B.Com.

: CBCS Scheme

B. Com.: Semester VI
Paper BC 6.2 (b): Office Management and Secretarial Practice
Duration: 3 hrs. Marks: 100 Lectures: 65
Objective: The purpose of this course is to familiarize the students with the activities in a modern
office. Smooth functioning of any organization depends upon the way various activities are organized,
facilities provided to the staff working in the office, the working environment and the tools and
equipments used in office.
Contents
Unit 1:
Office and Office Management: Meaning of office. Functions of office – primary and administrative
management functions, importance of office, duties of the office manager, his qualities and essential
qualifications. (7 Lectures)
Filing and Indexing: Filing and Indexing – Its meaning and importance, essentials of good filing,
centralized vs. decentralized filing, system of classification, methods of filing and filing equipment,
Weeding of old records, meaning and need for indexing, various types of indexing. (7 Lectures)

Unit 2:
Mail and Mailing Procedures: Mailing Procedures – meaning and importance of mail, centralization of
mail handling work, its advantages, room equipment and accessories, sorting tables and rack, letter
opener, time and date stamps, postal franking machine, addressing machine, mailing scales, mailing
through post, courier, email, appending files with email. Inward and outward mail – receiving, sorting,
opening, recording, making, distributing, folding of letters sent, maintenance of peon book, dispatching,
courier services, central receipt and dispatch. (8 Lectures)
Forms and Stationery: Office Forms – introduction, meaning, importance of forms, advantages of
using forms, disadvantages of using forms, type of forms, factors affecting forms design, principles of
form design, form control. Stationery – introduction, types of stationery used in offices, importance of
managing stationery, selection of stationery, essential requirements for a good system of dealing with
stationery, purchasing principles, purchase procedure, standardization of stationery. (5 Lectures)
Unit 3:
Modern Office Equipments: Modern Office Equipment – Introduction, meaning and Importance of
office automation, objectives of office mechanization, advantages, disadvantages, factors determining
office mechanization. Kind of office machines: personal computers, photocopier, fax, telephone,
telephone answering machine, dictating machines, Audio Visual Aids. (5 Lectures)
Budget: Budget - Annual, revised and estimated. Recurring and non-recurring heads of expenditure
(5 Lectures)
Audit: Audit process- Vouching, verification and valuation (in brief). Consumables/ Stock register and
Asset register. Procedure for disposal of records and assets. (5 Lectures)

Unit 4:
Banking facilities: Types of accounts. Passbook and cheque book. Other forms used in banks. ATM
and money transfer. (5 Lectures)
Abbreviations/Terms used in Offices: Explanation of abbreviations/terms used in offices in day-to-day
work,
Modes of Payment: Types of payments handled such as postal orders, Cheque (crossed/uncrossed),
post-dated and pre-dated Cheques, stale Cheque, dishonored Cheque. (5 Lectures)

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 B.Com.: CBCS Scheme

UNIT V:
Role of Secretary: Definition; Appointment; Duties and Responsibilities of a Personal Secretary;
Qualifications for appointment as Personal Secretary. Modern technology and office communication,
email, voice mail, internet, multimedia, scanner, video-conferencing, web-casting. Agenda and Minutes
of Meeting. Drafting, fax-messages, email. Maintenance of appointment diary. (13 Lectures)

Suggested Reading:

1. Bhatia, R.C. Principles of Office Management, Lotus Press, New Delhi..

2. Leffingwell and Robbinson: Text book of Office Management, Tata McGraw-Hill.
3. Terry, George R: Office Management and Control.
4. Ghosh, Evam Aggarwal: Karyalaya Prabandh, Sultan Chand & Sons.
5. Duggal, B: Office Management and Commercial Correspondence, Kitab Mahal.
 
 
Note: Latest edition of text books may be used.

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 B.Com.: CBCS Scheme

B. Com.: Semester VI
Paper BC 6.2 (c): FUNDAMENTALS OF INVESTMENT

Duration: 3 hrs. Marks: 100 Lectures: 65

Objective: To familiarize the students with different investment alternatives, introduce them to the
framework of their analysis and valuation and highlight the role of investor protection.

Contents
Unit 1: The Investment Environment (10 Lectures)
The investment decision process, Types of Investments – Commodities, Real Estate and Financial
Assets, the Indian securities market, the market participants and trading of securities, security market
indices, sources of financial information, Concept of return and risk, Impact of Taxes and Inflation on
return.
Unit 2: Fixed Income Securities (15 Lectures)
Bond features, types of bonds, estimating bond yields, Bond Valuation types of bond risks, default risk
and credit rating.

