from a recognized Indian Institute/university recognized under Indian Laws.

Information Systems for Managers 4. Organisational design. Network theory 6. Managerial Economics 8.2.2 Section – B : 4.2 Technical (for candidates with M. 11. 4.Communication Systems 12. VLSI Design 16/37 . Management Functions & Behaviour 1. Digital Electronic circuits 10. 4. details and their syllabus mentioned below: Section A B 3. Computer Engineering 4.1 Operations Stream : 4. 13.1. Quantitative Analysis for Managerial Applications 10. Description General Management & Mental Aptitude MT – Stream Total No. Signals and Systems 5.2. Management of Resources 7.2. General Mental Ability 3. of Sections : 2 (Two). Electron Devices and ICs 4. Electromagnetic Theory 7. 9. Physical Electronics. Wireless Mobile Networks 2. Qualification): The syllabus will include 4.2. Accounting & Finance for Managers Human 6. Electronic Measurements and Instrumentation 8. Analog Electronic Circuits Control Systems Microwave Engineering Power Electronics 2. Current events of National and International importance.1 and the following : 1. 4. Scheme of Examination: The paper shall comprise of 300 multiple-choice questions (MCQs) with Computer Marked sheets. 2.1 Syllabus: The syllabus of the sections A and B shall be as given below: Section – A: General Management & Mental Aptitude: 2. Marketing for Managers 5. Development and change 9.1. No.1 General 1.Tech.1. of MCQs 75 225 300 Duration 120 minutes (2 hours) 225 300 Maximum Marks 75 Qualifying Standards: The minimum qualifying standards for each category of candidates shall be as prescribed by BSNL. Materials and Components 3.ANNEXURE-III Screening Test – for External Candidates 1.

5 Finance Stream : 1. Network Management and Security 4.2.1. Advanced Database Management 3.1.4 HRM Stream The syllabus will include 4.1 and the following: 1. 6. Security analysis and Portfolio Management 11. Merchant Banking Process and Financial 17/37 . International Marketing 6. Team Building in Organisation 6. Principles of Taxation (Tax Laws) 7.3 Marketing Stream: The syllabus will include 4. WTO and Intellectual Property Rights 4.2. Compensation Management 4. System Qualification) The syllabus will include 4.A.1. Production and Operation Management 5. Strategic Human Resource Management Management 3.1. Software Project Management 3. Bare Acts 12. Auditing 10. Financial Management in Public Sector Enterprises 5. Financial Statements 8.2 Management (for candidates with M. Cost Accounting 4. Companies Act 1956 (with amendments) 9. Advanced Computer Architecture 2. Sales and Distribution Management 3.2.1. Organisational Development 4. Qualification) The syllabus will include 4.2 IT & Computer Stream.1 Technical (for candidates with M.2.1. Consumer behaviour 2.2.2. Advanced Accounting 6.1.B.1.2.Management Process and Organizational Behaviour 5. Service Marketing 4.Tech. Enterprise Resource Planning Systems 4. Advanced Digital Signal Processing 4.Management Process and Organisational Behaviour 4. Project Management 3.3. and Outsourcing 4. Financial Markets and Institutions 2.B. IT Strategy and I. Global Competitiveness and Strategic Alliances 7.T.2.1 and the following: 1.2.2. EPF Act.3 Management (for candidates with M. 4.A. Retail Management 8.2. Management Control Systems 4. Computer /IT Qualification) The syllabus will include 4.1 and the following: 1. Financial Management (an overview) 3.2. Rural and Social Marketing 7. Communication Networks 4. Gratuity Act. Software Risk Management 2.2. and the following: 1. and the following: 1.Performance Appraisal 2.2. Advertising and Brand Management Services 5. Computer Graphics 4. Operations Research 2.

17. Treasury Management 18/37 . Merger. Future Options and Derivatives 16.13. 18. 15. Acquisitions and Corporate Restructuring Services 14. International Finance Management Public Finance and Budgeting Insurance and risk Management Valuation.

Section – A - The pattern of questions would be broadly as follows: i) ii) iii) iv) Comprehension of given passages. Short Essay.Annexure-IV MAIN Exam .1 English 4. Marketing for Managers 10. Usage and Vocabulary. 4. Note 2: The candidates will have to answer the English (except where translation is involved).1. Scheme of Written Exam.1 Syllabus : The syllabus of the Paper 1 and 2 shall be as given below: Paper .2. 3. Information Systems for Managers 8. Management Functions & 2. The successful candidates of Screening Test shall undertake Main Examination. Managerial Economics 9. Development and Change 7.Section – B : General Management : 1. Quantitative Analysis for Managerial 19/37 . which shall have following components : Sl. Economic & Social Environment 4.1. Organisational Design.5% 100% 2. Strategic Management 6. Management of Human Resources Behaviour 3. Accounting & Finance for Managers 5. Item Written Examination Group Discussion Interview & Personality Test Total Marks 450 75 75 600 Weightage 75% 12. 4.5% 12. Paper 1 2 Section A B A B Item English General Management MT Stream. No.1.for External Candidates 1. 2. Qualifying Standards: The minimum qualifying standards for each category of candidates shall be as prescribed by BSNL. The written examination shall comprise of 2 papers. Precise Writing. 4. 1. Note 1: The Papers on English will be of Matriculation or equivalent standard and will be of qualifying nature only.General MT Stream-Technical/ Management Total Duration 180 minutes (3 hours) 180 minutes (3 hours) Max. Marks Qualifying only 150 150 150 450 3. Papers in English language Note 3: This section will be marked first and the remaining sections/paper may be marked only of those candidates who have got qualifying marks in this section. The marks obtained in these papers will not be counted for ranking.

