summer training handbook

8/2/2019 Summer Training Handbook

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h.

Vivek Chaturvedi

SummerTrainingHandbook 2011A practical Guide to Summer Training for MBA students ofLovely Professional University


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AcknowledgementsI am grateful to Dr Sanjay Modi, Sr Dean, Lovely Faculty of Business and Arts (LFBA),

who is the inspiration behind this book, Dr Bhavana Adhikari, Associate Dean, Lovely

School of Management, for her unrelenting support, Dr Yuvraj Bhatnagar, Associate

Dean, Lovely School of Business, for this sagacious advice and inputs, Mr Suresh

Kashyap, Head of Department, Lovely School of Management, for being a constantsource of motivation.

I am grateful to Mr Syed Tabrej, Mr Nandan Sujati, Mr Susanta Bose, Mr Swapanarang

Swain, Ms Monika Kalam and Ms Dalvinder Kaur (all faculty members at LFBA) for

contributing to this document.

I extend my gratitude to all the management teachers of yesteryears who have

contributed to the pool of knowledge and have had a huge impact on curriculum of

management education.

(Vivek Chaturvedi)

17.03.2011


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PrefaceThis book is a compendium of sample topics for summer training of MBA students. An

attempt has been made to make it as comprehensive and concise as possible. The

topics given herein are for the purpose of guiding the students to choose theirsummer training projects and can be modified as per the requirement of the

company. The topics have been classified into areas of specialization for the sake of

convenience and clarity. In addition to being a guide for summer training this book

can also be used to peek into the job requirements of various specializations and can

be used to decide on the right specialization for a student.

In addition to sample topics this book contains various guidelines to be followed in

order to derive the maximum benefit out of the two months of summer training. It

contains the rules of University and the code of conduct the student is expected to

observe during the period of internship.

The book also contains a section on the activities which are generally done by various

departments of a company. This shall help in widening the perspective of the

students and also increase the exposure he can receive.

All the formats for the various components of the course have been presented in

annexure at the end of the book.

I wish you all the best for your summer training. Have fun!

(Vivek Chatuvedi)


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Contents

Acknowledgements ....................................................................................................2

Preface .......................................................................................................................3

Professional Goals during Summer Training ................................................................. 5

Code of Conduct .......................................................................................................... 5

Marketing .................................................................................................................... 6

Finance ...................................................................................................................... 9

Hospital and Health Management ............................................................................. 12

Human Resource Management ................................................................................. 14

Information Technology ........................................................................................... 16

Retail Management .................................................................................................. 18

International Business .............................................................................................. 19The activities of the various departments ................................................................. 20

ANNEXURE I - Evaluation Parameters ........................................................................ 24

Annexure III- Important deadlines .............................................................................. 29

ANNEXURE IV- Project Topic Performa ....................................................................... 31

ANNEXURE V- Fortnightly Progress Report ................................................................ 32

ANNEXURE VI - Feedback on fortnightly repot by faculty guide (for faculty only) .......34

ANNEXURE VII- Industry Feedback Form .................................................................... 34

ANNEXURE VIII- Attendance Sheet ............................................................................. 36

ANNEXURE IX - Guidelines for Summer Training Report ............................................. 38

Annexure X References .......................................................................................... 40


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Professional Goals during

Summer TrainingThe purpose of summer training is

to acquaint the students with the

practices followed in the industry

and at the same time give them an

opportunity to do research on some

relevant topics in their area of

specialization.

1. To undertake a meaningful

project

2. To work hard and show initiative

to win confidence

3. Work hard to get PPO(Pre-

Placement Offer)

4. Aim at maximizing learning.

5. Building relations with peers to

thoroughly understand thestrengths and weaknesses of

systems policies and procedures.

6. Understand systems, procedures

and policies.

7. Discuss doubts and see, if, you

can make suggestions.

8. Try to relate the practice to

theory and find out reasons for

difference between theory and

practice

Code of ConductThe students should observe the

following guidelines while their summer

training.


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1. Adhere to a formal dress code.

2. Be punctual in attendance.

3. Avail leave only if authorized by

the project head.4. Adhere to organizations policies

and rules.

5. Use appropriate professional

language in communication at

workplace.

6. Avoid any conduct that may

cause embarrassment or

disrepute to the organization.

7. Assure that all actions and

behaviors promote the favorable

image of the organization.

8. Not taking action which disrupts

the normal functioning.

Marketing

Survey on preferences for

insurance companies

with special reference to

a particular player

Insurance is considered one of the

most difficult products to sell. The

sale is mostly push sales, driven by

the sales agent/ employee.

However, the companies spent a lotof money on advertisement and

promotions. The student has to

identify the key factors driving the

sales and should try to come up

with some ideal Integrated

Marketing Campaign design for the

product.

The focus has to be on customer

interaction and knowing the actual

challenges involved in making thedeal happen.

ICC World Cup Effect on the

promotions of various

products1

A cricket world cup has always

captured the attention of marketers

and consumers alike. A lot of

research and studies have been

done on this topic. Most of these

pertain to the large companies.

However, this is a gala event which

affect business at all levels.

The students have to study the

impact of the world cup on the

business and the sales of the

company the student is doing

internship with.

Impact of price on the

buying behavior

Pricing has a lot of affect on the

buying behavior of individuals. This

is reflected in the price discounts

offered by the producers and also

the convenient pricing (multiples of

5, 10). The topic requires the

students to study the effect of theprinted price (MRP) on the buying

behavior of the customer.

1 This topic can be used by more than onestudent, varying it as per thecompany/product in question.


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After the study the student can

suggest some modifications in the

price quantity combination in order

to maximize the revenue of the

product in question.

Market Survey for a new

product launch2

In an ever prospering middle class

there is a perpetual need to new

products and product categories.

Confectioneries and beverage

unheard of ten year ago, are now a

standard part of our dietary plans.

There are studies on the changingdemographics of the decision maker

in a typical household purchase

decision.