Unit 3: Approaches to Equity Analysis (15 Lectures)

Introductions to Fundamental Analysis, Technical Analysis and Efficient Market Hypothesis, dividend
capitalisation models, and price-earnings multiple approach to equity valuation.

Unit 4:Portfolio Analysis and Financial Derivatives (15 Lectures)

Portfolio and Diversification, Portfolio Risk and Return; Mutual Funds; Introduction to Financial
Derivatives; Financial Derivatives Markets in India

Unit 5: Investor Protection (10 Lectures)

Role of SEBI and stock exchanges in investor protection; Investor grievances and their redressal system,
insider trading, investors’ awareness and activism
Suggested Readings

1. C.P. Jones, Investments Analysis and Management, Wiley, 8th ed.

2. Prasanna Chandra, Investment Analysis and Portfolio Management, McGraw Hill Education
3. R.P. Rustogi, Fundamentals of Investment, Sultan Chand & Sons, New Delhi.
4. N.D. Vohra and B.R. Bagri, Futures and Options, McGraw Hill Education
5. Mayo, An Introduction to Investment, Cengage Learning.

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 B.Com.: CBCS Scheme

B. Com.: Semester VI
Paper BC 6.2 (d): Consumer Protection

Duration: 3 hrs. Marks: 100 Lectures: 65

Objective: This paper seeks to familarise the students with of their rights as a consumer, the social
framework of consumer rights and legal framework of protecting consumer rights. It also provides an
understanding of the procedure of redress of consumer complaints, and the role of different agencies in
establishing product and service standards. The student should be able to comprehend the business
firms’ interface with consumers and the consumer related regulatory and business environment.

Unit 1: Conceptual Framework 13Lectures

Consumer and Markets: Concept of Consumer, Nature of markets, Concept of Price in Retail and
Wholesale, Maximum Retail Price (MRP) and Local Taxes, Fair Price, labeling and packaging
Experiencing and Voicing Dissatisfaction: Consumer Satisfaction/dissatisfaction-Grievances-
complaint, Consumer Complaining Behaviour: Alternatives available to Dissatisfied Consumers;
Internal and External Complaint handling: Corporate Redress Systems and Public Redress Systems

Unit 2: The Consumer Protection Act, 1986 (CPA) 13 Lecture

Objectives and Basic Concepts: Consumer, goods, service, defect in goods, deficiency in service,
spurious goods and services, unfair trade practice, restrictive trade practice.
Organizational set-up under the Consumer Protection Act: Advisory Bodies: Consumer Protection
Councils at the Central, State and District Levels, Basic Consumer Rights; Adjudicatory Bodies:
District Forums, State Commissions, National Commission: Their Composition, Powers, and
Jurisdiction (Pecuniary and Territorial), Role of Supreme Court under the CPA.

Unit 3: Grievance Redress Mechanism under the Consumer Protection Act, 1986:13 lectures
Who can file a complaint? Grounds of filing a complaint; Limitation period; Procedure for filing and
hearing of a complaint; Disposal of cases, Relief/Remedy to be be provided; Temporary Injunction,
Enforcement of order, Appeal, frivolous and vexatious complaints; Offences and penalties.

Seven Leading Cases decided under Consumer Protection Act: Medical Negligence; Banking;
Insurance; Housing & Real Estate; Electricity, Water, and Telecom Services; Education; Defective
Product; Unfair Trade Practice.

Unit 4: Industry Regulators and Consumer Complaint Redress Mechanism 13 lectures

i. Banking: RBI and Banking Ombudsman

ii. Insurance: IRDA and Insurance Ombudsman
iii. Telecommunication: TRAI
iv. Food Products: FSSAI (an overview)
v. Electricity Supply: Electricity Regulatory Commission
vi. Advertising: ASCI

Unit 5: Consumerism in India 13 Lectures

Consumer Movement in India:; Evolution of Consumer Movement in India. Formation of consumer
organizations and their role in consumer protection, Recent developments in Consumer Protection in
India, National Consumer Helpline, Citizens Charter, Product testing.
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 B.Com.: CBCS Scheme

Quality and Standardization: Voluntary and Mandatory standards; Role of BIS, Indian Standards
Mark (ISI), Ag-mark, Hallmarking, Licensing and Surveillance; ISO: An overview
Suggested Readings:

1. Khanna, Sri Ram, Savita Hanspal, Sheetal Kapoor, and H.K. Awasthi. Consumer Affairs” (2007)
Delhi University Publication.
2. Aggarwal, V. K. (2003). Consumer Protection: Law and Practice. 5th ed. Bharat Law House,
Delhi, or latest edition.
3. Girimaji, Pushpa (2002). Consumer Right for Everyone Penguin Books.
4. Nader, Ralph (1973). The Consumer and Corporate Accountability. USA, Harcourt Brace
Jovanovich, Inc.
5. Sharma, Deepa (2011).Consumer Protection and Grievance-Redress in India: A Study of
Insurance Industry (LAP LAMBERT Academic Publishing GmbH & Co.KG, Saarbrucken,
Germany.
6. Rajyalaxmi Rao, Consumer is King, Universal Law Publishing Company
7. Empowering Consumers e-book, www.consumeraffairs.nic.in
8. ebook, www.bis.org
9. The Consumer Protection Act, 1986
Articles
1. Verma, D. P. S. (2007). Developments in Consumer Protection in India: Challenges and Tasks
Ahead in JS Panwar, et al. (Eds) Consumerism in India, RBS Publishers Jaipur
2. Verma, D.P.S. (2002). Regulating Misleading Advertisements, Legal Provisions and Institutional
Framework. Vikalpa. Vol. 26. No. 2. pp. 51-57.
3. Ralph L. Day and Laird E. Landon, Jr. (1997). Towards a Theory of Consumer Complaining
Behaviour. Ag Woodside, et al. (eds.). Consumer and Industrial Buying Behaviour. New York;
North Holland pp. 425-37.
4. George, S. Day and A. Aaker (1970). A Guide to consumerism. Journal of Marketing. Vol. 34.
pp 12-19.
5. Sharma, Deepa (2003).New measures for Consumer Protection in India. The Indian Journal of
Commerce. Vol.56. No.4. pp. 96-106
6. Sharma, Deepa (2011).Consumer Grievance Redress by Insurance Ombudsman.
BIMAQUEST.Vol.11. pp.29-47.

Periodicals

1. Consumer Protection Judgments (CPJ) (Relevant cases reported in various issues)

2. Recent issues of magazines: Insight, published by CERC, Ahmedabad ‘Consumer Voice’,
Published by VOICE Society , New Delhi.
3. Upbhokta Jagran, Ministry of Consumer Affairs, Govt, of India.
New Delhi.

Websites:
www.ncdrc.nic.in
www.fcamin.nic.in
www.consumeraffairs.nic.in
www.iso.org.in
www.bis.org
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 B.Com.: CBCS Scheme

www.ascionline.org.in
www.trai.gov.in
www.irda.gov.in
www.derc.gov.in
www.rbi.org.in
www.fssai.gov.in
www.consumer-voice.org
www.nationalconsumerhelpline.in
www.cci.gov.in

Note: The Latest edition of text books and Acts should be used.

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 B.Com.: CBCS Scheme

B. Com.: Semester VI
Paper BC 6.3: Personal Selling and Salesmanship

Duration: 3 hrs. Marks: 100 Lectures: 50

Objective: The purpose of this course is to familiarize the students with the fundamentals of personal selling
and the selling process. They will be able to understand selling as a career and what it takes to be a
successful salesman.

Unit 1:
Introduction to Personal Selling: Nature and importance of personal selling, myths of selling, Difference
between Personal Selling, Salesmanship and Sales Management, Characteristics of a good salesman, types of
selling situations, types of salespersons, Career opportunities in selling, Measures for making selling an
attractive career. (12 Lectures)

Unit- II
Buying Motives: Concept of motivation, Maslow’s theory of need hierarchy; Dynamic nature of motivation;
Buying motives and their uses in personal selling (13 lectures)

Unit- III
Selling Process: Prospecting and qualifying; Pre-approach; Approach; Presentation and demonstration;
handling of objections; Closing the sale; Post sales activities. (12 lectures)

Unit- IV
Sales Reports: reports and documents; sales manual, Order Book, Cash Memo; Tour Diary, Daily and
Periodical Reports; Ethical aspects of Selling (13 lectures)

Suggested Readings:
1. Spiro, Stanton, and Rich, Management of the Sales force, McGraw Hill.
2. Rusell, F. A. Beach and Richard H. Buskirk, Selling: Principles and Practices, McGraw Hill
3. Futrell, Charles, Sales Management: Behaviour, Practices and Cases, The Dryden Press.
4. Still, Richard R., Edward W. Cundiff and Norman A. P. Govoni, Sales Management: Decision
Strategies and Cases, Prentice Hall of India Ltd., New Delhi,
5. Johnson, Kurtz and Schueing, Sales Management, McGraw Hill
6. Pedesson, Charles A. Wright, Milburn d. And Weitz, Barton A., Selling: Principles and
Methods, Richard, Irvin
7. Kapoor Neeru, Advertising and personal Selling, Pinnacle, New Delhi.