2.2. HRM and IT & Computer Streams 1.2 Section B : MT (Management Trainee) Stream – Technical/ Management: 4. Electromagnetic Theory 7. Companies Act 1956 (with amendments) 9. Auditing 4.Software Risk Management 2.2.Tech.2. 4. Computer Engineering For Finance Stream: 1. Principles of Taxation (Tax Laws) 7. Management Control Systems 4. Management Process and Organisational Behaviour 4. Qualification) : 1. Financial Management in Public Sector Enterprises 5. PAPER – 2 Section – A: MT (Management Trainee) Stream-General : For operations. Operations Research 2. Analog Electronic Circuits 9. Marketing. VLSI Design 3. Project Management 3. Network Management and 4. Qualification) : 1. Power Electronics. Advanced Database Management 3. Team Building in Organisation 6. Signals and Systems 5.2.1. Cost Accounting 4. Advanced Accounting 6. Communication Networks Processing Management (for candidates with MBA Qualification) : 1. Advanced Digital Signal 4. Communication Systems 12. IT Strategy and IT and Process Outsourcing 20/37 .Applications 11.1 Operation Stream : Technical (for candidates with M. Physical Electronics. Network theory 6. Enterprise Resource Planning Systems 3. Microwave Engineering 13. Materials and Components 3. 4. Bare Acts 2. Computer Graphics Security Management (for candidates with MBA with specialisation in systems Qualification) : 1. Software Project Manaagement 4. Electronic Measurements and Instrumentation 8. Current events of National & International Importance.2. Advanced Computer Architecture 2.Tech. Production and Operation Management 5. Electron Devices and ICs 4. Wireless Mobile Networks 2. Control Systems 11. Financial Management (an overview) IT & Computer Stream : Technical (for candidates with M. Financial Statements 8. Digital Electronic Circuits 10.

4 HRM Stream : 1. 6. Sales and Distribution Management Advertising and Brand Management Services Rural and Social Marketing WTO and Intellectual Property Rights. EPF Act 6. International Marketing 7.2. Strategic Human Resource Management Management 3.Management Process and Organisational Behaviour 5. Insurance and risk Marketing Stream : 1. Compensation Management 4. Organisational Development 4. Consumer Behaviour 3. 4. Global Competitiveness and Strategic Alliances 7.2. Gratuity Act. 8.2. 4.2.5 Finance Stream : 1. Security analysis and Portfolio Management Management 9. International Finance 4. Service Marketing 5.Performance Appraisal 2. Merger. Merchant Banking and Financial Services Institutions 3. Valuation. Future Options and derivatives Management 5. Public Finance and budgeting 6. Retail Management 2. Acquisitions and Corporate Restructuring 21/37 .Financial Markets and 2. Treasury Management 7.4.

Correlation functions. MOS and CMOS types. theorem. Junction theory. obtaining a network function from a given part. Semiconductors and Insulators. Hall effect. Capacitors and Inductors. Network graphs and their applications in network analysis. Physical Electronics. transient response. basic of Opto Electronics. steady state sinusoidal response. Network theorems. 22/37 . Ferrites. Optical and Super-conducting materials. Elmore’s and other definitions effect of cascading. Piezoelectric. GTOs. Combination of two ports. Tellegen’s of common two ports. Laplace transforms and their application to system analysis. Bipolar Junction transistor. Electromagnetic and Electromechanical components. Random signals and probability. Z. Electron Devices and ICs: Electrons and holes in semiconductors. Fourier series. Conductors. Ferroelectric. Signals and Systems: Classification of signals and systems: System modelling in terms of differential and difference equations. Two port networks. Power switching devices like SCRs. Basics of ICs-bipolar. 3. Fourier transforms and their application to system analysis. Network theory: Network analysis techniques. Elements of network synthesis. 4. Field effect transistors. analysis Network functions: parts of network functions.Annexure-V Details of the topics covered in the syllabi 1. Different types of diodes and their characteristics. Spectral density. Materials and Components: Structure and properties of Electrical Engineering materials. magnetic. Ceramic. h and transmission parameters. Response of linear system to random inputs. power MOSFETS. Mechanism of current flow in a semiconductor. Y. Carrier Statistics. 2. Convolution and superposition integrals and their applications. Quartz crystal Ceramic resonators. Passive components and characteristics Resistors. Z-transforms and their applications to the analysis and characterisation of discrete time systems. State variable representation. Transmission criteria: delay and rise time.

Semiconductor memories. Different types of counters and registers Waveform generators. D and T flip-flops. Karnaguh map and applications. Maxwell’s equations. Tuned amplifiers. pressure. Elements of antenna theory. TTL. Multiplexer De-multi-plexer. IC Logic gates and their characteristics. Electronic measuring instruments and their principles of working: analog digital. Effect of feedback on stability and sensitivity. Half adder. 8. A/D and D/A converters. basics of telemetry for Transient and steady state response of control systems. PMOS and CMOS gates and their comparison. Electronic Measurements and Instrumentation : Basic concepts. Boundary value problems and their solutions. ECL. NMOS. humidity etc. IC logic families: DTL. ROM and their applications. Transmission-lines: basic theory. Oscillators. Approximation of transient response from 23/37 . other linear integrated circuits and applications. Analog Electronic Circuits : Transistor biasing and stabilization. J – K. Power amplifiers. Boolean algebra. Flip flops. Rectifiers and Power supplies. PLL. micro-strip lines. application. Small signal analysis. Op Amp. Electromagnetic Theory: Analysis of electrostatic and magneto-static fields. R-S. 9. Frequency response analysis. Root locus techniques. non electrical industrial use. Electronic measurements of quantities like temperature. Digital comparator. simplification of Boolean functions. 7. matching applications. Control Systems : and Transducers. Laplace’s and Poisson’s equations. Basics of wave guides and resonators. Full adder. application to wave propagation in bounded and unbounded media. standards and error analysis.5. Wide banding techniques. Combinational logic Circuits. Digital Electronic Circuits : Transistor as a switching element. Feedback amplifiers. characteristics. Pulse shaping circuits and waveform generators. 6. standing waves. comparison. Measurements of basic electrical quantities and parameters. Frequency response. Concepts of gain and phase margins: Constant-M and Constant-N Nichol’s Chart.

