of Wage – Minimum Wage, Fair Wage, Living Wage, Wage Policy [4 L] 6. Compensation – Wage/Salary, Real Wage, Components of Wages: Basic, Dearness Allowances, House Rent Allowances, City Compensatory Allowance, Other Allowances, Wage Fixation, Pay for different types of employees, Managerial Compensation. Dearness Allowance – Methods of DA payment, Consumer Price Index, [4L] 7. Neutralization. [2 L] 8. Productivity and Wages – Productivity Bargaining, Incentive Payments, Productivity Linked Bonus, Incentives – Individual & Group, Case Studies on Productivity Bargaining. [4L] Employee Benefits – Statutory & Voluntary Benefits, Retirement Benefits – Provident Fund, Gratuity, Pension, Medical Insurance; Reward Management [6L] 1. Dasgupta, A. K. : A Theory of Wage Policy, OUP, Chapter1,2 2. Belcher, D.W.: Wage and Salary Administration, Prentice Hall, Chapter 1,3,4 3. IR&LL AM Sharma Part II Chapter 20, IR&LL AM Sharma Part II APPENDIX A 4. IR&LL AM Sharma Part II Chapter 28 5. Compensation Management K Bhattacharya Cpater 1, Compensation Mgmt Tapomoy Dev,Chapter 1,2,Pp 67-80,Pp 187-229,HRM VSP Rao, Chapter-16 Pp 435-458 5
4 Sales Force Management: Different personnel functions of a sales manager, Quantitative and qualitative requirements of sales force planning – determination of sales force size, job analysis for type of sales people required 2L 5 Recruitment and Selection: Sources of recruitment, Selection process, Methods of selection 2L 6 Training and Development: Need and purpose of training, Types of training, Designing a training programme - model 2L 7 Directing the Sales Force: Supervision, Territory management, Determination of quota/target, Determination of compensation of sales force, Leading and Motivating 6L 8 Controlling: Analysis of sales, Costs and Profitability, Evaluation of sales force performance 3L 9 Marketing Channels: Structure, Functions and advantages, Types of channel intermediaries – wholesalers, distributors, stockists, sales agents, brokers, franchisers, C&F agents, and retailers 2L 10 Channel Design and management: Channel objectives & constraints, Identification, evaluation and selection of channel alternatives, Channel management and control – recruiting and selecting channel members, motivating, evaluating channel arrangements 3L 11 Physical Distribution & Logistics: function, processing, warehousing, inventory & Transportation 1L 12 Retail Management: Retail strategies, Location, Types of retail formats, Stores layout, Visual merchandising techniques 3L 13 Merchandising: Merchandise management, Planning of assortment, Servicing and buying of merchandise, Supply chain management in retailing 3L 14 Case Studies 4L 1. Berman, B & Evans, J.R.: Retail Management, Pearson 2. Cundiff, Still & Govoni : Sales Management – Decision, Strategies & Cases; HI./Pearson Education 3. Futrell, Charles M.: ABC of Relationship Selling; McGraw Hill. 4. Ingram,T,N., Laforge, R.W. & Avila, R.A.: Sales Management, South-Western
Strategies, Consumer Behaviour and Advertising: Consumer as decision Consumer as social being 4L 4 Advertising and Brand Building: Definition of brand, Life-cycle of a brand, Brand positioning, Brand personality, Brand image, Brand equity, Brand essence, Brand value proposition and promoting desired image, Corporate brands 4L Advertising Planning: Planning process, steps, situation analysis, objective setting, budgeting, developing promotional strategies, implementation and control 2L Advertising Objectives: Sales approach versus communication approach, DAGMAR Approach 2L 6 Advertising Budget: Budgeting approaches – different methods, allocation of budget 1L 7 Designing an Advertisement: Different dimensions, Importance of creativity to advertising, Creative process, Developing a creative brief 3L 8 Message Strategies: Creative strategy: Message structure, Message appeals- rational, emotional, scarce, Message source-credibility, attractiveness, execution frameworks, Creative tactics: for print and electronic media - copywriting, body copy, headlines, layout, visuals, slogans, logos, signatures, storyboards 3L 10 Strategies: Media planning process, Media mix, Coverage, Reach, Frequency, Impact, Scheduling, Different types of media – television, radio, print, outdoor, internet - characteristic features, advantages and limitations, Factors influencing choice of media flows and functions, Channel design decisions, Network Marketing 3L 11 Advertising and Society: Social – social and cultural, Ethical – deceptive, offensive, economical- effect on consumer choice, competition, cost and prices, and Regulatory aspects of advertising – ASCI