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Trimester 5 ENTERPRISE RESOURCE PLANNING (NON-MAJOR ELECTIVE) Course code: 12MT52 Course Objectives: To provide an understanding of the issues

es involved in design and implementation of ERP Systems. To focus on the cross functional processes and integration of events/transactions across different functional areas in organizations. Credits: 3.0 Total No of sessions: 30

Course Content: UNIT I: Introduction to ERP Evolution of ERP ERP Benefits ERP & Related Technologies Componentized ERP - Business Process Reengineering -Supply Chain Management.

UNIT II: ERP Implementation Business Modeling Implementation Methodology Hidden costs Organizing the Implementation Role of Vendors, Consultants and Users Vendor and Package Selection - Trends in ERP Delivery: ASP and Cloud Computing

UNIT III: Conceptual understanding of Business Modules in an ERP Package Sales & Marketing Modules Order Processing & Distribution Process - Accounting & Finance Modules - Integration with other modules

UNIT IV: Production Planning & Manufacturing Module Materials Management Module features Human Resources Module Quality Management Integration with other modules

UNIT V: Managing an ERP project Customization and Estimation - Causes of ERP failures Risk factors in implementation Business Intelligence with ERP Introduction to Data Warehousing & Data Mining Its Benefits - Future Direction of ERP Text Books: 1. Mary Sumner, Enterprise Resource Planning, Pearson Education, 2006 2. Vinod Kumar Garg and N.K.Venkitakrishnan, Enterprise Resource Planning-Concepts and Practice, Prentice Hall of India Private Limited, 2/e, 2003. Reference Books: 1. Alexis Leon, ERP Demystified, Tata McGraw-Hill Publishing Company Limited, Eleventh Reprint, 2004. 2. David L.OLSON, Managerial Issues of Enterprise Resource Planning Systems, Tata McGraw Hill Edition, 2004. 3. Rahul V.Altekar, Enterprisewide Resource Planning Theory and Practice, Prentice Hall of India, New Delhi, 2004.

Trimester 5 FINANCE AREA ELECTIVE COURSE ADVANCED FINANCIAL ANALYSIS Course code: 12MF51 Credits: 3.0 Total No. of sessions: 30

Course Objective: This course aims at supporting the top and middle management decisions on on-going and emerging issues of the business with the financial data analysis. Course Content: Unit-1: Introduction to overview of financial statement analysis basis of financial statement analysis preview of financial statement analysis Demand and Supply of Financial information An overview of Financial Reporting Standards: IFRS and Indian GAAP requirements. Unit-2: Comparative and Common Size statements Ratio Analysis: Measuring overall profitability Assessing operating management: Decomposing NP margins Evaluating investment management: Decomposing Asset turnover Evaluating Financial management: Analysing financial leverage Putting it all together: Assessing sustainable growth rate Cash flow analysis Unit-3: Industry Analysis: Competitive strategy analysis & Corporate strategy analysis Overview of Accounting analysis Implementing accounting analysis Accounting analysis pitfalls Recasting financial statements Unit-4: Prospective Analysis: Financial forecasting Valuation theory and concepts Valuation implementation issues Equity security analysis: From an investors perspective. Unit-5: Financial Distress Analysis Need for financial distress analysis Perception of various parties of distress Ways of identifying distress / sickness of a firm Causes of corporate distress Indicators of corporate distress Distress prediction and analysis. Text Book 1. The analysis and use of Financial Statements Gerald White, Ashinpaul Sondhi, Dov Fried Wiley India Publications 3rd edition Reference Books 1. Financial statement analysis A practitioners guide Fridson, Alvarez Wiley Publications 4th Edition (2011) 2. Financial statement analysis Wild, Subramanyam, Halsey Tata McGraw Hill Publications 9th edition (2007) 3. Principles of Corporate Finance Brealey, Myers, Allen, Mohanty Tata McGraw Hill Publications 8th Edition (2008)