Information Systems. Memory Organisation. Microwave Communication Systems terrestrial and Satellite based. Use of basic data structures. Microwave propagation. Information Systems for Managers : Information Technology for Managers. Time division and frequency division multiplexing. Microwave Antennas. Micro strip circuits. Programming. Power electronics: Power Semiconductor devices. Optical Communication: in free space & fiber optic. Communication Systems: Basic information theory. lasers. Industrial controllers. Microprocessor Based system design: typical examples. 14. Microwave generation and amplifiers. Waveguides and other Microwave Components and Circuits. I/o System Organisation. Fundamentals of computer architecture. Microwave Engineering: Microwave Tubes and solid state devices. Satellite Communication. Compensators. Modulation and detection in analogue and digital systems. Control unit design. Masers. Computer Engineering : Number Systems. Quantization & coding. Characteristics and Invertors: Single Phase and 3 operation. Personal computers and their typical uses. Microwave Measurements. Power transistor. Support Systems and Management Decision. 13. VHF. Pulse with modulation. 12. Approximation of transient response from closed loop frequency response. Microprocessors: Architecture and instruction set of Microprocessors 8085 and 8086. switched capacitor networks. UHF and microwave frequency. Processor design. Thyristor controlled reactors. Data representation. Sampling and data reconstructions. AC to DC convertors: 1 phase and 3 phase DC to DC convertors. phase. Elements of a high level programming language PASCAL/C. Equalisation. 10. Switched mode 24/37 . 11. AC regulators. power supplies. Design of Control Systems. Propagation of signals at HF. assembly language Programming. System Analysis and Computers Languages. Thyristor.Constant-N Nichol’s Chart. MCSFETs. Sinusoidal modulation with uniform sampling.

Organisational Development & Change. Development and Growth. Organisational Analysis. 21. Motivation. 20. Understanding Financial Statements. Financial its applications. 25/37 . 16. Organisational climate and change. Pricing and Promotion Strategy. 19. Accounting & finance for Managers : Accounting Framework.15. Organisation Structure and Process. Organisational Design. Sampling and Sampling Distributions. Forecasting Methods. Behavioural Dynamics. Management. Financial Decision. Employee Selection. 17. Understanding Consumers. Marketing for Managers : Marketing and Policy. 18. Decision Making. Development and Change : Understanding Organisations. Managing Industrial Relations. Compensation planning. Management of Human Resources : Planning personal function. Work Organisation. Organisational Design. Pricing Decisions. Data Collections and Analysis. Managerial Economics : and Revenue Analysis. Product Management. Cost Management. Productions & Cost Analysis. Job Design and appraisal. Management Functions & Behaviour : Role of a Manager. Marketing Planning and organisation. Distribution and Public and Investment Analysis. Quantitative Analysis for Managerial Applications : Basic Mathematics for Managers. Probability and Probability Distributions. Unions and Demand Comprehensive case.

11 standard. Electronic analysis of CMOS Logic gates: DC characteristics of the CMOS inverter. Physical design of Logic gates. CMOS clocking styles. Networks signaling. driving large capacitive loads. GPRS Network nodes. Wireless Mark up Languages (WML). WLL technologies. Mobile IP. Cell concepts. Analysis of Complex Logic gates. Modelling of Small MOSFETs. Wideband Code Division Multiple Access (WCDMA) and CDMA 2000. Wireless local Loop (WLL): Introduction to WLL architecture. Bluetooth technology and Wi-Max. Network signalling. 24. Advanced Digital Signal Processing : 26/37 . Global system for Mobile Communication (GSM) system overview: GSM Architecture. clock generation and distribution. Mobile Data Communication: WLANs (Wireless LANs) IEEE 802. NAND and NOR transient response. Electrical Characteristics of MOSFETs: FET RC Model. power dissipation. inverter switching characteristics. WAP gateway and Protocols. Economic Reforms. FET. VLSI Clocking and System Design: Clocked Flip-flops. interconnect scaling. Input and Output Circuits. Quality of services in 3G. transmission gates and pass transistors. Mobility Introduction management. Transmission Gate Circuits. CMOS. de characteristics: AND and NOR gates. Economic & Social Environment : Economic & Social environment. Physical Structure of CMOS: Integrated circuits.22. Introduction to International Mobile Telecommunications 2000 (IMT 2000) vision. Fabrication Structure of CMOS Integrated Circuits. 25. Clocking and Dataflow control. gate design for transient performance. Planning & Policies. Power distribution and consumption. Global Mobile Satellite Systems: Case studies of IRIDIUM and GLOBALSTAR Systems. Elements of Physical Design: Layout of basic structures. Interconnect delay modelling. Wireless Mobile Networks : to Personal Communication Services (PCS): PCS architecture. Complex Logic gates in CMOS. 23. Logic Design with MOSFETs: MOSFET as switches. Structure of the Indian Economy. VLSI Design: Introduction to Transistor Theory: BJT. System-level physical design: Large Scale physical design. pipeline systems. Third Generation (3G) Mobile Services. Wireless Application Protocol (WAP) : the Mobile Internet standard. gate delays. cross talk. External Sector. FET sizing and the unit transistor. Floor planning and Routing. General Packet Radio services (GPRS): GPRS architecture. Mobility Management.

