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Barkatullah University, Bhopal

As per model syllabus of U.G.C. New Delhi, drafted by Central
Board of Studies and Approved by Higher Education and the
Governor of M.P.





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Faculty of Commerce
Syllabus & Prescribed Books


B.Com. Sem. Examination 2010-11
V Semester
(10+2+3)


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1
COURSEWISE SCHEME
Fifth Semester
1. Course Code : 9. Maximum marks:: 550
2. Course Name : B.Com. 10. Minimum Passing percentage : 33
3. Total Subject : 4 11. Project Work : N
4. Compulsory Subject : 1 12. Project Passing marks : N
5. Optional Subject : 3 13. Practical : Y
6. Internship Marks : 100
7. Internship Passing Marks : 33
8. Project : N
Sub.
code
Subject Name Theory Practical Total
Paper CCE Total
Marks

1
st
2
nd
3
rd
Max. Min. Max. Min. Max. Min. Max. Min. Max. Min.
Internship Compulsory 100 0 0 100 33 0 0 100 33 0 0 100 33
Compulsory
Foundation Course 35 35 25 95 32 30 10 125 42 25 08
BCIT
150 50
Accounting Gr.-I 35 35 0 70 23 30 10 100 33 0 0 100 33
Business Management Gr.-II 35 35 0 70 23 30 10 100 33 0 0 100 33
Optional Paper (Select Any 1)
Applied Economics Gr.-III 35 35 0 70 23 30 10 100 33 0 0 100 33
Vocational Course
I. Computer application 26 26 0 52 18 23 7 75 25 25 08 100 33
II. Office Management and
Secretarial Practice
26 26 0 52 18 23 7 75 25 25 8 100 33
III. Principles and Practice of
management of Insurance
35 35 0 70 23 30 10 100 33 0 0 100 33
IV. Tax Excise - Procedure &
Practice
35 35 0 70 23 30 10 100 33 0 0 100 33
V. Tourism and Travel
Management
35 35 0 70 23 30 10 100 33 0 0 100 33
VI. Foreign Trade Practices and
Procedures
35 35 0 70 23 30 10 100 33 0 0 100 33
VIII. Advertising Sales Promotion
& Sales Management
35 35 0 70 23 30 10 100 33 0 0 100 33




2
Department of Higher Education, Govt. of M.P.
Semester wise Syllabus for Under Graduates
as recommended by Central Board of Studies and
approved by the Governor of M.P.
Session 2010-11
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Semester : V

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Department of Higher Education, Govt. of M.P.
Semester wise syllabus for under Graduates
As recommended by Central Board of Studies and
Approved by HE the Governor of M.P.
Session 2010-11

Class - B.A./B.Sc./B.Com/B.Sc. Home Sci./ B.A.
(Mgt.) BCA
Subject - Foundation Course
Paper - Paper II English Language and Aspects of
Development
Semester - V
Max. Marks : 35
Texts for Units I & II :
1. William Wordsorth, Three years she grew.
2. Vikram Seth, The Mouse and the Snke.
3. K. Aludiapillai, Communication Education & Information
Technology.
4. Ashok Mahadeven, Miracles by the Thousand (pages 50-53),
Readers Digest, January 2007.
5. Marcus Natten, Childhood.
6. Shubhra Tripathi, Globalization and Liberalization.
7. Mrinal Pande, Girls. Abridged and adapted by Urbashi
Barat.