Trimester 5 FINANCE AREA ELECTIVE COURSE VALUE CREATION THROUGH MERGERS, ACQUISITIONS AND RESTRUCTURING Course code: 12MF53 Course Objectives: To help gain sharper insights into the process of value creation by M&A and restructuring transactions and to the sources of the value therein To familiarise about the various forms/types of corporate restructuring transactions such as divestiture, demerger or spin-off, financial restructuring etc. and their rationale To expose the participants to the different types and nature of M&A and their underlying drivers and strategic contexts. To reinforce understanding of corporate growth and renewal strategies--expansion, diversification and consolidation on the other hand, and achieving business focus and simplicity through unbundling on the other. To strengthen valuation skills To familiarise about target selection and integration issues. Credits: 3.0 Total No. of sessions: 30

Course Content: Unit I: Overview: Review of value creation and shareholder value concepts and models; firm value Vs. equity value; overview of mergers, acquisitions and divestiture, demerger and other forms of corporate restructuring transactions; terms, concepts and definitions; Global and Indian M&A markets. Unit II: Mergers and Acquisitions (M&A): Strategic rationale such as expansion, diversification, vertical integration, costs and revenue synergies and their sources, industry consolidation etc. Unit III: Valuation and financing in the context of M&A and restructuring: Various valuation models such as DCF, multiples etc. alternative DCF models such as Free Cash Flow (FCF), Adjusted Present Value (APV), Equity and Capital Cash Flow (ECF and CCF) models etc., cost of capital and terminal values, use and abuse of book values and multiples. Financing choice and issues such as cash Vs. stock etc. Unit IV: M&A planning deal execution and integration: Pre-acquisition planning, target identification and evaluation, deal execution, planning and executing post-merger integration. Hostile takeovers and takeover defence etc. Regulatory and structuring issues Unit V: Corporate Restructuring: Divestiture and demerger, rationale and strategic case and financial reasons; bankruptcy Vs. restructuring. Recommended Reading: The main reading materials would be articles, chapters and cases from various sources such as HBR, HBS/ECCH etc. In addition the following books are recommended for reading 1. Gaughan, Patrick A., Mergers, Acquisitions and Corporate Restructuring, John Wiley & Sons, 4/e, 2007

2. Damodaran, Aswath 3. Bouquet, Tim and Byron Ousey

Damodaran on Valuation, John Wiley & Sons, 2/e, 2006 Cold Steel: Lakshmi Mittal and the Multi-billion Dollar Battle for a Global Empire, Little, Brown; 2008 Trimester 5 MARKETING AREA ELECTIVE COURSE SALES AND DISTRIBUTION MANAGEMENT

Course Code: 12MM51

Credits: 3.0

Total No. of sessions: 30

Course Objectives: To understand the components of the Selling Process To enhance your selling skills To develop greater understanding of the tasks and roles of the modern sales manager as well as the modern salesperson. To understand the role of distribution channels in a firms strategy and throughout global economy To analyze the process of designing and developing marketing and logistic channel arrangements. To bring out the significance of channel relationship Course Content: Unit I: Selling and Marketing, Evolution of Personal Selling, Forms of Selling, Careers in Selling, Selling and Buying Process- Stages Unit II: Prospecting& Pre- Approach, Approaches to Selling, Sales Presentation, Sales Demonstration, Negotiation, Objection Handling and Closing Unit III: Strategic sales Force management- Sales force organization- Nature and Types, Estimating Potential, Sales Forecasts, Sales Budgets, Sales Quota, Sales Territories Unit IV: Recruitment and Selection of Sales force, Sales training, Motivating Sales Personnel, Types of Rewards, Compensating Sales personnel, Evaluating Sales Personnel Unit V: Distribution Management-, Designing Customer Oriented Channel systems, Logistics and Supply Chain, Channel Institutions, Managing International Channels Text Book: 1. Krishna K Havaldar, VM Cavale, Sales and Distribution Management: 2 nd Edition , Mc Graw Hill. Reference Books: 1. Sales Management by Thomas Ingram, Raymond LaForge, Ramon Avila, Charles Schwepker, Michael Williams, 4th edition, 2001, Harcourt. 2. Sales Management , Douglas J. Dalrymple, William L. Cron, Thomas E. Decarlo, Seventh Edition, John Wiley &Sons, Inc

3. Selling & Sales Management by Geoffrey Lancaster, David Jobber, 3rd Edition