DFT for finite duration and its use for linear filtering. Routing Algorithms. Inventory problems. Power spectra. Network Security: Cryptography. node placement. PoIsson’s Model. Assignment and distribution problems.11. implementation of digital filter banks. on emails. Routing Protocol selection. Authentication. Network management Security. Z transforms and system stability. applications of multi-rate DSP viz. INTERNET. Sequencing. Sub band coding of speech signals. Network Performance Issues: Network Terminology centralised and distributed approaches for networks. maintenance and reliability problems. Multiplication of Two DFT’s and circular convolution. relationship of AR process to linear prediction. performance Analysis of protocols (Mathematical approach). Traffic classes. and Security. Manageability. Replacement. Protocol analyzer. relationships between filter parameters and auto correlation sequence. Protocol Study: TCP/IP. direct from FIR filter and time variant filter structures. Queuing Theory. and voice over IP. INTRANET. pole zero ARMA model. 1200 network processors family. methods of FIR and IIR filter design and realisation Multi-rate digital signal processing: decimation by a factor D & interpolation by a factor U. ATM. time and frequency domain sampling of discrete time signals. Allocation problem. correlation functions. 27. Application using ALP on these processors for basic DSP algorithms (preferably fixed point). TMS 320C54xx. Queuing problems. Operations Research: Network systems design using Network Processors: Network processor technology and architecture. Firewalls. coordination 27/37 . Levinson. Communication Networks : Network Design Issues: Scope. Network Troubleshooting. Socket Programming. General linear allocation problems. Rational power spectra. sampling rate conversion by rational factor U/D. Linear filters and optimum linear filters. Study of network processors like Intel’s IXP Nature and scope of operations research. WAN. Protocol Analysis. Traffic Control. Digital Library. DSP algorithms in LTI systems. Bluetooth. Sensitivity analysis. interfacing of digital systems with different rates. 26. least square filter design for prediction and deconvolution Introduction to architecture for DSP processors with case studies such as ADSP 21xx. Case studies. SNMP. IIR weiner filter. Video conferencing. Least-squares method for system modelling and filter design. 802. Networks Performance analysis. forward and backward linear predictions. Durbin algorithm and FIR Weiner filter. filter design and implementation for sampling rate conversion. LAN. cepstrum. Network Applications: Wireless Networking connecting components & transmission techniques. Deriving solutions from models.Overview of DSP fundamentals: deterministic and random signals. system identification based on FIR (MA) model. Link topology. dynamic programming. all pole (AR) model. Model construction. IPV6. Problem formulation.

Management Control Structure: Responsibility Centre.(PERT and Critical Path) Method and routine problems. Social Cost Benefit Analysis. Management Information Elements. Analysis and Reporting. Project Evaluation Practices of Domestic Financial Institution. 28/37 . Analysis of Variances. Aggregate Planning. Management Control in Specialized Organisation: Distinctive features of Management Control Systems in Public Sector Undertakings and other Non-Profit Organizations. Transfer Pricing: Methods. Job design Production. Production and Operation Management: Operations Management. self managed teams. Work Groups Vs. Leaders as facilitators. 28. Operation Scheduling. Flexible. Product Design and Process Selection. Planning (Designing) of Systems. Measuring team effectiveness. Problems and Applications. Organizational Structure. Simulation and problems of implementation. Responsibility Accounting. Facility Location and Layout. Synergy in teams. Budgetary Control. Financial Factors – Evaluation Techniques. Transforming Groups to teams. Teams. Inventory Systems. Competitive problems. Implementation and Evaluation of Management Control System. Performance Evaluation. 31. Zero Base Budgeting and Performance Budgeting. Project Planning and Control. Profit Centre and Investment Centre. Project Management: Project Life Cycle: Economic Factors – Social Cost Benefit Analysis. Management Control Systems: Management Control – An Overview: Nature. Cost Centre. mentors. Control Process: Programming. Operations Standard & Work Measurement. System. Strategic Planning and Implementations. Organizational Goals. Improving the Systems. Team Building in Organization : Role of leaders in team. Budgetary Planning and Procedure. Position of Controller in the Organizational Structure of an Organization. 29. Capacity Planning. Scope and Concept of Management Control Systems. Control Strategies: Design. 30. Total Quality Management. Data Base Information Behavioral Aspects of Management Control – Impact of Social Psychology.

Dynamic interconnection Networks. Arithmetic Pipeline Design. Classification of parallel computers. Personality. CISC Scalar Processors. Standard Costing and Variance Analysis. Management by Objectives. Balanced Scorecard. Managerial Skills. Static interconnection Networks. reducing miss rate and miss penalty. Decision-Making Types and Models. models of memory consistency. Program and network properties: Conditions of parallelism. Static Arithmetic pipeline. cache coherence protocols (MSI. nonlinear pipeline processor. Individual Determinants of Organization. design of memory hierarchies. Instruction pipeline Design. Pipelining: Linear pipeline processor. Hardware and software parallelism. Behaviour: Perception. Grain Size and Latency. System Interconnect Architectures: Network properties and routing. Organizational structure & Design. Crossbar switch and multiport-memory. negative brain storming. scalable cache coherence. Responsibility Accounting. Multi-vector and SIMD computers.Communications and effectiveness: traditional brain storming. Management of Organizational Conflicts. Control flow versus data flow. Leadership and Theories and Styles. Vector and Symbolic processors. Organizational Behaviour: Behavioural Dynamics. distributed architectures. Data flow Architecture. Managerial Ethos. Processes. 32. and Managerial Communication. Multiprocessors and multi-computers. Data and resource Dependences. Multistage and combining network. overview of directory based approaches. Performance Budgeting. Superscalar Processors. Controlling: Process and Techniques. Instruction-set Architectures. 33. architectures: Symmetric shared memory architectures. Motivation. main memory organizations. Planning and Controlling: Planning Types and Process. Memory Hierarchy Design: Multiprocessor shared memory Cache basics and cache performance. Dynamic instruction scheduling. MOESI). Management of Change. Problem Solving Techniques. Organizational culture and climate. Learning. Program flow mechanisms. Multiprocessor system Interconnects. design challenges of 29/37 . Performance Evaluation Techniques: Introduction to Budgeting and Budgetary Control. VLIW Architectures. multilevel cache hierarchies. Mechanisms for instruction pipelining. Classification of Budget. Branch Handling techniques. Attitudes and Values. Demand driven mechanisms. Computer arithmetic Principles. Advanced Computer Architecture Parallel computer models: The state of computing. Program partitioning and scheduling. branch prediction. Multifunctional arithmetic pipelines. RISC Scalar Processors. Job Anxiety and Stress. Comparisons of flow mechanisms. Tasks and Responsibilities of a Professional Manager. MESI. Advanced processors: Advanced processor technology. Hierarchical bus systems. electronic brain storming. Group Dynamics and Interpersonal Relations. Management Process and Organizational Behaviour:- Management Approaches.