Any company looking for additional

revenue streams keeps on

launching new products. The

student has to do a survey to

identify the need/gap in some

category and suggest a newproduct to be launched in it.

Pull Effect in Insurance Sale

Within an increase in the private

sector jobs the urban consumer has

started looking for insurance covers

to reduce any and all types of risk.

At the same time, the individual

does not entertain the calls of the

insurance sales agents. Thisdichotomy creates the need to

analyze the key factors affecting


the sales and find out the scope of

generating pull effect in insurance

sales.

The student has to find out the

effect of marketing communication in terms of brand recall, in the

decision making process of the

individual.

Effect of Packaging on sales

of consumer products3

There are a lot of products in

market which are purchased on

impulse or are small ticket buys:

bottled water, chips, soaps,eatables etc. in the case of such

products the packaging plays an

important role. This study should

focus on the role of packaging in

the sales of the product in question.

Marketing Communication

needs of Oligopoly

Companies There are some companies which

have a near monopoly their product

segment or at best they can be

described as oligopolies. HPCL,

BPCL, IOCL are three such examples

in the petrol and diesel category.

These companies which had a very

laidback attitude in the yesteryears

have become active advertisers

now.

The students need to study their

marketing communication needs if



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any and analyze how their needs

are different from the players in

more competitive product/service

categories.

Consumer perception aboutthe

company/product/organi

zation

The consumer perception about a

company is a very important factor

in the success or failure of any

company. Companies spend a

fortune to create a good perception.

Thus, it is very necessary for anycompany to know how the

consumer perceives it.

This study shall focus on the various

aspect of consumer perception

ranging from brand recall to brand

equity and the general opinion of

people even if they are not

customers right now (potential

customers or influencers )

Trend analysis of sales

during different times of

years

Many products have a cyclical

demand, peaking at some peculiar

time of the year. If a company is

able to predict the trend correctly

and timely, they can make good use

of this data. The inventory

management, staff management

and also the promotions can be

varied according to the trend.

The student shall study the cycles

and trends for the product in

question and suggest ways to

maximize the revenues by making

use of this data. The student should

draw results from both past and

present data.

Effectiveness of Integrated

Marketing Plan of the

company

Now a day the marketing and

promotions expenditure forms the

major part of the budgets of any

company. With the advent of

alternative channels of promotions,

marketers have increasedopportunities for promotional

activities. At the same time a large

number of avenues add to the

already prevailing state of

confusion. The purpose of this study

is to analyze all the

Market positioning of the

products

The positioning of any productdefines the marketing campaign it

has to follow, its budget, the price

of the product and a lot of ancillary

activities. Thus, the positioning of

the product is a very important

decision the company has to take.

Many a time it so happens that the

company does not know the correct

positioning it has in the minds ofthe consumers. This leads to a

mismatch in the actual and the

appropriate efforts done by the

company.

As a part of this study, the student

is required to evaluate the


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positioning of the companys

product and judge that whether it is

a correct positioning or should the

company rework its plans for the

positioning.

Finance

Working capital

management at the

organization

Companys big chunk of funds

usually gets stuck in working

capital. In order to run the business

smoothly business needs the

appropriate amount of working

capital. But working capital at any

time should not be more/less than

the requirement of the company.

Appropriate amount of working

capital needs to be maintained.

Working capital has three major

derivers: Cash

Receivables

Payables

All three need to be properly

managed. Cash conversion cycle

needs to be minimized, Receivable

turnover and payable cycle need to

be optimized. All the factors have

their effect on profitability of thebusiness. Students will study the

working capital management

techniques followed by the

company so as to maintain the

liquidity while maintaining the

profitability and suggest means to

improve the working capital cycle

without hampering profitability.

Project financing

In a business companies have to

work on new projects in order toenhance their profitability. But

before a new project is taken up its

viability has to be checked. It should

pass certain parameters. Once the

company decides to go up with a

project then the problem of its

financing comes. How to finance a

project? Different financing

instruments have to be evaluated.Students will study the financing

instruments used by the company

for financing a project out of

available options. Cause for

selecting a particular instruments.

They will analyze the available

instruments and suggest the

company about other profitable

options.

Ratio analysis to know the

financial position of

company*

Ratios tell all about the companys

well being. Different ratios are used

to get information about companys

worth, its profitability, liquidity &

solvency. Students will get the

information about the different

ratios of the company. Their

composition and will compare it

with their peer group. While

analyzing the ratios if they find any

flaw in companys working they will

suggest the measures to the


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company to improve their working

which will automatically improve

the ratios.

Budgetary control

techniques used by theorganization

Budgeting is a control device in the

hands of the company. Different

budgets are prepared by the

company for the efficient working of

the company. Because budgeted

figures give a parameter to the

company against whom the results

have to be evaluated. Students willstudy the different techniques used

by the company for budgetary

control, reasons for the use of a

specific technique. Outcomes of the

technique in the form of increased

production, increased sale, less

expenditure, reduced labor turn

over, improved cash position etc.

Inventory control techniquesused by the company

In any production house inventory

constitutes the major portion of

their working capital. Inventory

must be managed properly so as to

reduce the chances of shortage as

well as excess of inventory.

Production houses use various

inventory management tools suchas ABC analysis, JIT, LIFO FIFO,

stock levels etc. Student is required

to study the various Inventory

control techniques used by the

company, reasons behind the use of

a particular technique, benefits of

using a particular technique.

Students will explore the

opportunities to use other Inventory

control techniques not used by the

company.

Cash Conversion cycles and

its Impact on the

profitability

Firms typically follow a cycle in

which they purchase inventory, sell

goods on credit, and then collect

accounts receivable. This cycle is

referred to as the cash conversion

cycle. Sound working capital policyis designed to minimize the time

between cash expenditures on

materials and the collection of cash

on sales.

