PROECT VIVA VOCE

Paper Code: 
BSR 318
Credits: 
2
Contact Hours: 
30.00
Max. Marks: 
100.00
Objective: 

COURSE OUTCOMES(COs):

Course Outcomes

 

Learning and teaching strategies

Assessment Strategies

CO119: Evaluate the practical aspects of Category Management -  with the help of real Case Studies and analyse the  best industry practices of the top Indian and global retailing companies. 

CO120 : Understand the  emergence and evolution of Private Labels by renowned retailing companies with the help of real Case Studies and  Group Discussion on actual product/services

CO 121 :Analyse about the essential dimensions of Assortment Planning and identify successful assortment planning and visual display.

CO 122 : Understand the attributes of an efficient through Role-Plays on Personal selling.

CO 123:  Identify USP of a product/service, collect information about the product, identify its competitors and their offerings etc

 

Approach in teaching

 Case study,  Role play and group discussion.

 

Learning activities for the students:

Reading assignments, exploring the related material available online.

 

 

 

Assignments, Mid semester  test, Semester end examination, Quiz,  Presentation by students.

 

6.00
  • Category Management - Case Study, Group Discussion
  • Practical Assignment on the best industry practices (top retailing companies of India and world)

 

6.00
  • Cases on emergence and evolution of Private Labels by renowned retailing companies
  • Case Study, Group Discussion and Practical Assignment on successful and unsuccessful private labels

 

6.00
  • Assortment Planning in different kinds of merchandise.
  • Power- point presentations on the essential dimensions of successful assortment planning and visual display

 

6.00
  • Group Discussions on the attributes of an efficient Salesman
  • Role-Plays on personal selling

 

6.00
  • Choose a product, identify its USP, collect information about the product, identify its competitors and their offerings etc. The student will be required to give a prepared demonstration of personal selling of the selected product.

 

Essential Readings: 
  • Pradhan, Swapna, Retail Management ,Tata McGraw-Hill Publishing
  • Levy, Michael and Weitz, Barton A., Retailing Management, Tata McGraw-Hill Publishing Company Ltd., New Delhi, 2017
  • Chunawalla, S. A., Sales Management, Himalaya Publishing House, Mumbai, 2020, 5thed.
  • Still, Cundiff, Govoni, Sales Management: Decisions, Strategies and Cases, Prentice Hall of India, New Delhi

 

 

References: 

SUGGESTED READINGS:

  • Vedamani, Gibson G., Retail Management, Jaico Publishing House, Mumbai
  • Shipp, Ralph D., Retail Merchandising: Principles and Applications, Houghton Miffin Co.
  • Calvin, Robert J., Sales Management, Tata McGraw-Hill, 2002

e-RESOURCES:

JOURNALS:

  • Harvard Business Review
  • Business Strategy
  • Indian Journal of Marketing

 

Academic Year: 
2022-2023
  • Printer-friendly version
  • PDF version