Multi-valued and Join Dependency. Parallel Query Evaluation.. Aggregation and Association. Query Processing and Concurrency Control. negation. domain partitioning. Distributed Deadlock. Textures. k-d tree. Optimization. memory based directory protocols. Scalable point – point interfaces: Alpha 364 and HT protocols. Multimedia Data Formats. WEB Servers. protocol design tradeoffs. cache based directory protocols. etc. Databases: Data log and Recursion. Data Structures – R-tree. Transaction Processing Monitors. Algorithms for Rule Discovery. Null Values and Partial Information. patrol scrubbing. Rules about functional dependencies. Objects. Design of Parallel Databases. high performance signalling layer. Specialization. Data Warehousing: Data Warehousing Architecture. Functional. XML Databases. protocols. Compensating Transactions and Saga. Spatial and Topological Relationships. Audio & Handwritten Data. Systems. Image Features. Extended ER diagram. Limitations of Relational Data Model. 35. Evaluation of Data-log program. Commercial. Parallel and Distributed Databases: Distributed Data Storage-Fragmentation & Location and Fragment Transparency Transaction Modelling Distributed Query concurrency Processing and Distributed and Control. Object Identity. Image and Multimedia Databases: Modelling and Storage of Image and Multimedia Data. Quad trees. Network Management and Security : 30/37 . Advanced Transaction Processing: Nested and Multilevel Work Flows. memory mirroring/migration. Association and Classification Rules. fault tolerant system. Transactions. Replication. Compensation and Databases Recovery. Architecture of Object Oriented and Object Relational Databases. Equality and Object Reference. Event Constraint and Action : ECA Rules. Normal Forms. WEB Database: Accessing Databases through WEB. Data Mining: Knowledge Representation Using Rules. Indexing and Query Optimization. hot add/remove. Relational Query Processing and Optimization: Valuation of Relational Deductive Relational Databases: Algebra & Calculus. Weak Levels of Consistency. 34. Multidimensional Data Model. Transformation of Relational Expressions. Update Propagation OLAP Queries. Content Based Retrieval: Color Histograms. Enterprise Memory subsystem Architecture: Enterprise RAS Feature set : Machine check. Video Data Model. Long Duration Transactions. synchronization. Commit Protocols. Advanced Database Management: Integrity Constraints revisited. Sequential Patterns. Geographic Information Systems (GIS). Recursive querries with Objected Oriented and Object Relational Databases: Modelling Complex Data Semantics. Operations. Transaction Active Database and Real Time Databases: Triggers in SQL.

software product characteristics. Designing secured networks. Computer Graphics: Line Drawing and transformation : Basic raster graphical algorithm for 2D primitives. surfaces. and critical success factors associated with software projects design & design methodology. Radiosity method. Software Project Management Understanding of the unique risks. 2D and 3D transformation. particle systems. Advanced Modelling Techniques. Curves and Surfaces: Circle drawing algorithm. Scan line algorithm. Fractal Models. Viewport. Procedural Models. IPSec VPN design considerations. 39. Shading models for curve surfaces. Shading: Illumination mode. Software Risk Management Concepts of software risk. Computation of vanishing point. Bezier curve. design and implementation of cross-functional integrated ERP systems. animation. Perspective projection. Software failures and the associated costs: Types of software reliability modelling. the stages and process of the project life cycle. Solid modelling. the various techniques for software project estimation & costing. morphing. b-spline curve. Texture mapping. 38. basic methodologies for software development. testing and implementation. issues. Grammar based models. Raytracing algorithm. evolution of ERP systems-from internally focused client/server systems to externally focused extended ERP systems and 31/37 . Specular reflection model. Software risk models in general and their applications. Various models of software risk and the concepts of software failure. Clipping: Window. Encryption Techniques. Animation. Clipping algorithm. reliability and risk. simulation of key frames. 3D 37. Recursive ray tracing. various techniques for managing post software development auditing security with context to present cyber-law and practical models for E Commerce. fault. Secured networking threats. Enterprise Resource Planning Systems: The development of the integrated enterprise information systems. Ellipse drawing algorithm. Line drawing algorithm. the concept of Software quality and the associated cost. Projection: Parallel projection. Visible surface determination: Z-buffer algorithm. planning. Area subdivision algorithm. Secret network Management and Network security Management. Rendering. 36.Network Security Platform Options.

The Evolving Face of Personal Selling. Evaluating Sales Performance. Multichannel Marketing Systems. Recruiting and Selecting Sales Personnel. Online Customer Behaviour. Strategy of IT management. External Determinants of Consumer Behaviour: Influence of Culture and Subculture. IT as a strategy and its Alignment with Business. 40. Management of outsourcing relationships across multiple organizations with multifaceted interfaces. Reference Groups and Family Influences. Distribution 32/37 . Role of Involvement. Personality and Self Concept. Sales Forecasting. Logistics Integration for Customer Satisfaction. Buying Decision Process. 41. Sales Organization Structure. Alternative Evaluation and Selection. Sales Territory Design. Social Class. Consumer Behaviour: Introduction to Consumer Behaviour: Scope and Relevance of Consumer Behaviour Studies. Post Purchase Behaviour and Customer Satisfaction. assets. Outlet Selection and Purchase. Logistics Introduction – Functional Areas of Logistics. Sales Force Compensation. Consumer Attitudes – Formation and Change. Planning and Control: Role and Function of Intermediaries. Control and Management. people. Models of Consumer Behaviour. Information Search. Channel Dynamics-Vertical Marketing Systems. Consumer Values and Lifestyles. Problem Recognition-Methods of Problem Solving. tools. Aspects of SAP R/3. Selection and Motivation of Intermediaries. issues of managing IT. Basic Model of Consumer Behavior. Diffusion of Innovations. 42. mySAP and Microsoft Business Solutions – Navision and Axapta. Consumer Learning. Motivating the Sales Force. software products and embedded software. practices for developing outsourcing strategies. Attention and Perception. Personal Selling Process and Approaches. Sales Force Management: Sales Force Job Analysis and Description. Researching Consumer Behaviour. Ethical and Legal Issues in Sales Management. Training Sales Personnel. Different Modes of Transport in India. IT & Process Outsourcing and IT Strategy: Global sourcing of IT services and IT applications. IT as re-engineering tool to bring strategic agility in the enterprise. Horizontal Marketing Systems. Basic principles and skill-sets. Channel Conflict and Management. IT as a tool for new E Business model development for existing enterprises. long term as well as short term view and IT services as a business opportunity. Sales and Distribution Management: Introduction to Sales Management: The Sales Management Function – Scope and Importance. Distribution System and Logistics: Physical Distribution System – Decision Areas. Distribution Analysis. Distribution.comprehensive managerial perspective on Enterprise Systems. Their Characteristics. Individual Determinants of Consumer Behaviour: Role of Motivation.

