(MKTG-203) FUNDAMENTALS OF MARKETING

The objective of the course is to introduce to the students the basic concepts of marketing
and physical distribution of goods and services. This is an introductory course, which
shall enable the students to grasp more complicated marketing concepts and practices to
be taken up in courses of higher level.

1. INTRODUCTION TO MARKETING

1.1 Basic concepts of marketing

1.2 Marketing functions
1.3 Role of marketing within an organization

2. MARKETING AND THE FIRM

2.1 Marketing concept & strategy planning

2.2 Functions of marketing manager
2.3 Target marketing and a marketing mix
2.4 Marketing strategy, a marketing plan and a marketing program

3. THE MARKETING ENVIRONMENT

3.1 External environment: Macro environment & micro environment

3.2 An organization’s internal environment

4. MARKET SEGMENTATION

4.1 Understanding market

4.2 Defining market segmentation
4.3 Dimensions to segment markets
4.4 A seven step approach to market segmentation

5. THE PRODUCT

5.1 The meaning of product

5.2 Classification of products
5.3 Product classes and marketing strategies

6. BRANDING AND PACKAGING

6.1 Branding, brand name and trademark
6.2 Why to develop branding?
6.3 Kinds of brand & their use
6.4 Reasons for packaging
6.5 Packaging & social responsibility
6.6 Labeling: Types of labels
7. THE PRICE

7.1 Pricing objectives

7.2 Pricing setting
7.3 Pricing policy
7.4 Discount and allowance policies

8. THE PLACEMENT

8.1 Various channel systems

8.2 Management of channels
8.3 Management of physical distribution
8.1 Retailing
8.2 Wholesaling

9. THE PROMOTION

9.1 Meaning and importance of promotion

9.2 Promotional methods
9.3 Determination of promotion mix
9.4 Determination of total promotional appropriation

TEXT BOOK
1. Philip Kotler, Principles of Marketing Prentice Hall.

REFERENCE BOOKS

1. McCarty & Perreault, Jr., Basics of Marketing: A managerial approach, IRWIN.

2. Stanton & Futrell, Fundamentals of Marketing, McGraw Hill.
3. Evancs & Berman, Marketing, Macmillan.
(ACCT-203) FINANCIAL ACCOUNTING

Finance is the prime language of business. In the business world, every manager has to
fully understand and effectively use financial figures of the company for decision
making and control purposes. This course is designed to fully cover the basics of
financial accounting. After successfully completing this course students shall be fully
conversant with all aspects of financial accounting and shall be in a position to use
financial data for understanding the financial situation of the company and to make
effective decisions.

1. INTRODUCTION TO ACCOUNTING
1..1 Nature and functions of Accounting.
1.2 Various areas of Accounting
1.3 Forms of Business enterprises.
1.4 Providers and users of Accounting Information.
1.5 Accounting Concepts and Conventions

2. ACCOUNTING AS AN INFORMATION SYSTEM

2.1 Accounting inputs: Financial Transactions and Accounting equation.
2.2 Accounting Process: Recording, Classifying, Summarizing, Preparation of
2.3 Trial Balance, Adjustments and Closing Process.
2.4 Accounting outputs: Preparation of Financial Statements (with and
without worksheet), Owner’s equity statement, Income statement and their
interpretation.

3. ACCOUNTING FOR MERCHANDISING BUSINESS

3.1 Accounting for Purchases under periodic and perpetual Inventory

Systems.
1.2 Accounting for Sales
3.3 Preparation of Financial Statements (with and without worksheet)
Techniques
3.4 Inventory Valuation Methods LIFO, FIFO, Average cost, LCM
3.5. Estimation of ending inventory, Retail method, Gross margin

4. INTERNAL CONTROL AND ACCOUNTING SYSTEMS

 4.1 Basic Principles of Internal Control
4.2 Accounting System Components: Specialized Journals and subsidiary
ledgers
4.3 Management Control Over Cash
4.4 The Checking Accounting and Reconciliation
4.5 The Imprest Fund System
4.6 The Voucher System
4.7 Pay Roll System