Unit-I Short-answer questions. 61=6
Unit-II 100- word questions. 2 4 =8
Unit-III Short essay of about 250-300 words. Three 7
alternative topics to be provided, candidates to
attempt any one.
Unit-IV Official reports and proposals. 7
Unit-V Languages Skills : Correcting errors in elision, in synthesis
and transformation, and in punctuation. Tense and voice
(advanced). Questions should not repeat the examples or
exercises provided in the textbook. 7

4
Department of Higher Education, Govt. of M.P.
Semester wise syllabus for under Graduates
As recommended by Central Board of Studies and
Approved by HE the Governor of M.P.
Session 2010-11

Class - B.A./B.Sc./B.Com/B.Sc. Home Sci./ B.A.
(Mgt.) BCA
Subject - Foundation Course
Paper - Paper III Basic Computer Information
Technology -I
Semester - V
Max. Marks : 25


5


6
Department of Higher Education, Govt. of M.P.
Semester wise syllabus for under Graduates
As recommended by Central Board of Studies and
Approved by HE the Governor of M.P.
Session 2010-11

Class - B.A./B.Sc./B.Com/B.Sc. Home Sci./ B.A.
(Mgt.) BCA
Subject - Foundation Course
Paper - Paper III Basic Computer Information
Technology -I
Semester - V (Practical)
Max. Marks : 25

7

B.Com (Graduate) semester wise Syllabus
Session 2010-11
Class B.Com. 3
rd
year
Semester V
Subject
Accounting Group

Title of the paper
I-Income Tax for Individuals

Compulsory/ Optional Compulsory
Max. Marks 35

Particulars
Unit- I Basic concept and definition of Income tax, income, Agriculture Income,
Exempted Income, Residential Status and its impact on tax liability.
Unit - II Taxable Income Under the head of salary.
Unit III Taxable Income Under the head of house property.
Unit IV Taxable Income Under the head of business and profession.
Unit V Taxable Income Under the head of capital.
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Suggested Readings:
1. Singhania V.K. - Income Tax
2. Mehrotra H.C. Income Tax
3. Girish Ahuja, Ravi Gupta Income Tax
4. Sri pal Shaklechar Income Tax
5. S.K.Singh, R.K. Jain Income Tax
6. Anil Dhagat Income Tax ,O.P. Agrawal Income Tax

8

Session 2010-11
Class B.Com. 3
rd
year
Semester V
Subject
Accounting Group

Title of the paper
II-Accounting for Managers

Compulsory/Optional Compulsory
Max. Marks 35

Particulars
Unit I
Concept of management account. Relation between financial-cost-
management Accounting. Significance & Techniques of management
Accounting. Function of Management Accounting.
Unit II Meaning and objectives of financial analysis, ratio analysis
Unit III Fund flow analysis. Cash flow analysis as per AS-3
Unit
IV
Concept of management Audit, Responsibility Accounting.
Unit V Management reports, Types of reports, quality of good report.
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SUGGESTED READINGS:
1. Jain S.P. Narang K.L. Management Accounting
2. Shashi Gupta Management Accounting
3. S.P. Gupta Management Accounting
4. Mahesh Agrawal Mukesh Jain Management Accounting


9

Session 2010-11
Class B.Com. 3
rd
year
Semester V
Subject
MANAGEMENT GROUP

Title of the paper
I- Financial Management

Compulsory/ Optional Compulsory
Max. Marks 35

Particulars
Unit I
Meaning, Scope and nature of Financial Management.
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Unit II
Meaning and Important of Cost of Capital, Equity Capital.
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Unit III
Financial and operating leverage, Calculation
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Unit IV
Capital Structure Meaning and Importance of capital structure, elements to
effect the structure of capital
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Unit V
Management of working capital Meaning Importance and factor of working
capital.
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SUGGESTED READINGS:
1. Agrawal & Agrawal Financial Management
2. Pandey I.M. - Financial Management
3. Khan M. Jain - Financial Management
4. Dr. S.P. Gupta - Financial Management




10
Session 2010-11
Class B.Com. 3
rd
year
Semester V
Subject
Management Group

Title of the paper
II-Marketing Management

Compulsory/ Optional Compulsory
Max. Marks 35

Particulars


Unit-1 Concept of marketing and marketing management nature,
objectives and
importance Role of marketing in economic development.

Unit-2 Sales forecasting, role, factor and steps, product planning and
development concept need and importance of marketing information
system.