Control and Customer Service. Physical Evidence and Service scape. Brand Identity: Conceiving Planning and Executing (Aaker Model). Service Blueprinting. GAPs Model. Employee and Customer Role in Service Delivery. Role of e-communities in Brand Management. Advertising and Brand Management: Role of Integrated Marketing Communication in the Marketing Programme. Brand Life Cycle.G. Brand Loyalty. Managing the Integrated Services Communication Mix. Brand-concept: Nature and Importance of Brand. 44. Services Marketing Understanding Customers buying Considerations and Behaviour. Developing Media Strategies. Defining and Measuring Customer Satisfaction. Brand Pyramid. Media Buying. Managing Service Personnel. Differential Advantage: Strategies for Competitive Advantage. Services Distribution Management. Supply Chain Management (SCM). Health and Insurance Services. Tourism Services. Banking Services. Meaning and Introduction to Service Marketing: Process. International Marketing International Orientation: E. Setting Advertising Objectives. Marketing Application in Select Service Industries: Hospitality Services. Price and Consumer Based Methods. Creative Strategy Development and Implementation. Service Process. Ethical and Legal Aspect of Advertising.R. – Approach: An overview of the International Marketing Management 33/37 . Integration of Sales and Distribution Strategy. 43. Brand vs.P. Defining and Measuring Service Quality (Servequal and Servepref). International Marketing: Marketing: Meaning. 45. Media Planning: Setting Media Objectives. Brand Positioning: Concepts and Definitions. Service Recovery. Measures of Loyalty. Classification of Services and Marketing Implications. Advertising and Consumer Behaviour. Celebrity Endorsement. Formulation of Brand Personality. Sustaining Brand Equity. Nature of Services. Evaluation of Different Media and Media Selection. Determining Advertising Budgets. Nature and Importance. Measuring Advertising Effectiveness. Brand Personality: Definition of Brand Personality. Brand Image Vs Brand Personality. Advertising Planning and Strategy. Repositioning. Definition and Scope of Advertising Management. Brand Extension. The Organisation for Advertising. Branding in different sectors. Social. Brand Name and Brand Management.costs. Customer Expectations and Perceptions. Pricing of services. DAGMAR. Generics. Case Studies. Measures of Personality. Role of Information in Brand Management. Services Marketing Mix: Services Design and Development. Process of Marketing Communication. Determination of Target Audience. Brand Equity: Concepts and Measures of Brand Equity-Cost. Service Marketing: Growing Importance of Services Sector.

Pricing for International Markets: Factors Affecting International Price Determination. 47. Promoter Strategies: Role of Govt. Retail Financial Strategy. Setting-up of Wholly Owned Subsidiaries Abroad. Rural Infrastructure. International Marketing Environment. Promotion Strategies. Product Strategies. Medicare. Product Standardisation Vs. Social Marketing Challenges. Challenges for Rural marketing. Marketing Research for Identifying Opportunities in International Markets.) with few case studies. Product Strategies. The Retail Scenario in India.Advertising and other Modes of Communication. 46. Retail Management: Definition. Visual Merchandising and Displays. Evolution of Retail Competition. Characteristics of Rural people. 34/37 . Rural Marketing Research. Screening and Selection of Markets. Important Grouping in the World.. International Trade Product: Life Cycle. Marketing of Rural and Cottage Industry Products. Target Market Selection and Retail Location. Applied in Family Planning.The Wheel of Retailing. Information Gathering in Retailing. Planning for trade Fairs and Exhibitions. Trade Blocks. Distributions. Marketing Mix. Problems of Rural Marketing as regards Product Positioning. Channels. Rural Marketing Strategies: Rural Market Segmentation. Store Design and Layout. Social Marketing. Marketing. Retail Formats. Managing International Distribution and Promotion: Distribution Channel StrategyInternational Distribution. importance and scope of Retailing. Selection and Management of Overseas Agents. Strategic Alliances. and NGO’s in Social Marketing. Role of IT in Rural Marketing (e-Chaupals etc. Pricing Strategies. Conceptual Frame Work of Social Marketing. Price Quotations and Terms of Sale. International Market Entry Strategies: Exporting. Distributor Strategies. Legal Dimensions in International Marketing (Role of WTO). Rural market Environment. Managing Product Line. Pricing Strategies. Contract Manufacturing. International Product and Pricing Strategies: Product Designing. Transport etc. Media. Retail Strategic Planning and Operation Management. Emerging Trends in International Marketing. Joint Venture M & A. the Accordion. Language. the Retail Life Cycle. Small Savings. Licensing. New Product Development. Adaptation. Emerging Trends in Retailing. Regionalism v/s Multi-laterism. their Roles and Functions. Need for Social Applications: Social Marketing Strategies and Social Markets Segmentation. AIDS Prevention. Myths and Reality of Rural markets. Future of Rural Marketing in India. International Market Segmentation and Positioning.Process. Rural and social Marketing: Rural Marketing Introduction: Definition. International Distribution Logistics. Foundation of Social Marketing: Definition. International Promotion Mix. Merchandise Planning. Nature and Scope.