5. ACCOUNTING FOR SHORT TERM MONETARY ASSETS AND CURRENT

LIABILITIES

5.1 Sort Term Investment.

5.2 Accounting for Receivables, Discounting of Notes Receivables.
5.3 Accounting for Accounts Payable, Notes payable.

6. ACCOUNTING FOR TANGIBLE ASSETS

6.1 Capital versus Revenue Expenditure.
6.2 Classification of tangible assets.
6.3 Acquisition Cost of tangible asset.
6.4 Depreciation and its measurement methods.
6.5 Accounting for Subsequent expenditure.
6.6 Disposal of fixed assets (Retirement, Trade in, Sale)

7. ACCOUNTING FOR INTANGIBLE ASSETS AND NATURAL RESOURCES

7.1 Acquisition Costs of Goodwill, Patent, Copyright, Trademark, Franchise.

7.2 Amortization and its measurement.
7.3 Natural Resources: Acquisition Cost and Basis for Depletion.

8. ACCOUNTING FOR CORPORATION

 8.1 Formation of corporation: Legal and operative aspects with reference to
Pakistan (Companies ordinance, 1984)
8.2 Types of capital stock
8.3 The components of stockholder’s equity
8.4 Accounting for issuance of stock
8.5 Dividends (cash, non-cash, liquidating & stock), retained earnings & its
appropriation (reserves)
8.6 Stock splits, stock reverse/consolidation, treasury stock, and prior
adjustments.

9. FINANCIAL STATEMENTS AND THEIR INTERPRETATION

9.1 Income statement & balance sheet

9.2 Funds flow statement: total resources basis, working capital basis, cash
basis (form, contents & disclosure requirement according to International
accounting standard and companies ordinance 1984)
9.3 Financial ratios: Interpretation, applications & limitation.

TEXT BOOKS
1. Robert F. Meigs, Mary A. Meigs, Mark Bettner, Ray Whitfington.
Accountings: the basis for business decisions Eleventh Edition.
The McGraw Hill Inc.

REFERENCE BOOKS

Eric G. Flamholtz, Diana Troik Flamholtz, Michael A. Diamond.

Principles of Accounting, Macmillan Publishing Co. New York
Eric G. Flamholtz, Diana Troik Flamholtz, Michael A. Diamond.
Financial Accounting. Macmillan Publishing Co. New York.
3. Imdaek Helm Kemp, Smith, Principles of Accounting, Johnwilley.
(MGMT-206) PRINCIPLES OF MANAGEMENT

Organizations are the building blocks of society and within organization the most
important activity is management. Organizational results and ultimately social
development depends on the quality of management in organizations. What is
management and what are the principles of good management? The answer to these
questions should be available with every manager. This course provides an in depth
evolution and refinement of management thought and evaluates the contemporary nature
of management, as we know it today

1. AN OVERVIEW OF MANAGEMENT

1.1. Management: Definitions, concepts and process.

1.2. Managerial levels, roles and skills
1.3. The evolution of management thought
1.4. The changing environment of management
1.5. Management’s ethical and social responsibilities

2. ORGANIZATIONAL PLANNING AND GOAL SETTING

2.1. The nature of organizational goal

2.2. Effective goal setting and barriers to effective goal setting
2.3. Management by Objectives (MBO)
2.4. The nature, purpose and process of planning
2.5. The hierarchy and types of organization’s plans
2.6. Strategic planning: Environment analysis, SWOT analysis,
corporate, business and functional strategies
2.7. Operational planning tools: Flow charts, the Gantt charts, the load charts,
2.8. The Pert, The Logical Framework
2.9. Effective planning: Barriers and overcoming them

3. ORGANIZATIONAL STRUCTURE AND DESIGN

3.1. Work Specialization

3.2. Departmentalization
3.3. Chain of command and span of control
3.4. Centralization and Decentralization
3.5. Formalization
3.6. Traditional Vs Contemporary organizational design
4. MOTIVATION
4.1. Meaning and concept
4.2. Primary and secondary motives
4.3. Motivation theories
5. LEADERSHIP

5.1. The nature of leadership

5.2. Leadership Vs Management
5.3. Leadership theories
5.4. Leadership styles
5.5. Leadership skills

6. COMMUNICATION

6.1. Communication process

6.2. Communication channels in the organization
6.3. Effective communication in organization

7. DECISION MAKING

7.1. Types of decisions and problems

7.2. The rational decision making model
7.3. Alternative to rational decision making model
7.4. Decision making styles
7.5. Committee and group aided decision making

8. CONTROL

8.1. The basic control process

8.2. Types of control
8.3. The control system
8.4. Effective control requirements

TEXT BOOKS.