Unit-3 Product branding and packaging product pricing decision new
product pricing policies.

Unit-4 Concept and Significance of sales promotion sales promotion
programmers channels of distribution.

Unit-5 Advertisement Concept, Nature, Objective and Importance,
Effects of advertisement. Advertising agencies.

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Suggested Readings:
1. V.M. Baijal Marketing Management
2. Phillip Kotlar - Marketing Management

11

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Session 2010-11
Class B.Com. 3
rd
year
Semester V
Subject
Applied Economics Group

Title of the paper
I-Public Finance

Compulsory/ Optional Optional
Max. Marks 35

Particulars

UNIT I:
Public Finance: meaning, importance & nature of public expenditure, effect of
public expenditure.
UNIT II:
Public Revenue: Its classification & sources, principles & forms of taxation.

UNIT III:
Problem of justice in taxation, incidence of taxation, taxable capacity, economic
effect of taxation.
UNIT IV:
Financial relation between central & state, Major source of revenue & expenditure
of central Govt.

UNIT V:
Major Source of revenue & expenditure of State Government.

Suggested Readings:
1. Public Finance V.C. Sinha
2. Public Finance (Hindi) Dr. Ramesh Mangal

12

Session 2010-11
Class B.Com. 3
rd
year
Semester V
Subject
Applied Economics Group

Title of the paper
II-Principles of Insurance Business

Compulsory/ Optional Optional
Max. Marks 35


Particulars

UNIT I:
Concept, nature, function & advantage of insurance. Principle of insurance,

UNIT II:
Assignment & surrender of life insurance policy.

UNIT III:
Fire Insurance: Features & conditions of fire insurance policy, procedure of
claim settlements.
UNIT IV:
LIC: Its object & function.
UNIT V:
Insurance agents qualification, duties & function development officers.

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Suggested Readings:
1. Dr. Balchandra Srivastava Principles of Insurance
2. Dr. Ramesh Mangal - Principles of Insurance (Hindi)


13


Barkatullah University Bhopal
Semester Wise Scheme for B.Com Semester V
(Computer Application)
Session 2010-11 onwards
B.Com (Computer Application)
Semester V

Code No. Paper Marks (Theory + CCE)
CA501 Programming in C 35 + 15
CA 502 Internet & E-Commerce 35 + 15
Practical
CA 503 Programming in C 50





























14
Barkatullah University Bhopal
Semester Wise Scheme for B.Com Semester V
(Computer Application)
Session 2010-11 onwards
Paper-I
PROGRAMMING IN C
UNIT I Introduction & features of C Program, Concept, Characteristics of
Programming, Various sages in Program Development, Programming
aids, Algorithms, Flow charts- Symbols, Rules for making flow Charts,
Types of flow charts, Advantage & Disadvantage, Pseudocodes (Decision
Table, Programming techniques & tools Programming Technique-Top
down, Botton up, Modular Structured-Features, Merits & Demeerits,
Comparative Study, Programming Logic-Simple, Branching, Looping,
Recursion Cohesion & Coupling) Programming Testing, Debugging &
their ToolsStructure of C Program, Variable, Expression, Identifiers,
Keywords, Data Types, Constants. Operator and Expression, Operator
Arithmetic, Logical, Relational Conditional and Bit wise Operators,
Precedence and Associativety of Operators, Basic Input/Output and
Library, Functins, Single character, Input/Output i.e., getch, gerchar(),
putchar(), Formatted input output i.e. printf() and scanf(), Library
function-Concepts, Mathematical & Character functions, Types
conversion in expression.
UNIT II Decision control structure:- if statement, if-else statement , the conditional
operators. Case control structure: switch statement, goto statement. C
operators: Increment and Decrement operators, Bitwise operator,
Operators precedence, arithmetic and logical expressions evolution.
Development of C program using Decision control.
UNIT III Loop Control Structure:- for loop, while loop and do-while loop, Break
statement, continue statement.
Development of C programs using loops.
UNIT IV Arrays: One dimension array, 2D array, 3D array, Introduction to
Pointers.
Functions: Function declaration and prototypes, Passing values between
functions:- call by value.
Development of C programs using Arrays, functions, recursion.
UNIT V Storage classes specified auto extern, static, register, string. Structures: -
declaring a structure, accessing structure element, how structure elements
are stored, array of structures, union.