The Berne Convention for the Protection of Literary and Artistic Works. Scientific Discoveries. neighbouring Rights. Retail Communication Mix. Customer Service. The Main Fields of Intellectual Property. Competition Policy. Legal and Ethical Issues in Retailing. Global Retailing. 48. The Hague Agreement Concerning the Deposit of Industrial Designs. Electronic Commerce.Conceptual Model and its 35/37 . Geographical Indications. Investment. Plant Varieties.Buying and Handling. Retail Audits. the GAPs Model. Common Features of the Intellectual Property Rights. Online Retailing. Copyright Law (“Rights of Authors”). Trade Facilitation. Customer Relationship Management. Industrial Creations Characterised by Relative Novelty (innovations. Performance Appraisal and Management: Introduction to Performance Management and Performance Appraisal: Foundations of Performance Appraisal. Emblems. The Agreement on Trade Related Aspects of Intellectual Property Rights (“TRIPS”). The Patent Cooperation Treaty. Main Features of WTO. General Introduction in the Intellectual Property Law: The Notion of Intellectual Property. The Geneva Convention for the Protection of Producers of Phonograms Against Unauthorised Duplications of their Phonograms. The Rome International Convention for the Protection of Performers. Correlation of Intellectual Property Law with Unfair Competition. Industrial Designs and Models. Legal Nature of the Intellectual Property Rights. The Paris convention for the protection of Industrial Property. Trade names. Position of the Intellectual Property Law in the Legal System. Performance Management Process. Role of WTO in International Trade. Merchandise Pricing. Government Procurement. Property: The World Intellectual International Protection of Intellectual Property Organisation. 49. Promotional Strategy. The Budapest Treaty on the International Recognition of the Deposit of Microorganisms. Utility Models. The International Convention for the Protection of New Varieties of Plants. Labour Standards. Layout-designs of Semiconductor Integrated Circuits (semiconductor chips ). Trademarks. Retail Management Information Systems. WTO and Intellectual Property Rights: GATT and Evolution of World Trade Organisation (WTO). Industrial property law: Inventions. The Madrid Agreement Concerning the International Registration of Trademarks and the Protocol Relating to the Madrid Agreement. IPR and Economic Development. Social Clause. Implementation and Implication. Retail Human Resources Management. The Trademark Law Treaty. Historical Background. know-how. Other Distinctive Signs. Producers of Phonograms and Broadcasting Organisation. New Issues in WTO: Environment.

Team Interventions. Various Aspects of Performance Appraisal: Identifying and Measuring Employee Performance. Third-Party Peacemaking Interventions. Performance – Related Pay. 50. Global Competitiveness and Strategic Alliances: 36/37 . e-HR Managing 360 Degree. Organizational Development Interventions: Sensitivity Training. Cultural Issues of Expatriates. Who Conducts Appraisals. 52. Organizational Development: Objectives. Feedback Counselling and Coaching: Ongoing Mentoring and Protégé Development. Managing Workforce Diversity. Investment Practices for Improved Retention. the Learning in Organization. client Virtual/Boundary Less Organization. the HRM Environment: Evolution of HRM. Strategic Human Resource Management: The objective of competitive advantage.Application. Organizational Key Issues in Organizational Development: Issues in Action Research. Overview of Theoretical Foundations of Strategic Concepts. Inter Group Interventions. HRs New Role Orientation. Performance Audit: Developing Performance Standards – DRA’s Process. Development and Future of Organisational Development. Annual Stock Taking. Role of Strategic HR Leader. Strategy Driven Role Behaviours and Practices. Strategy Implementation and Workforce Utilization: Selection of Employees. Relationships. Employee Assistance Programmes etc. Integration of Strategy and HR planning. Non-traditional Investment Approaches: Investment in Disabled Employees. Strategically Oriented Performance Management and Compensation Systems. Uses of Performance Appraisal. Performance Reviews. Investment perspective of HR: Investment in Training & Development. Introduction to Organizational Development: Foundations of Organizational Development and Managing the Organizational Development Process. Nature and Network Structure. Future Challenges. Divisional (Product. Determinants of Integration and Problems with Integration. Potential Conducting Appraisal. Comprehensive Interventions. 51. HRM for Competitive Advantage. Strategy and HR Planning: Importance of Human Resources to Strategy. Performance Management Documentation. Consultant Designing Organizational Structures: Functional. HR and Organizational Performance. Methods for Appraising Performance. Appraising for Recognition & Reward. Role Playing. Geographic. Philosophy Behind Performance Management. Future Roles and Leadership Competencies. MBO. Ethical Issues Market).

Strategic Management of Technology and Innovation. Team Compensation. Technology and Innovation Policy. Internal and External Equity in Reward Management. EVA Reward Management in TNC’s. “Job Evaluation” Job Description and Job Specification: Job Analysis & Its Process. Decision Making. Strategic Alliances in Indian Context. Under – or over absorption of overheads. Intrinsic Rewards Cafeteria Style Compensation.Global Competitiveness: An Overview – Macroeconomic and Business Strategy Perspective. Labour Cost. Goals of Compensation System. Cost Accounting Systems. Global Competitiveness of Indian Industry – Status. Role of Quality and Productivity in Achieving World Class Competitiveness. Industrial Clusters and Business Development. Activity Based Costing. Attaining Competitiveness through Integrative Process Management. Evolution of Modern Day Labour Force. 53. International Compensation. Marginal costing. Strategic Alliances – Value creation in alliances strategy. Key activities of Financial Management. relationship of Finance to Accounting and Finance. cause of Uncompetitiveness. Strategic Options for Building Competitiveness. Financial Management ( an overview): An overview. Quality in Labour Market. Competency Based Compensation. Cost Accounting: Management Accounting. Developing Competitiveness Government Policy and Competitiveness. Methods of Job Evaluation. Role of Information Systems in Building Competitiveness. Overhead: Actual versus pre-determined overhead rates. Knowledge Based Compensation. Marginal costing and break-even analysis. contract and operating costing. Incentive Plans. Organization of Finance Functions. Science. Standard costing and analysis of 37/37 . Material Cost. International and National Competitiveness Studies. 54. Fringe Benefits and Supplementary Compensation. Compensation for Chief Executives and Other Employees: Guidelines of Companies Act Relating to CEO Compensation. Compensation Management: Introduction to Compensation : Compensation Defined. Compensation Strategy Monetary & Non-Monetary Rewards. Human Capital and Competitiveness. ESOP’s. batch. Goals of Financial Management. Management of Strategic Alliances. Internationalization of Indian Business: Selected Case Studies of Globally Competitive Indian Companies. Compensation for Workers: Wage Theories. Process Costing. Different Components of Compensation Package. job. Discrimination in Labour Market. Framework for Assessing Competitiveness – Various Approaches. 55. Role of Wage Board & Pay Commissions.