1. Ricky W. Griffin, Management, Houghton Mifflin Company.

2. Harold Knootz & Heins Weihrich Management, McGraw Hill.

3. Robbins, Management, Prentice Hall

REFERENCE BOOKS.

1. Stephen P. Robbins and Mary Coultar, Management. Prentice Hall

2. Judith R. Gordon, Organizational Behavior, Prentice Hall
3. Davis and Newstrom, Human Behavior at Work: Organizational Behavior,
McGraw Hill
 (HUM-263) BUSINESS COMMUNICATION
In management one of the most important and continual activities is communication.
According to the experts, "management is communication and communication is
management". It is estimated that in organizations people spend more than 80% of their
time in communication. In this context effective communication skills are a prerequisite
of good management. This course will provide students a comprehensive exposure to
communication theory and skills in order to give them the analytical and conceptual skills
needed to improve both their own communication capabilities and their organization's
communication system.

1. PROCESS OF COMMUNICATION

1.1 Communication model.

1.2 Channels of communication.
1.3 Flow of communication.
1.4 Barriers to effective communication.
1.5 How to make communication effective.
1.6 Verbal as non verbal communication

2. COMMUNICATING SUCCESSFULLY IN AN ORGANIZATION

2.1 The communication connection

2.2 communications, Business and You
2.3 The Internal communications Network
2.4 The External communications Networks
2.5 Characteristics’ of Effective organization communication
2.6 Communication Challenges

3. PRINCIPLES OF COMMUNICATION (THE SEVEN Cs OF EFFECTIVE

COMMUNICATION)
3.1 Conciseness
3.2 Correctness-
3.3 Completeness.
3.4 Clarity
3.5 Consideration
3.6 Courtesy
3.7 Concreteness.

4. WRITTEN COMMUNICATION
4.1 Five planning steps of writing
4.2 Good news as bed news massages.
4.3 Assignment writing
4.4 Neutral vs. persuasive massages
5. ORAL COMMUNICATION

5.1 Meeting: Types and conduct.

5.2 Interview: Types and conduct.
5.3 Presentation or speech: Types-Planning-Delivering the presentation or
speech.
5.4 Workshop and seminar: Planning-Conduct.

6. WRITING RESUMES AND APPLICATION LETTERS

6.1 Thinking about your career

6.2 Writing resumes (format and style)
6.3 Writing an application letter

7. BUSINESS REPORTS AND PROPOSALS

7.1 Reports and its types

7.2 Components of reports
7.3 Characteristics of good reports
7.4 Steps in planning reports
7.5 Proposal Plans
7.6 Components of the business proposal
7.7 Work Plan

7 REFERENCING STYLES
7.1 Plagiarism
7.2 Harvard (Author Date) referencing
7.3 Footnotes

TEXT BOOKS

1. Murphy and Hildebrand, Effective Business Communication, McGraw

Hill.
2. Courtland L.Bovee, John V.Thill, Business Communication Today,
Prentice Hall
3. J. Adderson, B.H. Duston & M.Poole, Thesis and Assignment Writing,
Shalley Eastern India, New Delhi.
REFERENCE BOOKS

1. Prof. Shalliam Heney, Inter Personal Communication, Macmillan.

2. Murphy and Peck, Effective Business Communication, McGraw Hill.
3. Prof. William Heney, Inter Personal Communication, Macmillan
(STAT-208) BUSINESS MATHEMATICS AND STATISTICS FOR
MANAGEMENT

This course is taught with two objectives in mind. One, to enable the students to acquire
basic knowledge of Mathematics and Statistics which is necessary to pursue a study
program in business administration and two, prepare students for advanced work in
quantitative business analysis. Topics include basic concepts in algebra, differential and
integral calculus, functions and graphs, linear and quadratic equation, and logarithms.
Frequency distribution, ratios and percentages and index numbers will also be studied.