REFERENCE:-
Jeyapoovant A First Course in Programming With C-Vikas
Baloguruswani -Programming in C ,
IE-TMGGupta Vikram, Bhatia S.S,Programming In C, KALYANI


15
Barkatullah University Bhopal
Semester Wise Scheme for B.Com Semester V
(Computer Application)
Session 2010-11 onwards

Paper-II

Internet & E-Commerce

Unit-1 An overview of E-Commerce:-
Introduction, Operating system services, Types of E-Commerce solution
Direct marketing & selling, application of E-commerce, future of e-
commerce, Brokerage Model, community model

Unit-II Marketing concepts in e-commerce:-
Marketing concepts for internet marketing, e-commerce marketing and
branding strategies, Online financial services, Online travel services, Online
career services

Unit-III E-Strategy:-
Information and strategy, planning e-commerce project, e-commerce strategy,
e-business strategy, Web server hardware and software, e-commerce software,
e-commerce.

Unit-IV Internet Concepts:-
WWW, Internet and E-Commerce, Linking to the Internet,Internet Address,
Internet Tools- Information Retrieval Tools(ftp,Gopher),Communication tools
(Email, FTP, Telnet, Usenet) Multimedia Information Tools(Home page),
Information Search Tools(Archie, Veronica, WAIS).Domain Name System.

Unit V Security:-
Security Issues in E-Commerce technologies-Introduction to security,
password, Viruses, Firewall, Encryption (PGP,SHTTP,SSL)

Reference:-
Leon Alexin Mathews Internet For Everyone, IE, Vikas
Doing Business on the internet E-Commerce : S. Jaiswal Galgotia publication
E-Business and E-Commerce Management III Edition Pearson Education
E-Commerce An Indian perspective : P.T. Joseph S.J. PHI

Rachhpal Singh, Goyal Kapil,Gurvindir Singh Amardeep Gupta Gullagong E- Commerce and E-
Business KALYANI




16
BARKATULLAH UNIVERSITY, BHOPAL
VOCATIONAL SUBJECT

Class : B.com
Subject : Office Management Secretarial Practice
Paper Name : Office Communication Practice-I
Paper : I
Semester : V
Max. Marks 26

Unit-I Knowledge of operation and use of duplicator, photocopies,
word processor and scanner with sufficient practical
knowledge.

Unit-II Use and maintenance of office record registers like stock,
receipt, dispatch and cash with suitable example of under
standing their preparation.

Unit-III Significance of telecalling. Its used it modern business
office along with its merits and demerits.

Unit-IV Typewriting exercise Breaking of words at line ends,
breaking of words with syllabification rules, Type writing of
characters not exiting or keyboards.

Unit-V Taking information from other documents in completion of
shorthand notes. Submitting transcribed materials for
signature.

17
BARKATULLAH UNIVERSITY, BHOPAL
VOCATIONAL SUBJECT

Class : B.com
Subject : Office Management Secretarial
Paper Name : Stenography-I
Paper : II
Semester : V
Max. Marks : 26

Unit-I Advanced phraseography, phraseology related to business,
banking insurance and administration.

Unit-II Special list of words

Unit-III Arrangement of material on typewriter Desk of facilitates
transcription and computer.

Unit-IV Checking transcription with suitable examples.

Unit-V Proof reading transcription.

Practical MM : 25
Tabulations : Typewriting of tabulations Balance-sheet, Invoice,
foot notes.