Management & Administration. Capital Budgeting. 58. Auditing: of Charges. Share Capital & Debentures & Registration Acquisitions. Computation of Income. direct confirmation.. 1985. 1944 and Central Excise Tariff Act. Reconciliation of cost and financial accounts. Techniques of auditing-physical verification. Company Accounts. Break-even analysis and leverages. examination of documents and vouching. Residential Status. Principles of Taxation (Tax Laws): Income Tax: Basic Concepts. deductions and rebates.variances. 60. Applications of financial analysis. analytical review. Analyzing financial performance. objective and basic principles of auditing. Prospectus & Allotment. Reconstruction. 56. 59. working papers. Income Exempt from Tax. Cash and fund flow statements. Memorandum of understanding. Planning and audit. Assessment of Individual. Financial Statements: Basic concepts underlying accounting. Profit and Loss Accounts. Systems Choice: Decentralization and Transfer Pricing. Set off and Carry forward of Losses. 38/37 . Central Excises Act. Financial Management in Public Sector Enterprise: Investment and Project Appraisal Systems in PSUs. Final accounts. Incidental of Tax. Financial topics related to balances received and profit and loss accounts. Financial Control. shares & debentures etc. Mergers & Nature. Financial Performance of PSUs. Companies Act 1956 (with amendments): Incorporation of Companies. audit press. audit programmes. deduction of Tax at source (TDS) and Advance payment of Tax. Customs Duty. Advanced Accounting Company Accounts introduction. 61. Source and usage of final statements. Accounting standards. Funds Mobilization by PSUs. Financial ratios. Balance Sheet. Problems in financial statements and analysis. 57. Long term financing. Finance Act 1994. duties and responsibilities of DDO. Valuation of internal controls. Working Capital Management. Integrated and Non-Integrated Accounting Systems.

Leasing. Securitization. Foreign Investment. Acquisitions/Takeovers. 64. Institutional & Operational Merchant Framework. Amalgamations. Credit Control and other Regulatory Aspects. Future Options and Derivatives: 39/37 . Forfaiting. Reserve Bank of India: Role as Banker to the Government. Risks in International Business. Financial Markets: Capital Market. Regulation of Merchant Banking Activities. Partnership Act. Merchant Banking & Financial Services: Banking: Issue Management. Development Finance Institutions. Global Foreign Exchange Markets. SEBI Guidelines. Hire-Purchase. Factoring. Financial Markets and Institution: Financial System and Economic Development. Government Securities Market. Financial Derivative Instruments. Money Market. Overview of Financial Services in India. Financial Management of MNCs. Security Analysis and Portfolio Management: Investment Decisions.62. 65. Mergers. Portfolio Advisory Services. Nature Scope and Types of Financial Services. Housing Finance. Valuation of Securities. Non-Banking Financial Companies. Credit Rating. Portfolio Theory. 63. SEBI: Role and Regulatory Aspects. Payment of Bonus Act. Industrial Dispute Act. Investment Risk. Sales Tax Act. Insurance Organizations. Analysis of Stock Markets. Bare Acts: Contract Act. 67. Stock Broking. Loan Syndication and Loan Consortium: Domestic and External. Indian Foreign Exchange Market: Foreign Exchange Management Act (FEMA). Obligations of Merchant Bankers. Mutual Funds. Consumer Credit. Financial Institutions: Banking Institutions. Consumer Protection Act. Loan Syndication. International Financial Management: Introduction to International Finance. Financial Services: Service Sector in India. Venture capital. Payment of Gratuity Act. 66.

Forwards and futures. Financial Markets and Instruments: Money Markets and Money Market Instruments: Repos. Regulation of risk reduction. Options and swaps. Parliamentary Financial Committees. Fiscal Responsibility. Central Government Budgeting Process. take-over code. Practical aspects of risk management. Financing Growth opportunities. Acquisitions and Corporate Restructuring: Aspects of mergers/amalgamation: legal. Insurance and Risk Management: Concept of Insurance. Valuation of business-methods of valuation. 69. disaster risk management. Principle of indemnity. estoppels. Public Debt. Revenue. Computation of premium. Valuations.Financing Strategy and Financing Instruments including: Derivatives. Managing Inventory.. Managing Receivables. Treasury Bills. Treasuring Management: Scope and Functions: Conceptual framework for Treasury function. 71. Defence against hostile take-over. Commercial Papers. Motives for mergers. Money Market Mutual Funds etc. Corporate risk Management. application of techniques risk avoidance. Re-insurance. labour. Post merger HR and cultural issues. insurance. Public Expenditure. Capital Markets and Capital Market Instruments. Risk evaluation and prediction. requirement. Budgeting. approval from courts. Managing Banking Relationships. Treasury functions for Short-Term Finance: Estimating W. Public Finance and Budgeting: Public Financial Administration. Managing Liquidity. Mergers. Sources and Cost of Capital. 70. Recent Developments and Emerging Trends. 40/37 . 68.C. CDs. Hedging. assignment. Modern Techniques in Budgeting. types of mergers. Regulations. Treasury functions for LongTerm Finance: Estimating Long-term needs. Public InvestmentProgramming and Management. its need. Responsibility of a Treasurer-Funds Management. endowment. co-insurance. Criteria for negotiating for friendly take-over.