Shortening the cash conversion

cycle leads to higher profitability

and valuation of the company,

provided the other factors are

constant. Generally, a drawback ofshorter Days Sales Outstanding

(DSO) is loss in sales. The students

have to study how the companies

are achieving these mutually

contradicting objectives and

suggest means to improve the cash

conversion cycle without hampering

sales.

Receivables managementtechniques used by the

company

A company gets receivables

whenever it sells goods on credit.

Receivables are an important

component of working capital as


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well of balance sheet. Students are

required to analyze the current

receivable management techniques.

Whether they are managing the

receivablesthemselves or usingthe factoring techniques. How

much time it takes to convert

receivables into cash? Find the

possibilities to improve the

receivable cycle.

Capital budgeting

techniques used by the

companies.

Whenever a new project is undertaken by a company its financial

viability needs to be checked using

various capital budgeting

techniques. Students will analyze

the techniques adopted by the

company, reasons behind the

adoption of a particular technique

(such as payback period, NPV, IRR)

its benefits over the rejectedtechniques.

Cost reduction techniques

used by the company

and their effectiveness.

Company can increase its

profitability by increasing its

sale/selling price or by reducing its

cost. Its easier for a company to

reduce its cost. Students will studythe various cost reduction

techniques used by the company

such as KIZEN and the benefits

derived by the company after the

use of these techniques.

NPAs and growing scope of

Securitization

NPAs are a part and parcel of

banking industry. But banks can use

these NPAs for their benefit byresorting to the technique of

Securitization. Students will be

required to study the NPAs of a

particular bank, how they are

generated and how securitization

works in reducing NPAs. Telling

complete procedure followed by the

bank along with required proofs.

Risk Management in LifeInsurance

Whenever we talk about Risk

management it is all about

underwriting process. Students are

supposed to learn complete

underwriting process followed by

the life insurance company. They

have to find how risk can change

the premium requirements.

Risk Management in General

Insurance

Whenever we talk about Risk

management it is all about

underwriting process. Students are

supposed to learn complete

underwriting process followed by

the general insurance company.

They have to find how risk canchange the premium requirements.

Risk Management in Banking

Banking business itself entails a lot

of risk, because the banking

business mainly consists of lending


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money to people. Lending money

implies risk of bad debts. Students

are expected to learn about risk

management techniques followed

by the banks and how these

techniques help the banks reducing

the risk.

A study on banking

procedures

Banking itself is a big industry. It is

composed of lot of procedures say,

making drafts, clearing, assigning

the MICR codes to non MICR bank

cheques. A student doing his/herintern in the banking sector is

expected to learn all the banking

procedures and what is the use of

following these procedures.

Comparative study of loan

procedures followed by

banks

Loans are the life blood of the

banking business. A procedure hasto be followed to grant a loan.

Students will study the procedure

followed by banks in granting the

loans. They will also compare the

loans of different banks issued in

same stream. They will be required

to find out the possible causes of

difference in interest charged by

different banks for same kind ofloan.

Portfolio Management

Portfolio construction is itself a

tedious task. It needs consistent

rebalancing of the assets as per the

needs of the investor. Students

doing their intern in financial

planning will be required to know all

about the construction of portfolio,

how and why the portfolios are

rebalanced. They will also study the

effect of rebalancing on the

portfolio.

Hospital and Health

Management

Study on Patient Satisfaction

Students can work upon various

departments like IPD/OPD to

measure the satisfaction level of the

patients regarding the services

provided by the hospital. They can

find out the areas in which the

patient satisfaction level is low and

can develop a model for improving

it, thereby helping the hospital to

retain customers and increase

revenue.

Gap Analysis

Students can use the SERVQUAL

scale to measure the service gaps

existing in the service delivery

system of the hospital. They can

find out the causes of the existing

gaps. Finally they can develop

strategies to close those gaps and

thereby improving the service

delivery.

TAT of Laboratory

Procedures

Turn Around Time (TAT) is the time

period between collection of sample

for diagnostic test and delivery of


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report. The students have to record

the TAT for a definite time period.

They have to find out the average

TAT for each procedure and

compare with a benchmark. Finally

design a model to improve up on

the procedures having higher TAT.

This will help the hospital to

improve the responsiveness

parameter of the service delivery

process.

Patient Flow in OPD

OPD is the unit of the hospital

where patients have the firstservice encounter. Often it is seen

that most of the hospitals face

problems of overcrowding and

longer waiting time period in OPD.

This ultimately leads to the

dissatisfaction among patients.

Students have to do a detail study

on each and every procedure taken

in the OPD. They have to find out

the lacunae in the service deliveryprocess and finally develop a model

for optimum service delivery.

Comparative Study with

NABH standards

NABH is the body responsible for

accreditation of hospitals in India

which certifies the quality

management practices in the

hospitals. NABH has developed

certain guidelines and set standards

for hospital to be certified. Students

have to evaluate the service

delivery system of the hospital as

per the NABH guidelines and have

to compare the status of the

hospital with the benchmark set by

NABH. Finally they have to suggest

and recommend the hospitals to

reach the NABH standards. This will

help hospital to attract more

patients especially international

patients thereby increasing the

revenue.

Medical Audit

Medical audit is one of the major

process for achieving quality

healthcare service delivery.

Students have to check medicalrecords of the inpatients for a

definite time period and also the

past records. They have to find out

the missing components in the

records. Finally they have to

develop a check list for maintaining

the medical records.

Materials and Store

ManagementStudents have to study on the

parameters for selecting the

vendors for hospital supplies. They

also have to do an in-depth study

on vendor rating system on the

existing vendors of the hospital.

They can collect the information

from the market and help the

hospital in getting the best vendors.

This will help the hospital in quality

assurance and cost cutting by

improving the supply chain

efficiency.


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Urinary Catheterization

Infection

In most of the hospital infection due

to urinary catheterization is very

common giving rise tocomplications and increasing the

length of stay of the patients.

Students have to develop a check

list for all procedures regarding

urinary catheterization. They have

to keenly observe each procedure

during their stay in the hospital.