18
BARKATULLAH UNIVERSITY, BHOIPAL
VOCATIONAL SUBJECT

Class - B.Com
Subject - Principles & Practices of Management of
Insurance
Paper name - Property & Liability Insurance
Paper - I
Semester - V
Max. Marks - 35
UNIT-I Introduction Risk and insurance; insurable and non-insurable
risk; nature of property and liability insurance, crop and cattle
insurance.
UNIT-II Types of liability; insurance, Reinsurance procedure for
obtaining liability insurance, legal position of insurance agent;
records of liability insurance construction and issue of policy;
policy conditions.
UNIT-III Specific and all risk insurance; valuation of risk; indemnity
contracts and specific value contracts; Average and
contribution; Excess and short insurance carrears.
UNIT-IV Types of liability insurance policy; Mandatory public liability
insurance. Dwelling property losses; business interruption and
related losses. Theft insurance contracts. Budgetary covers.
UNIT-V Auto insurance, medical benefit insurance; Empoyers liability;
dishonesty, Boiler machinery insurance, personal and
residential insurance.

SUGGESTED BOOKS :
1. Rodda : Property and liability Insurance (Prentice
Hall New, Jersy).
2. John Carydon : An Introduction to liability claims Adjusting
Cincnati- (The National underwriting Co.)
3. Long & Gregg. : Property and liability Insurance (Hand Book,
Hommewood, Richard D. Irwin).

19
BARKATULLAH UNIVERSITY, BHOIPAL
VOCATIONAL SUBJECT

Class - B.Com
Subject - Principles & Practice of Management of
Insurance
Paper name - Group Insurance and Retirement Benefit
Schemes
Paper - II
Semester - V
Max. Marks - 35
Unit-I Superannuation Scheme-I

Unit-II Superannuation Scheme-II

Unit-III Superannuation Scheme-III

Unit-IV Group Life Insurance Scheme- I

Unit-V Group Life Insurance Scheme-II


20

Subject - Tax Excise- Procedure & Practice
Paper name - Central Excise- Procedure & Practice
Semester - V (Questions will be set from each unit/section)
Max. Marks - 35
UNIT I Nature of meaning of Central Excise - Excise and Central Excise: Detonation
between Central Excise duties and Customs, Sales-tax, Octroi duty. Basic of
Excise Duty -Specific duty, Advalorem duty levy of sales, Compound duty
UNIT -II Organisation of Central Excise in India -Administrative and Operational
authorities. Regulatory framework -An overview of Central Excise and Sales
Act, 1994. An overview of Central Excise Tarrif Act, 1985. Central Excise
Rule, 1944.
UNIT III General Procedure under Central excise:
A. Registration for Central Excise - Purpose and Procedure thereof,
exemption from registration, filing of declaration for claiming
exemption, form of application for registration and filing of the same.
B. Classification Lists - Filing and submission of classification lists and
its approval.
Form-I Classification lists of exemptible goods provided.
UNIT -IV Type of Clearances
Clearance of ensemble goods under physical control, self removal procedure
compounding scheme, clearance of non-expiable goods, removal of goods for
home consumption, removal of goods for exports.
(i) Removal of goods for home consumption
(a) Clearance under physical control-making an application under form
No. AB 1 to circle inspector before removal of goods. Preparation of IR
-6 and depositing of duty, removal of excisable goods under GP 1.
(b) Removal of goods under compounded levy scheme -application for
exercise of this option.
(c) Self removal procedure -applicability and its salient features. Record
based control and production based control. Deposition of excise duty
under Challan IR. 6. Preparation of GP 1 and maintenance of other
records of removal like P.T.A. 1A 23A Part- II Register.
UNIT V MOD VAT
What is MOD VAT, Salient features of MOD VAT.
MOD VAT declaration under Rule for darning MOD VAT under rule 57A
Small Scale Industry
Eligibility of SST which are exempted from licensing control.
SSI availing concession rate of duty, general exemption in small scale Exemtion
Scheme under Notification No. 175786 Books of Accounts, Records and their preparation.