MATHEMATICS

1. MATHEMATICAL FUNCTIONS
1.1 Functions Defined.
1.2 The Nature and Notation of Functions
1.3 Domain and Range Considerations
1.4 Types of Functions.
1.4.1 Constant Functions
1.4.2 Linear Functions
1.4.3 Quadratic Functions
1.4.4 Cubic Functions
1.4.5 Polynomial Functions
1.4.6 Graphical Representation of Functions

2. LINEAR EQUATIONS
2 2.1. Characteristics of Linear Equations
3 2.2. Graphical Characteristics
2.3. Slope - Intercept Form
4 2.4. Determining the Equation of a Straight Line Linear Equations involving
more than two variables

3. SYSTEMS OF LINEAR EQUATIONS AND THEIR APPLICATIONS

3.1. Introduction
5 3.2. Two variables Systems of Equations.
3.3. Gauss – Jordan Procedure
3.4. Applications of Linear Equations and Systems of Equations

4. NONLINEAR FUNCTIONS AND THEIR APPLICATIONS

4.1 Non Linear Functions- Introduction
4.2 Quadratic Functions, Characteristics and Their Applications
4.3 Polynomial Functions.
4.4 Exponential Functions & Applications
4.5 Logarithmic Functions, Properties of Logarithmic Functions
5. MATRIX
5.1 Introduction to Matrices
5.2 Types of Matrices
5.3 Matrix Operations
5.4 Inverse of Matrix
5.5 The Determinant & its Properties
5.6 The Method of Cofactors

6. DIFFERENTIATION AND ITS APPLICATIONS

6.1 Limits and Continuity
6.2 Average Rate of Change
6.3 The Derivative
6.4 Differentiation
6.5 Higher-Order Derivatives
6.6 Identification of Maxima and Minima
6.7 Revenue, Cost and Profit Applications
6.8 Marginal Approach to Profit Maximization

7. INTEGRATION AND ITS APPLICATIONS

6 7.1 Anti Derivatives
7.2 Rules of Integration

7.3 Additional Rules of Integration

7.4 Differential Equations
7.5 Techniques of Integration
7.6 Definite Integrals
7.7 Applications of Integral Calculus

TEXT BOOKS
1. George B. Thomas & Ross L. Finney, Calculus, 9th edition, Addison Wesley
2. Frank S. Budnick, Applied Mathematics for Business Economics and Social
Sciences, McGraw Hill.

REFERENCE BOOKS
1. Louise Swift, Mathematics and Statistics for Business, Management &
Finance, Macmillan.
2. Ernest F. Haeussler, Jr. Richard S. Paul, Introductory Mathematical
Analysis (For Business, Economics and the Life and Social Sciences),
Prentice Hall.
 STATISTICS
1. INTRODUCTION
1.1 Definition
1.2 Descriptive Statistics & Inferential Statistics
1.3 Statistics Applications in Business

2. DATA CONDENSATION AND PRESENTATION

2.1 The Data Array and Frequency Distribution
2.2 Graphical Representation

3. MEASURES OF CENTRAL TENDENCY

3.1 Means: (Arithmetic, Geometric, Harmonic)

3.2 The Median
3.3 The Mode
3.4 Quartiles

4. MEASURES OF DISPERSION

4.1 Range
4.2 The Semi-Inter-quartiles Range
4.3 The Mean Deviation
4.4 The Variance and Standard Deviation

5. INDEX NUMBERS
5.1 Defining an Index Number
5.2 Un-weighted Aggregates Index
5.3 Weighted Aggregates Index
5.4 Average of Relative Methods
5.5 Quantity and Value Indices

TEXT BOOK
1. David, S Moore et.al, Introduction to the Practice of Statistics 6th Edition
WH.Freeman
2. Levin I. Richard., Statistics for Management, 4th ed;