They have to find out the deviations

in the standard procedures. Finally

they have to develop a trainingmodule for the medical and Para-

medical staffs for following the best

procedure.

Design and Facilities in the

Emergency Casualty

Department

Students have to do an in-depth

study on the design, existing

facilities, process and patient flow in

the emergency department of the

hospital. They have to find out the

lacunae in the above areas. They

have to develop an ideal design for

the department for smooth

operations. This will help hospital to

reduce the overcrowding and

improve the overall operations of

the emergency department.

Medical Billing Department

Students have to do an in-depth

study on different billing procedures

in the hospital such as insurance

reimbursement, TPA bills, ESI &

CGHS bills etc. They have to also

find out the patient satisfaction

level regarding billing. They have to

find out the areas of improvement

and suggest procedures for

optimum billing process.

Human Resource

Management

Recruitment & Selection

process

Recruitment & Selection

encapsulates attracting, screening,

and selecting qualified people for a

job in an organization. With the

changing times there has been a

paradigm shift in the Recruitment

process with a growth of job search

engines & headhunters for

executive recruitment. There has

been a constant focus on identifying

critical competencies while hiring

prospects which encompasses notonly visible factors like Knowledge,

Skills & Abilities but also invisible &

below-the waterline competencies

like Traits, Motives, Self-Concept

etc.

The student is expected to

undertake a study on the

recruitment & selection process of

the particular organization and alsostudy the recruitment & selection

technique being followed in the

particular industry and compare the

best practices in both the cases.


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Training and Development

process

The Training & Development

Scenario in India has undergone a

radical overhaul with a sole purpose

of augmenting the performance of

Individuals & Team members in

organizational settings. There has

been a growing focus on Human

Resource Development and there is

constant attempt by organizations

to become Learning Organizations.

At every step Training &

Development has been linked to

Strategic goals of the organizationto augment the value generated by

the program.

The students are expected to study

the training and development

system of a particular organization.

In this project, they can analyze the

different techniques of training and

development being employed along

with other critical training anddevelopment issues like the

proficiency of trainers, expectations

from trainees, timing, budget etc.

Impact of remuneration on

Motivation

This topic is an attempt to explore

the critical motivation factor for

employees over the ages

Remuneration & its impact on

motivation levels. The students are

expected to analyze the correlation

between Remuneration &

Motivation level of employees.

Generally it has been opined that

higher remuneration has an impact

on the motivation levels of

employees but it can be different

for different industries as well as

different levels of management.

Students can research the impact of

monetary as well as non-monetary

benefits on different levels of

management.

Impact of recession on HR

policies

Recession has played major role in

business decisions over the years

and HR policies form a critical partof it. The recent slowdown in the

Indian Economy impacted almost all

the critical HR functions be it Hiring

Decisions, Training & Development,

Compensation etc. The student is

expected to analyze and study

these impacts & its effects on the

sustainability of the organizations in

the long term.

Change management

Change management is an

indispensable part of any

organization. Students can study

different techniques adopted by

organizations for managing change

or for reducing the resistance to

change. They can focus on any

major change program initiated by

the organization and can track the

transition during the unfreezing,

movement & refreezing stage.

Talent management

The students are expected to study

the different techniques


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organization employ to groom the

most valuable assets i.e. its

employees & how it attempts to

build up on its Human Capital by

identifying the high-pots. The

students can undertake a study on

the different initiatives which

organizations are taking for

maintaining the pool of talent

through the Assessment Centres &

Development Centres & how

organizations are focusing on

second line development.

Competency Mapping ofparticular organization

The student is expected to

understand the process of Mapping

Competencies for Individuals in the

organization & attempt to prepare

Competency Models for critical

positions in Organization. The

linkage with each and every step

like Recruitment & Selection,

Training & Development andCompensation needs to be

established after the same to justify

the entire process.

Work life balance

Students may study the impact of

work life balance techniques on the

employees productivity and

turnover rate of the organization.

Various concepts like Flextime, Job-

Sharing, and Telecommuting etc.

may be studied.

Performance management

system

The students are expected to

undertake an in-depth analysis on

the Performance Managementsystem in the organization which

will encapsulate a detailed study on

Performance Planning, Performance

Managing, Performance Appraisals,

and Performance Monitoring being

followed.

Information Technology

Study of Supply Chain

Management System of

an IT Organization

There is a network of

interconnected businesses involvedin the process of providing product

and service packages required by

end customers of an IT company.

The students need to study this

network and suggest means to

improve its efficiency.

E-business and its role in

inventory management

Students study how information andcommunication technologies (ICT)

are utilized in support of all the

activities of business in view to

control Inventory system. This

project should entail studying the

impact of better inventory


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management on the profit of the

company.

Total quality management

for IT Industry

TQM is used to reduce the errorsproduced during the manufacturing

or service process, increase

customer satisfaction, and

streamline supply chain

management in IT industry. The

student need to study the current

processes and suggest

improvements if any.

Brand positioning and

advertising of IT

Products

The positioning of any product

defines the marketing campaign it

has to follow, its budget, the price

of the product and a lot of ancillary

activities. Thus, the positioning of

the product is a very important

decision the company has to take.Many a time it so happens that the

company does not know the correct

positioning it has in the minds of

the consumers. This leads to a

mismatch in the actual and the

appropriate efforts done by the

company.

The student is required to analyze

the positioning of the IT Productsand the related advertising

campaigns.

Impact of Budget and

Schedule Pressure on

Software Development

Cycle Time and Effort

The project requires analyzing thedirect and indirect impact of Budget

assigned to project by management

towards the project on development

of software in terms of time and

effort. At the end of the study the

student should be in a position to

critically analyze the effectiveness

of the use of the budget.

Consumer buying behaviorof e-marketed IT

products

E-commerce has emerged as a low

cost and easy medium of selling

software products. Though it is cost

efficient, companies are still

grappling with the issues of

reaching the consumers in a much

cluttered cyberspace. This study willtry to gauge consumer perspective

towards the IT product provided by

companies on internet, and suggest

means to increase the reach.