21
Subject - Tax Excise- Procedure & Practice
Paper name - Customs Procedure & Practice
Paper - II
Semester - V
(Questions will be set from each unit/section)
Max. Marks - 35
UNIT -I
1. Role of customs in International Trade.
2. Organization of customs in India administrative and operational
authorities.
UNIT -II Important terms and definitions:
Assessable Value, baggage, bill of entry, bill of exports, suitable
goods, duty, exporter, foreign going vessel, aircraft goods,
import, import manifest, importer, prohibited goods, shopping
bill, stores, bill of lading, export manifest, DDB, FAS, CIF,
GATT, letter of credit
UNIT III Prohibition of exportation and importation of goods and
provisions regarding notified and specified goods.
UNIT IV Import of Cargo
Clearance Procedure for home consumption for warehousing
exbound clearance:
Stops and documents to be prepared and filed viz bill of entry.
Form No. 22. Bill of entry for home consumption.
Form No. 23. Bill of entry for warehouse.
Form No. 24. shipping Bill for exbound clearance for home
consumption and other accompanying documents.
UNIT V Export of goods -free export and restricted exports:
Types of restricted exports, prohibited exports: Canalised
exports, exports against licensing; types of exports, export of
cargo; export of baggage.





22
BARKATULLAH UNIVERSITY, BHOIPAL
VOCATIONAL SUBJECT

Class - B.Com
Subject - Tourism and Travel Management
Paper name - Tourism Production of India
Paper - I
Semester - V
(questions will be set from each unit)

Max. Marks - 35
UNIT-I Uniqueness of Indian Music & Dance forms as compared to
/western Music & Dance. Only salient features of
Bharatnatyam, Kathak, Kathakkali, Manipuri and Odissi dance
forms.
UNIT-II An outline study of Indias leading handicraft items and other
products which are popular as tourist shopping items. Ways
and means to improve the share and role of shopping in tourism
industry.
UNIT-III A brief study of the emerging trends1 in Indian tourism scenario
and, significance of Heritage Tourism, Health & Medical
Tourism, Spiritual Tourism, Eco-Tourism, Rural Tourism etc.
UNIT-IV Location and significance (very brief) of the following tourist
spots of northern India:
Leh, Shrinagar, Vaishnodevi, Chandigarh, Kullu-Manali,
Shimla, Delhi, Agra, Jaipur, Jim Corbett National Park,
Varanasi, Allahabad, Saarnath, Kushinagar, Amritsar, Ajmer,
Haridwar. Badrinath, Kedarnath.
UNIT-V Location and significance (very brief) of the following tourist
spots of southern India:
Chennai, Mahabalipuram, Pondicherry, Bangalore, Mysore,
Ooty, Kotakkal, Kovalam, Kanniyakumari, Periyar, Hyderabad,
Madurai, Tirupati, Rameshwaram.


23
BARKATULLAH UNIVERSITY, BHOIPAL
VOCATIONAL SUBJECT

Class - B.Com
Subject - Tourism and Travel Management
Paper name - Human Resource Management in Tourism
Paper - II
Semester - V
(questions will be set from each unit)

Max. Marks - 35

UNIT-I A broad, Classified description of various career prospects in
TTH in government and private sectors. A brief knowledge about
salaried as well as self employed avenues of employment in TTH.
UNIT-II Job profiles and desirable attributes of various functionaries in
Aviation sector viz. Traffic Assistam, Air Hostess, Flight steward
etc.
UNIT-III Job profiles, professional knowledge and essential HR quaIites
expected from Travel personnel I viz. Tour Escort, Tour
Manager, Guide.
UNIT-IV Duties, functions, formal qualifications and personal qualities of
Front Office staff and Housekeeping staff of a hotel.
UNIT-V Job profile, functions and personal qualities expected from
Event Management and Guest Relations personnel of a hotel.

