SEMESTER - 6

Fundamentals of Human Resource Management

Fundamentals of Human Resource
Course Code:
Management
Nature of Course: Major/Minor
Semester – VI
Term End Examination: 60
Credits: 4 (3+1) Continuous Internal Assessment (CIA): 30
Total Marks: 90

Course Description:
HR is a speciality aimed to generate HR specialists who can manage an organization’s personnel.
Every company has its values, beliefs, conventions, working language, processes, and
methodologies. The HR Department of any company or organization is in charge of cultivating
the company’s culture among workers and acquiring and keeping the finest employees. HR
experts are one of the most important contributors to a company’s development and survival. The
course content assists students in learning more about human resources and their relevance, as
well as how they function. This curriculum covers a broad range of topics for the student to
understand the material and achieve a high score to advance in their career. The major goal of
Human Resource Management is to familiarize students with HRM fundamentals. The topics
covered in this course include a wide range of HR subjects and functions.

Course Objectives
The objective of this course is to help the students to develop an understanding of the concept and
functions of human resource management. The course also aims to explore the recent practices
and trends inhuman resource management.

Course Outcomes
At the end of the course, students should be able to:
1. Enhance the understanding of role of human resource management and explore the recent
trends of human resource management
2. Develop an understanding of human resource management functions and practices.
3. Enhance awareness of certain important practices like Training ,Performance Appraisal,
Career Planning, Compensation

Unit I Introduction

Concept and Importance of Human Resource Management, Functions and Role of Human
Resource Management; Globalization and its Impact on HR trends of Human Resource in
India; Work life balance; Human Resource Information Systems.

Unit II Human Resource Planning:

Need and process, HR Forecasting Techniques Skill inventories; Job analysis-Uses, methods,
Job description & Job specifications; Recruitment: Factors affecting recruitment, internal &
external sources; Selection process; Orientation: Concept and process.
Unit III Training & Development

Training: Concept, Training Process, Methods of training; Management development:

Concept & Methods; Performance Management System: Concept, uses of performance
appraisal, performance management methods; Career planning: Importance and stages.
Compensation: Components of pay, factors influencing compensation, steps in determining
compensation, job evaluation; Incentives: Importance and types; Benefits: Need, types of
benefits.

Unit-IV (Tutorial/Practical) Continuous Assessment

Note: The Teacher shall give tutorial classes, Assignments, Case Studies, Presentations,
Quizes etc. From the above topics to the students and on the basis of this/these shall
evaluate the students to check their knowledge, skill and comprehension.

Suggested Readings:

1. Dessler Gary, Warkkey Biju- Human Resource Management, Pearson Publication.

2. Decenzo and Robbins- Fundamentals of Human Resource Management, John Wiley
and sons.
3. Aswathapa K. Human Resource and Personal Management: Text and Cases. Tata
McGraw-Hill Publishing Company Limited. New Delhi.
4. Rao V.S.P. Human Resource Management, Pearson Publication.

Note: Latest edition of the readings may be used.

 Advertising and Sales Management
Advertising and Sales Management Course Code:
Semester – VI Nature of Course: Major/Minor
Term End Examination: 60
Credits: 6 (4+2) Continuous Internal Assessment (CIA): 30
Total Marks: 90
Course Description:

This course is designed to provide a wider perspective on various aspects of advertising and
sales management. The course among others includes advertising, media selection, sales
management and sales-force management.

Course Objectives:

The broad course objectives are the following:

1. To make students understand the importance of advertisements, advertising media,
advertising budget and advertising measurement.
2. To make students understand the concepts of sales management and sales promotion,
sales forecasting and sales budgeting.
3. To expose students to the concepts of sales-force management, recruitment, selection,
training, compensation and promotion.

Course Outcome:

With focus on national markets, students after going through the course are expected to
develop an effective advertising and sales management plan. Evaluate the promotional
campaigns ’and performance of sales persons. Organize sales territories to maximize selling
effectiveness. Evaluate sales and sales management strategies in relation to current legal and
ethical standards of practice.

Unit-I

Advertising, its role in the marketing process; Legal, Ethical and Social aspects of
advertising. Advertising communication objectives, DAGMAR Approach, Advertising as a
tool of marketing communication processes. Advertising budget, establishment and
allocation, budgeting approaches.

Unit-II

Kinds of advertising, Advertising media-print media, broadcasting media, non-media

advertising (characteristics, merits and demerits of advertising media) online advertising.
Measuring advertising effectiveness, unfair advertising practices, ASCI-Advertising standard
council of India, techniques for measuring advertising effectiveness, Ethics in advertising-
self-control, control by consumer, control by government.
Unit-III

Sales management –difference between sales promotion and sales management;

salesmanship, sales management and personal selling. Sales planning, sales organization,
principles of determining sales organization. Sales forecasting and its methods. Sales budgets
and its methods.