Implementation of cyber law

in IT Organization

The students need to analyze the

concept of Cyber Laws with special

reference to the following issues -how much consideration is given by

Industry towards this and how it is

implemented by the Organization.

Some practical implementations

can also be discussed.


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Retail Management

Study of effectiveness of

merchandise availability

and consumer shopping

behavior

Customers follow a specific pattern

of visiting to nearest convenience

store. Basically it depends upon

type of merchandise a store has. So

effect of merchandise selection by a

store manager on foot fall of a store

should be studied.

Staffing management and

flexi timing implemented

in Retail stores

Retail sector recruits large number

of staffs for smooth operation. Issuearises because of extended daily

working hours and retail stores are

open 7 days a week. So, impact of

workforce rotation and flexible

timing offered to staffs should be

studied.

Materials handling

equipment used for cost

reduction on shopfloor/warehouse

In a warehouse, space management

is based upon types of vehicle and

material handling equipment used

daily on the shop floor. How it

makes the system efficient can be

analyzed.

Retail stores and degree of

automation used for

competitive advantage

Every store wants the highest

degree of automation done in their

store. But it costs a lot to setup the

infrastructure for automation. As a

consequence all retailers do the

automation in phases. Study the

degree of automation and future

planning for that store so that it

more automated.

Retail stores warehouse

management

Students need to study how the

ware house is coordinates with

individual retail stores for effective

inventory management. Also,

analysis should be done on basis of

centralized and decentralized store.

a study of supply chain

management which sometime

depends on third party vendor.

Generally the logistics are

important factor but largely

outsourced. Study about the variStudy of Retail location and

layout

The retail stores decide on the

location depending upon the market

segment and merchandise mix.

Students will study the impact of

the decision about a specific site

related to a retail/warehouse on the

long term strategy. They shall also,

the utilization of carpet floor area


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for inside layout of a

retail/warehouse.

Customer relationship

management

Customer relation officers are thefirst ones on the store who interact

with the customer and help them in

their buying process. The study

revolves around the training which

is provided to the customer

relationship managers and the ways

the company uses to keep them

updated with various training and

development program

Visual merchandising and

atmospherics

Visual merchandising can be

achieved effectively by working on

some neglected areas of the shop

like floors or walls and even

ceilings. This can be studied in

detail by the students and some

implementable suggestions shouldbe given.

Security measures for

reducing the stores

theft

Various steps are taken by a retail

store to ensure safety and minimize

shrinkage within a store. Some

examples are bar-coding/security

and tags/RFIDs. Analyze the

effectiveness of above methods and

suggest some new methods also for

enhancing safety and security for

the specific company.

International Business

Export import policies of the

company

The student needs to study the

export import policies of the

company and relate it with the

prevailing geopolitical and

economic conditions of the

countries of the world. They should

also study the effect domestic

markets have on these policies.

Business Unit Strategies

Many companies organizethemselves as independent

business units in different markets.

Each unit has its own accounts and

strategies. The students need to

analyze the strategies businesses

are using for effective market

penetration and profitability in

different business units.

Market segmentationstrategies

Market segmentation has a key role

to play in the strategies formulated

by the companies. A product which

is mass market product in one

country can be treated as a

premium product in some other

country. The company has to

realign its entire marketing plan to

accommodate this change.

The student will study the market

segmentation strategies of the

company in two or more different

markets.


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Transfer pricing techniques

followed by company

The student needs to study the

transfer price techniques which are

being followed by the companiesand analyze the same.

Management Compensation

A multinational company has to

structure the compensation for the

management as per the need of the

country. There are a lot of factors

that affect this decision. The

student has to study the

management compensation for acompany for different markets.

Financing of Projects of the

companies

The projects situated in different

markets will have different uses and

various modes of financing

ranging from Foreign Currency

Convertible Bonds to loan from local

banks - can be used. The studenthas to study the various options,

analyze them and suggest the best

option for a given company.

The activities of the

various departmentsIn addition to their respective

projects, the students are expected

to utilize the time spent at the

organization they are working with.

They need to observe and

understand the various activities

and processes of the organization.

These activities have been

classified in three sections as given

below.

Accounts/ Finance

Department

1. Whether the accounts arecomputerized or manual?

2. Format of the expenses and

adjustment vouchers.

3. Banks transactions and bank

reconciliations process.

4. Suppliers and Debtors control

ledgers and process ofmaintaining the records.

5. Process of issuing Debit and

Credit note to the customers

and suppliers.

6. How many types of Daily

Reports are being Generated

and their flow?

7. How many types of costingbooks are being maintained?

8. The process of Approving of

Suppliers Bills on the basis of

P/Os.

9. Payment procedures to the

suppliers.

10. Process of making Cash

Flow and Fund Flow.

11. How do the recoveries

maintain?

12. Method of making

Budgeting.


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13. Method of calculating

the depreciation. (As per

Income Tax Act and as per

Companies Act)

14. Method of doing theinventory valuation.

15. Method of stocks taking

for bank purpose.

16. Method of keeping

checks of consumables.

17.Process of sanctioning

employees imprest and

method of adjustments.

18. All details required for

the finalization of accounts.

19. Important books and

records of the company

secretary department.

20. Important returnsand

process of filing the return forROC.

21. L/C opening procedure

and L/C

22. Processing of Export/

Import Documents and their

formats.

23. B/L Forms and its

procurement by the shippingcompanies etc.

24. CWC formalities and

issuance of containers for the

bonded warehouses.

25. Identification of

shipping companies and

scheduling the loading and

unloading the consignments.

26. Placing the orders tothe suppliers to import the

goods and formats of all

related documents.

27. Execution of Export

orders and the procedures.

28. ECGC formalities.

29. Transit Insurance

Guarantees document.

30. L/C & Bill discounting

procedures with the banks.

31. Copy of the Excise Gate

Pass/ Invoice/ Challans/

Export Invoice.