24
BARKATULLAH UNIVERSITY, BHOIPAL
VOCATIONAL SUBJECT

Class - B.Com
Subject - Foreign Trade Practices Procedure
Paper name - Shipping & Insurance Practices & procedure
Paper - I
Semester - V
Max. Marks - 35

UNIT-I Role of shipping, liners & tramps determination of freight.

UNIT-II Containerization procedure, packaging & marking for
exports. Forwarding & clearing agents.

UNIT-III Air transport procedure & determination of freight.

UNIT-IV Cargo insurance, basic principles types of covers &
determination of premium.

UNIT-V Filling the claims & obtaining the cover.

Books : Export Management by T.A.S. Balgopal International Trade
& export Management by Francies Cherunilam.





25
BARKATULLAH UNIVERSITY, BHOIPAL
VOCATIONAL SUBJECT

Class - B.Com
Subject - Foreign Trade Practices Procedure
Paper name - Foreign Trade & International Financial Mgt.
Paper - II
Semester - V
Max. Marks - 35
Unit-I International Financial Markets Foreign exchange
markets and exchange rate determinations; euro currency
markets.

Unit-II Currency convertibility Current account convertibility
concept and its implication an India; capital account
convertibility concept and its impact on Indian foreign
trade.

Unit-III International monetary system concept IMF, World
Bank and IFC.

Unit-IV Foreign direct investment concept, procedure and its
impact on Indian economy.

Unit-V Financial instruments in foreign trade letter of credit,
cash in advance, consignment, bill of lading, commercial
invoice, insurance certificate.

Reference Books :-
1. Vibha Mathur Foreign trade policy & trends in India.
2. K. Aswathappa International business.

26
BARKATULLAH UNIVERSITY, BHOIPAL
VOCATIONAL SUBJECT

Class - B.Com
Subject - Advertising sales promotion & Sales mgt.
Paper name - Management of the sales force
Paper - I
Semester - V
Max. Marks - 35
Unit-I - Importance of the sales force and its Management.
- Functions of Sales Manager
- Recruitment and Selection
Unit-II - Training and Direction
- Motivation and compensation
- Appraisal of Performance
Unit-III - Sales force size, organisation of the sales department
Geographic, Product wise, Market based.
- Sales Planning and Central : Market analysis and
sales forecasting. Methods of forecasting sales.
Unit-IV - Sales Budget Importance, Process of sales budget,
uses of sales budget.
- Sales territory Considerations in allocation of sales
territory.
Unit-V - Sales quota : objectives, principles of selling, sales
quota, administration of sales quota. Uses of sales
quota.
- Sales and Cost analysis Uses and Methods
SUGGESTED READINGS:
1. Stanten and Buskirk Managnent of the Sales force (Richard D.
ltwin)
2. Philip Ketler Marketing Management 7th Ed. (Prentice Hall of
India) Chap. 24.


27
BARKATULLAH UNIVERSITY, BHOIPAL
VOCATIONAL SUBJECT

Class - B.Com
Subject - Advertising sales promotion & Sales mgt.
Paper name - Entrepreneurship Development
Paper - II
Semester - V
Max. Marks - 35

UnitI Introduction : The entrepreneur, definition, emergence of
entrepreneurial class, the entrepreneur and economic
development, role of entrepreneurs.

Unit-II Characteristics of an entrepreneurs, Theories of
entrepreneurship, Role of Socio-economic environment,
leadership, risk taxing, Decision making and business
planning.

Unit-III Promotion of a vulture: Opportunities analysis, External
environmental analysis economic, social and technological,
competitive factors.

Unit-IV Legal requirements for establishment of a new unit and
rising of funds; venture capital sources and documentation
required.
Unit-V Entrepreneurial behaviour: Innovation and entrepreneur:
Entrepreneurial behaviour and psycho-theories, social
responsibilities.

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