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 B.Com.: CBCS Scheme

B. Com.: Semester VI
Paper BC 6.4: INDIAN ECONOMY

Duration: 3 hrs. Marks: 100 Lectures: 65

Objectives: This course seeks to enable the student to grasp the major economic problems in India and
their solutions. It also seeks to provide an understanding of modern tools of macro-economic analysis
and policy framework.

Contents
Unit 1: Basic Issues and features of Indian Economy (13 Lectures)
Concept and Measures of Development and Underdevelopment; Human Development; Composition of
national income and occupational structure
Unit 2: Policy Regimes (13 Lectures)
a) The evolution of planning and import substituting industrialization.
b) Economic Reforms since 1991.
c) Monetary and Fiscal policies with their implications on economy
Unit 3: Growth, Development and Structural Change (13 Lectures)
a) The experience of Growth, Development and Structural Change in different phases of growth
and policy regimes across sectors and regions.
b) The Institutional Framework: Patterns of assets ownership in agriculture and industry; Policies
for restructuring agrarian relations and for regulating concentration of economic power;
c) Changes in policy perspectives on the role of institutional framework after 1991.
d) Growth and Distribution; Unemployment and Poverty; Human Development; Environmental
concerns.
e) Demographic Constraints: Interaction between population change and economic development.
Unit 4: Sectoral Trends and Issues (13 Lectures)
a) Agriculture Sector: Agrarian growth and performance in different phases of policy regimes i.e.
pre green revolution and the two phases of green revolution; Factors influencing productivity
and growth; the role of technology and institutions; price policy, the public distribution system
and food security.
b) Industry and Services Sector: Phases of Industrialisation – the rate and pattern of industrial
growth across alternative policy regimes; Public sector – its role, performance and reforms; The
small scale sector; Role of Foreign capital.
c) Financial Sector: Structure, Performance and Reforms. Foreign Trade and balance of Payments:
Structural Changes and Performance of India’s Foreign Trade and Balance of Payments; Trade
Policy Debate; Export policies and performance; Macro Economic Stabilisation and Structural
Adjustment; India and the WTO, Role of FDI, Capital account convertibility,
Unit 5:Inflation, Unemployment and Labour market 23 Lectures
Inflation: Causes of rising and falling inflation, inflation and interest rates, social costs of
inflation; Unemployment – natural rate of unemployment, frictional and wait unemployment.
Labour market and its interaction with production system; Phillips curve, the trade-off between
inflation and unemployment, sacrifice ratio, role of expectations adaptive and rational

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 B.Com.: CBCS Scheme

Suggested Readings:
1. Mishra and Puri, Indian Economy, Himalaya Paublishing House
2. IC Dhingra, Indian Economy, Sultan Chand & Sons
3. Gaurav Dutt and KPM Sundarum, Indian Economy, S. Chand & Company.
4. Uma Kapila (ed), “Indian Economy since Independence”, Relevant articles.
5. Bhagwati, J. and Desai, P. India: Planning for industrialization, OUP, Ch 2.
6. Patnaik, Prabhat. Some Indian Debates on Planning. T. J. Byres (ed.). The Indian Economy:
Major Debates since Independence, OUP.
7. Ahluwalia, Montek S. State-level Performance under Economic Reforms in India in A. O.
Krueger. (ed.). Economic Policy Reforms and the Indian Economy, The University of Chicago
Press.
8. Mankiw, N. Gregory. Principles of Macroeconomics. Cengage Learning
9. Rudiger Dornbusch, Stanley Fischer, and Richard Startz, Macroeconomics. McGraw-Hill
Education
10. Oliver J. Blanchard, Macroeconomics, Pearson Education
11. G. S. Gupta, Macroeconomics: Theory and Applications, McGraw-Hill Education
12. Paul A Samuelson, William D Nordhaus, Sudip Chaudhuri, Macroeconomic, McGraw-Hill
Education
Note: Latest edition of text books may be used.

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