Human Resource

1. Copy of the Standing Orders.

2. Copy of the HR policy.

3. How many statutory returns

are being filled on monthly

basis (PF/ESI/Labour Dept,/

Gratuity/ Insurance, )

4. Copy of all challans for thereference.

5. Bonus policy/ Annual

increment policy/ incentive

policy,


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6. Recruitment process and

method of obtaining

requirements from the

respective departments.

7. Appraisal methods by thedifferent departments.

8. Maintaining of comparative

statements of the

competitors.

9. Any SCR activity and its flow

and treatment.

10. Forecasting and

Budgeting of CSR activities.

11. Calculation of per

employee cost to the

company and product.

12. Preparation of monthly

salary bill and procedure.

13. Calculation of working

days and overtime hours.

14. Specific polices for the

motivation of the employees.

15. Compensation polices

in case of some accident or

mishaps in the organization.

16. Staff welfare activities.

17. Staff Training andDevelopment Activities.

18. Monthly Feed Back

System of the staff.

19. Promotion Polices,

20. LTA Polices.

Marketing & Sales

1. Customers Orders ReceiptsProcedures.

2. Order Processing Procedure.

3. Issue of Production

Requisition,

4. Statement of Inventory in the

Bonded warehouse.

5. Dealers and DistributorAppointment Formalities.

6. Procedure of Issue of Dispatch

advise to the dispatch

department.

7. Setting of customers

eligibility norms.

8. Maintenance of Excise/ VAT

records and the formats of allreturns.

9. Treatment of rejected goods

at the dealers/retailers

godowns.

10. Discount Polices.

11.Pricing policies.

12. Debit Note/ Credit Noteissue polices.

13. Invoicing and

procedure.


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14. Zone wise/ Area wise

controlling of sales.

15. Procedure of targeting

and sales forecasting.

16. Methods of keeping

watch on competitor

activities.

17. Statements which are

mostly prepared in the

department as part of MIS.

18.Procedure of maintaining

coordination with other

departments such as

procurement department/

stores/ Production

Department/ QT Department/

Dispatch Department etc.

19. Strategies of keeping

the pace with Logistic

Department.

20. To understand ISOnorms and maintaining the

procedures.

21. Branding &

Advertisement Polices.

22. After sales services

polices.

23. Market Research

polices,

24. Customer Relationship

Polices,

25. Back Order treatment

polices,

26. Distribution and

Logistics polices,

27. Sales force

compensation policies.

28. Imprest & incentive

policies.


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ANNEXURE I - Evaluation Parameters

COURSE

CODE:

MGT 702 COURSE TITLE: Seminar on

Summer Project

L T P CREDITS Attendan

ce

CA MTE ETE

0 0 5 2 10 40 0 50

Course Objective:

To enable students to develop and relate management theory to

practice.

To help students in making an informed career choice after exposure

to the actual work environment.

COURSE EVALUATION :C A Component


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CLASS PARTICIPATION

Number of Relevant Questionasked

Range

Marks

Total

1.5 56.10 1

011-15

15

16-20

20

Chairperson

10

Reporter

10

Discipline

10

Company feedback andattendance 25

Feedback from Faculty guide25

Total 100


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MODEL 1 Research project components ETES. no Component Marks Total

1 PRESENTATION:

Body Language

Communication skills Content

Question Handling

Audio/Visual Aids

50

5

10

15

15

5

2 PROJECT REPORT

Introduction-Purpose and Objectives

Amount of work done (Literature Reviewand Research Methodology)

Quality of work done(Data Analysis, DataInterpretation, Findings,Recommendations and References)

50

10

20

20

Total 100

MODEL 2 Sale project components ETES. no Component Marks Total

1 PRESENTATION:

Sale demo

Communication skills Content- sale strategy, products

knowledge, selling process, allocation ofresources, Targets achievement,

Question Handling

Audio/Visual Aids

5010

5

15

15

5

2 PROJECT REPORT

Introduction to company and Objectives

Amount of work done (Theoretical

Concepts, Functional process followed)

Quality of work done (Data presentationRecommendations, References &

Evidences)

10

20

20

Total 100


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MODEL 3 Community Development Project ETES. no Component Marks Total

1 PRESENTATION:

Body Language

Communication Skill Content

Question handling

Audio/Visual Aids

50

5

10

15

15

5

2 PROJECT REPORT

Introduction and Objectives of the Project

Amount of work done (Execution , DataCollection and Documentation)

Quality of work done (Analysis, Findings,Recommendation, Quality of report and

References)

50

10

20

20

Total 100


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Annexure II- Guidelines

1. The evaluation procedure to becompleted before MTE as the LTPhas been increased to 5.

2. The evaluation panel will consistof two faculty members. The CAcomponent will be evaluated onefaculty and the ETE componentwill be evaluated by two facultymembers.

3. Three types of reportsa) Research project based

report

b) Sales based report for

those students are engaged

in selling during the training.

c) Community Development

Report- Students those are

engaged with the NGO/PublicSector/Reputed Associations,

e.g. AIESEC for execution of

Community Development

Project during the training

period.

4. The role of Chairperson:

a) Chairperson will introduce thespeaker, topic, objectives ofthe study.

b) Discipline of the classc) Arrangement of LCD ,

speakers , etcd) Any other work that will

ensure smooth presentation

5. The role of reporteur

a) Any student from theaudience will be asked toperform the role of reporter.

b) Critically analyze thepresentation with constructivecriticism and appreciation.

Pedagogy:

All the students are required to dosummer training for 6 weeks.

The students are required toprepare a report on the basis ofsummer training which shouldbe submitted in the departmentwithin one week of completingthe summer training.

The students will register for theSeminar on Summer Projectcourse for the purpose ofevaluation.

Name , Designation and Sign of Course Planner

Approval of HoD-F


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Approval of HoF

Annexure III- Important deadlines

1. Project Topic Performa

(Annexure-IV) must be

submitted to the faculty guide

and training coordinator within

seven days after starting thesummer training through e

mail.