Unit-IV

Sales force management: estimating manpower requirements for sales department, planning
for manpower, recruitment and selection of salespersons, methods of training salespersons,
placement and induction, motivating the sales-force, compensation and promotion policies.

Unit-V and Unit–VI (Tutorial/Practical) Continuous Assessment (Marks: 30)

Note: The Teacher shall give tutorial classes, Assignments, Case Studies, Presentations,
Quizes etc. from the above topics to the students and on the basis of this/these shall
evaluate the students to check their knowledge, skill and comprehension.

Suggested Readings:

1. Aaker, David A. etc., Advertising Management, 4th edition , PHI, 1985

2. Belch, George E. and Belch, Michael A.; Advertising and promotion, Tata McGraw
Hill, New Delhi
3. Ogilvy David, Ogilvy on Advertising, London, Longman.
4. Jones, John Philip, What’s in a brand, Tata McGraw Hill, New Delhi
5. Chunawalla, S.A., Advertising, Sales and Promotion Management, Himalaya
Publishing House, Mumbai.
6. Mohan, Manendra; Advertising Management, Tata McGraw Hill, New Delhi
7. Sandage and Fry burger, Advertising Management

Note: Latest Edition of the Readings may be used.

 Economic Environment of Business

Economic Environment of Business Course Code:

Semester – VI Nature of Course: Major/Minor
Term End Examination: 60
Credits: 6 (4+2) Continuous Internal Assessment (CIA): 30
Total Marks: 90

Course Description
This course provides students with an overview of the economic environment within which
business must operate. Key concepts and ideas from microeconomic, macroeconomics,
environmental and international economics are introduced. Topics relevant to real – world issues
and problems are discussed.
Course Objective
1. To understand the concept and significance of the economic environment in the context of
business decision-making.
2. To Analyze and compare different economic systems, such as capitalism, socialism, and
mixed economies, and their impact on businesses.
3. To examine the effects of globalization on the economic environment and its implications
for businesses.
Course Outcomes
1. Students will be able to grasp the importance of the economic environment in shaping
business decisions and strategies.
2. Understand the characteristics and functioning of different economic systems and their
effects on business operations.
3. Key economic policies (fiscal, monetary, trade, and industrial) and their relevance to
business practices.

Unit –I Introduction to Economic Environment.

Definition and Scope of Economic Environment: Role of Economic Environment in Business
Decision Making, Economic Systems: Capitalism, Socialism, and Mixed Economies
Globalization and its Impact on the Economic Environment Types of Environment. –internal
–External, Micro & Macro Environment, Scope of Business process & Limitations of
Environment Analysis.

Unit –II Economic Policy and Business:

Fiscal Policy: Government Spending, Taxation, and Budget Deficits Monetary Policy:
Central Bank, Interest Rates, and Money Supply Trade Policy: Tariffs, Quotas, and Trade
Agreements Industrial Policy: Sector-specific Policies and Promotion, Consumer Protection
Act & Competition Law, Liberalization, Privatization and globalization of Indian economy,
Impacts, Trends & issues. Demand and Supply Analysis, Factors of Production and Resource
Allocation, Impact of Exchange Rates and Currency Fluctuations

Unit-III: Socio-economic Challenges and Business.:

Nature & Socio-Cultural & Political Impact on Business, Social Responsibilities of Business,
Demographic Environment , Income Inequality and Poverty Alleviation, Corporate Social
Responsibility (CSR), and Sustainable Business Practices. Economic Development and
Inclusive Growth, Functions of State, Political Regime its role in the economy. Government
Regulations and Business Compliance.
IV- Natural & Technological Environment:

Innovation, technological leadership & Followership, Sources of Technological

dynamics, Impact of technology on globalization, transfer of technology, Digital
Transformation and Business Strategy, E-commerce trends online marketplaces. Cyber
security and Business Protection business scalability and flexibility Through digital
space.

Unit-V and Unit–VI (Tutorial/Practical) Continuous Assessment (Marks: 30)

Note: The Teacher shall give tutorial classes, Assignments, Case Studies,
Presentations, Quizes etc. from the above topics to the students and on the
basis of this/these shall evaluate the students to check their knowledge, skill
and comprehension.

Suggested Readings:

1. Perspective in Eco’s By Rangarajan CA, S Chand & Sons, New Delhi

2. Business Environment – text & cases, Himalayan Publishing House
3. Essential of Business Environment, Aswathappa K Himalayan Publishing House

Note: Latest Edition of the Readings may be used.