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BBA 6th SEMESTER 6.1 SALES & DISTRIBUTION MANAGEMENT Basic concepts-selling functions, types of selling and emerging dimension, direct selling, institutional selling, tele-marketing, sampling, follow the customer and other concepts Theories of selling canned approach, AIDA Model, right set of circumstancestheory, buying formula theories, behavioral equation theory. Process of effecting selling-prospecting, pre approach presentation and demonstration, handling objectives, closing the sale, post-sale activities of successful sales person Sales management-importance, scope and functions of sales management, organization of sales, sales planning-market potential analysis, sales forecasting, fixing sales objectives, territory allocation, sales quota, participative sales planning and behavioral consideration Sales force management – sales force planning, recruitment and selection, training and development, placement of sales personal compensation and incentives to sales person, motivation and leadership for sales, evaluation of sales performance. Distribution management-types of distribution channel, ware housing, & stocking, selection and allocation of agents. 6.2 TAXATION LAWS Law relating to Income Tax, principle underlying certain concepts as regard to Determination of Taxable Income, Receipts which are not incomes, exemption from charge of Income Tax Provision of Income Tax relating to various heads of income with special reference to Profit and Gain from Business and Profession, Capital Gain, Income from other Source, Deductions, Computation of Income Tax, liability concept of TAX Planning, Tax planning with reference to setting up of a new business, location, aspects, nature of business, planning for tax holding benefits. Tax planning with reference to specific management decisions, Tax Planning with reference to financial management decisions 6.3 RURAL MARKETING Introduction: Definition of Rural Marketing Rural Marketing Environment: Population, Occupation Pattern, Income Generation, Location of Rural Population, Expenditure Pattern, Literacy Rate, Rural Credit Institutions, Rural Retail Outlets, Print Media in Rural Areas, Rural Areas Requirement. Problems in Rural Marketing: Underdeveloped People and Underdeveloped Market, lack of proper physical communication facilities, Media for Rural Communication. Many Languages and Dialects, Vastness and uneven spread, Low per capita income, logistics, storage, handling and transport, market organization and Staff, Product Positioning, Hierarchy of Markets, low levels of literary, seasonal demand Marketing of Agricultural Inputs; Consumable inputs, Durable inputs, fertilizers, products, price, distribution, promotion, SWOT analysis of agro-chemical market. Marketing of consumable and durables: product, price distribution, distribution strategy-Hindustan Lever Promotion: Product Redesign of Modification Needs Marketing of Agricultural produce and rural and cottage industry products: marketing of Agricultural produce regulated Markets, Formation of Cooperative. Organizations, Contract Farming, Agricultural Export Zone (AEZ), Marketing of Rural/Cottage, Industry, Artisan Products Role of Financial Institutions in Rural Marketing: Types of Credit, Rural Credit Investment 6.4 EXPORT MARKETING India’s foreign trade & policy (India’s foreign trade policy & its evolution, institutional framework for export promotion, export incentives & facilities, quality Control for Export) Market logistics (physical distribution with emphasis on international system including export by air, sea, road and multinational transport system) Export Finance (various aspects of financing including documentary credits. Foreign exchange management, risk management etc.) Export & Import Procedures & Documentation (Processing & Executive of export order, export sales contract, income, foreign exchange regulation, terms of payment, central excise clearance, customs regulation, export documentation framework, settlement of trade dispute, import procedure) Electronic Commerce (Fundamentals of electronic Commerce, legal issues in online business in India 6.5 ENTREPRENEURSHIP & SMALL BUSINESS MANAGEMENT Entrepreneurship-Definition, characteristics of an entrepreneur, function of an entrepreneur, types of an entrepreneur Entrepreneurship-development programmers (EDP), Project identification and selection, project formulation, project appraisal Financing of an enterprise-needs for financial planning, sources of finance, capital structure, term-loan, sources of short term finance, capitalization, venture capital, export finance Sickness in small business, magnitude of industrial sickness and consequences of industrial sickness, corrective measure Franchising-franchising definition, advantage, disadvantage, evaluation of a franchisee arrangement, franchising in India Industrial finance to entrepreneurs-commercial bank, other financial institutionsIDBI, ICICI, IRBL, LIC, UTI, STCIS, SIDC’S, SIDBI, EXIM BANK, NABARD. Industrial support to entrepreneurs – need for industrial support institutional to small entrepreneurs – NSIC, SIDO, SSIB, SSICS, SISI, DIS’S, TCO’S. Industrial estates, specialized institutions Govt. policy for small-scale enterprise-Govt. support to small-scale enterprises during five yea plans Legal requirement for establishing a new unit, Taxation benefits to small scale industry, difference between business and professions, inter-relationship between industry, commerce and trade.