2. Three fortnightly

progress (Annexure-V) reports

must be sent in soft copy to the

respective faculty guide and

training coordinator by every 15days interval. Hence three reports

to be send by the students.

Fortnightly Progress Report

(Annexure-V) (For Training

Period from 23rd May to 4th

July)

Report submission date

1st

report- 23rd

May to 6th

June 7th

June2nd report- 7th June to 21st June 22nd June

3rd report- 22nd June to 3rd July 4th July

Fortnightly Progress Report (For

Training Period from 6th

June to 18th July)

Report submission date

1st report- 6th June to 20th June 21st June

2nd report- 21st June to 5th July 6th July

3rd report- 6th July to 17th July 18th July


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3. Guide would give a

feedback on the fortnightly

report (Annuexure-VI) through

email within 3 days of students

mailing the fortnightly report.

4. Hard copy of the

fortnightly progress reports

must be submitted at the time

of the presentation otherwise

the marks for the same would

not be given.

5. The students at the

time of their presentation must

submit Industry Feedback Form

(Annexure-VII) and the

Attendance sheet (Annexure-

VIII) of their stay at industry

which has to be signed and

stamped by the industryproject guide.

6. The final hard copy of the

report along with a CD in pdf

format must be submitted to

person authorized in their

respective departments latest by

16th August 2011. Three Summer

Training reports should be made

by the students-

( one is to submit to library, one is

self copy which is to be presented

at the time of presentation for

evaluation and one for submission

to company, if demanded by the

company).For guide lines on how to

make report refer to annexure-XI.

7. The front page of the report

must be in the prescribed

format. (Annexure-XI).

8. Names and E-mail IDs for training

coordinators of different schools are

as follows-

LSM- Mr. Mithun

([email protected])

LIM- Ms. Nidhi

([email protected])

LSB- Mr. Lokesh Jasrai

([email protected])

LHSB- Mr. Susanta

([email protected])

A -School- Himanshu Jindal

([email protected])

E and K School- Ashwani Panesar

([email protected])

9.While sending the reports

through e-mail to faculty guide

and training coordinator,

students are required to follow

the title of the subject in e-mails,

as follows-

Roll no. with section/ Registration

no. /Student Name/ Name of the
mailto:[email protected]:[email protected]:[email protected]:[email protected]


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report(Either project topic report or

forthrightly

ANNEXURE IV- Project Topic Performa

LOVELY PROFESSIONAL UNIVERSITY

DEPARTMENT OF MANAGEMENT

(To be sent through email to faculty guide as well as to training coordinator of

the respective school by prescribed dates)

Name of The

Student

Reg. No.

Class, Section and

Roll No.

Mobile No.

Name of the

Organization


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(Address)

Date of Joining

Project Topic

Location

Other Responsibilities:

Companys Designated Supervising Authority*

Name&

Designation

Phone No (O)

Mobile:

E-Mail :

Signature of

Authority(with stamp)

To be Sent to: the faculty guide through email -

Change of Topic shall not be allowed later on.This information is required to keep track of students performance during

summer training through telephonic calls and surprise visits.

ANNEXURE V- Fortnightly Progress Report

(e- mail to faculty guide and training co-ordinator of school)


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LOVELY SCHOOL OF BUSINESS

1. Name of the Student: _________________________

Roll No.______________ Section ________________ class________________

2. Period of Training : From _____________________ To_________________

3. Name and address of the Organization: ___________________________

Phone No___________________ Fax_____________________ Email____________

4. Name and Designation of the Project In charge in the organization

PhoneNo________________________________Email________________________

5. Project Title ____________________________________________________________

Progress during the fortnight (from _________to____________)

_______________________________________________________________________________

___________________________________________________________

Signature of the Student: __________________


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ANNEXURE VI - Feedback on fortnightly repot by faculty

guide (for faculty only)

To be emailed to the student within 3 days of receipt.

Name of student________________ reg no ________________

Project topic_________________________

Suggestion regarding the progress during _____________to______________

--------------------------------------------------------------------------------------------------------------

------------------------------------------------------------------------------------------------

_______________________________________________________________________________

_______________________________________________________________________________

_______________________________________________________________________________

___________

ANNEXURE VII- Industry Feedback Form



Jalandhar-Ludhiana GT Road,

Distt. Kapurthala, Phagwara


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Industry Feedback Form

(To be signed and stamped by the industry Project guide. This is to be submitted at

the time of presentation by the students in sealed enevlop )

1. Name of the student: ___________________________________________

Class, Reg. No section_______________________________________________

2. Name of the Organization & Address_____________________________________

____________________________________________________________________

3. How do you rank him/her on the following 7 attributes? (Please )

S.N

o

Evaluation Criteria Very

Good

Goo

d

Satisfact

ory

Poo

r

Very

Poor

1 Punctuality

2 Adherence to company

norms

3 Conduct / Behavior

4 Initiative

5 Eagerness to Learn

6 Approach towards theProject

7 Quality of Project work

4. What are the prospects of the students of being recruited by the organizationon the completion of his degree?High Moderate Low

5.Any specific observations/suggestions for further improvement?