REFERENCE BOOKS
1. Starr K. Martian & Sobal Gross Marion, Statistics for Business and
Economics, 1ST Ed; New York, McGraw Hill, International, 1983.
2. Off Lyman & Hildebrad K.David, Statistical Thinking for Mangers
Boston, Massachusetts, Duxbury Press, 1982.
3. Donald Sanders and Robert Smith Statistics A First Course.
Les Oakshott, Essential Quantitative Methods for Business and Finance,
Macmillan.
(IT-204) INFORMATION TECHNOLOGY IN BUSINESS

This course will provide hands on experience to students in the use of computers as a
productivity and learning tool. Proficiency shall be developed in the use of computer
hardware and Microsoft's latest Windows and Office packages so that students use
computers effectively and easily. Students will also be taught to use the Internet and its
extensive tool set as an effective information resource and a global connectivity
mechanism.

1. INTRODUCTION TO COMPUTERS

1.1 Brief history of computers

1.2 Types of computers
1.3 Why are computers so important
1.4 Looking inside the machine
1.5 Software brings the machine of life
1.6 The shapes of computers today

2. PROCESSING DATA

2.1 Transforming data into information

2.1.1 How computers represent data
2.1.2 Bits and Bytes
2.1.3 Text Codes
2.2 Number Systems
2.2.1 Binary, octal, decimal and hexadecimal number
systems
2.2.2 Inter-conversations between various number systems
2.3 How a computer processes data
2.3.1 The CPU
2.3.2 Memory
2.4 Factors affecting processing speed
2.4.1 Parallel processing

3. INTERACTING WITH YOUR COMPUTER

3.1 Input and output devices

3.2 Connecting Input/Output devices to the computer
3.3 Serial and parallel ports
3.4 Storing information in a Computer
3.4.1 Magnetic Storage Devices
3.4.2 Diskette drivers
3.4.3 How data is organized on a disk
3.4.4 Hard disks
3.4.5 Tap drivers
3.4.6 Optical storage devices
 3.4.7 CD-Rom

4. THE OPERATING SYSTEM AND USER INTERFACE

4.1 What is an operating system

4.2 The user interface
4.2.1 Parts of interface
4.3 Becoming familiar with the interface
4.4 The command line interface
4.5 Running programs
4.5.1 Sharing information
4.5.2 Multitasking
4.6 Managing files
4.7 Magnetic Hardware
4.7.1 Processing interrupts
4.7.2 Drivers
4.7.3 Networking
4.8 Enhancing the operating system with utility software
4.8.1 File defragmentation
4.8.2 Data compression
4.8.3 Backup software
4.8.4 Data recovery software
4.8.5 Antivirus utilities screen savers

5. STORING DATA

5.1 Types of storage devices

5.2 Magnetic storage devices
5.2.1 How data is stored on a disk
5.2.2 How data is organized on a disk
5.3 Optical storage devices
5.4 Recordable optical technologies.

6. MS- WORD

6.1 Introduction to Word Processing,

6.2 Inserting, deleting text, save and exit file, open and close file,
copy and paste text. Find and replace contents, bold, underline,
italic, font and font size, paragraph settings, bullets and numbering,
border and shading, columns, tab setting, change case, header and
footer,
6.3 Print preview and print, insert page, page break, date and time,
spelling and grammar, mail merge, tables, insert/delete column and
row.
 7. MS- EXCEL

7.1 Introduction to spreadsheets

7.2 inserting data in a worksheet, save and exit file, open and close,
cut copy and paste the data, formatting, cell, column, bold, italic,
underline, font and font size, borders.
7.3 Formula writing, print preview and print, insert: cell, row, column,
pictures, fill and filter data, generating charts, spell checker, find
and replace.

8. MS- POWERPOINT

8.1 Creating a basic presentation, building presentation, modifying

visual elements, formatting and checking text, inserting objects,
applying transitions. Preparing handouts and slides for display.

9. MS- ACCESS

9.1 Introduction to database, designing database files, commands in database,

working with file, brows and edit, sort, indexing and filter printing and
reporting, set command and functions, data importing and exporting, link
with the files.

10. INTERNET.

TEXT BOOK

1. Norton’s. Peter, Introduction To Computer, 6th edition, Mcgraw Hills.

REFERENCE BOOK

1. James A. Senn, Information Technology in Business, BPB