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_______________________________________________________________________________

_________________________________________________________________-

________________________________________________________________________

_________________ __________________

Signature Date

Particulars of the Project Incharge of the training:

Name & Designation : ______________________________________

Address(Office) : ______________________________________

ANNEXURE VIII- Attendance Sheet



Attendance Sheet


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(To be maintained by industry Project guide. This is to be submitted at the timeof presentation by the students)

Name of the student:________________________________________________

Class : ____________________ Term ____________________

Roll No & Reg. No: ________________________________________________

Name of the Organization:__________________________________________

Project :_______________________________________________

Period of Training: From____________________To____________________

Month

Date

June July August


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Name and Designation of the industry project

guide____________________________________

Signature of the industry project guide

ANNEXURE IX - Guidelines for Summer Training

Report



Guidelines for Summer Training Report


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Font Size : 12 Times New Roman

Line Spacing : 1.5

Paper Size : A4

Margins : One inch on all sides of the page

PRESENTATION OF THE REPORT

ii. Title/ cover page ( Annexure XII)iii. Certificate by the Project-Inchargeiv. Acknowledgementsv. Table of contents (including list of tables and illustrations)vi. Abstract/Executive summary *

CHAPTER PLAN

As mentioned in the evaluation parameters in annexure-

There can be two types of repots research report and sales report and for

evaluation parameters refer to annexure-

Guidelines

* Executive Summary/ Abstract:

The report should carry an abstract (or executive summary) in the initial

pages of the report. It helps the reader to get an overview of the report.

The length of the executive summary/ abstract can be upto 3-6 pages and

should throw light on the following essential information:

- Purpose/ objective of the study and its significance- Scope of the study and methodology

- Findings and recommendations

**Bibliography must be presented in the following format:


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Annexure X ReferencesHOW TO WRITE REFERENCES

This section is an introduction to

writing references and covers the

most common types of material in

both print and electronic form:

books, chapters in books,

conferences and their papers,

official publications, dissertationsand theses, journal articles, images,

pictures and illustrations, maps,

internet resources.

Tip Saving Time

Make sure that you get all the

reference information you need

while you still have the source

material (e.g. book) in front of you.

You will waste a lot of time if you

have to have to go back and find

this information later. For example:if you make a photocopy check that

you have the page numbers; if you

interview someone make a note of

the date; if you print a web page

make a note of the full web address


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and the date on which you accessed

it.

Why should I include referencesin my work?

1. It shows the range of reading which you have done.This gains you marks.2. You may support yourarguments with the opinion ofacknowledged experts and usedata from reputable sources. This can make your ownarguments more convincing.3. It is a basic academicrequirement to show details ofthe sources of yourinformation, ideas andarguments. Doing so meansthat you cannot be accused ofplagiarism, i.e. stealing fromanother persons work.

When should I include

references in my work?

1. Whenever you quotesomeone elses work. Thisdoes not just include wordsbut tables, charts, pictures,music, etc.

2. When you rewrite orparaphrase someone elseswork.

3. When you summarisesomeone elses work.

Why should I give such detailed

information?The purpose of the details provided

is to make it easy for someone else

to follow up and trace the materials

which you have used. Without full

references, your tutor may be led

into thinking you are trying to take

credit for someone elses work i.e.

plagiarism.

What are the most important

points about my list of

references?

1. Keep it accurate. This meansthat the marker/tutor doesnot waste time if they wish toconsult the items you havelisted. If your list is full oferrors you will lose marks.

2. Provide all the relevantdetails. This makes it is easyfor the marker to identify theitems which you have listed.Again, if some of the

important information ismissing you will lose marks.

3. Use a consistent format foryour references. This willensure that it is easy to locatea reference within yourreading list.

What do I need to include?

The most important parts of a

reference are as follows:

1. The person(s) who wrote thework: - The Author(s) orOriginator(s).

2. Anyone who edited,translated, arranged the item.

3. The name of the work: -usually the Title.


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4. Any additional informationabout the name of the item: -usually the Subtitle.

5. The person who puts the workinto its physical format: -

usually the Publisher.6. The date when the work wasmade available or published(not necessarily when it waswritten, etc.).

7. The place of publication (ifknown).

8. Physical details of the itemsuch as Vol. No. pagenumbers etc..

9. Any additional information

helpful to locate the works(such as a web address, acatalogue number, the title ofa series, etc.).

How do I Cite an Item in the

Text of my Project?

Researcher need to provide the

following information if you mention

another piece of work, book etc. in

your assignment.

(a) When quoting directly fromsomeone elses work give:

Author(s) followed by the year

in round brackets.

e.g. As with any

investment, working capital

exposes the business to risk.

Verma (2003)

(b) If there is no author give

either:

A statement that the work is

anonymous (Anon)followed by

the year in round brackets:

e.g. Anon. (2006)

or

Title followed by the date in round brackets.

e.g. Encyclopaedia Britannica (2003)

(c) If the author produced more than one work in the same year:

Use letters to indicate this

(probably it is best to arrangethe items alphabetically by

their title first):

e.g. Singh (2004 a)

Singh (2004 b)

(d) When referring to or

summarising put both the

author(s) and year.

e.g. Verma (2007) describes

how the business is


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exposed to risk by

working capital.

GENERAL RULES(i).Authors

a) Single Author

Family name first, then a

comma and space and then

personal name(s) or initial(s).

e.g. Singh, A.

b) Two Authors

List the authors in the form

above with & between them.

e.g. Mohammed, A. & Khan, J.

c) Three Authors:

List the authors as above with

a comma after the first and &

after the second.

e.g. Pryce-Jones, T., Patel, V.

& Brown, P.

d) More than three authors

should be listed with only the

first named followed by the

Greek term et al. This

translates as and others.

e.g. Hussain, J. et al.

Editors

Editors are treated the same

as authors except that Ed. or

Eds. is put in brackets after

the editor or editors names.

e.g. Walker, T. (Ed.)

Corporate Author

A corporate author is a group

which takes responsibility for

writing a publication. It could

be a society and professional

body, an international

organisation, a government

department or any other

group. A government

publication should begin with

the country, then the

department, then any

committee or subcommittee.

e.g. Great Britain.

Department for Education and Skills

e.g. PriceWaterhouseCoopers

(ii) Date

The date of publication should be

included.

If there are a number of different

reissues or reprints of the item give

the earliest date of the edition you

are referring to.

e.g. if the information in the book

reads 1989 reprinted in 1990,


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1992, 1995, 1996, 2000 give

1989.

If it is not possible to ascertain thedate put the following: [n.d.] or

[undated] or [no date].

(iii) Title

The title should be copied from the

item itself if possible and should be

in italics. If there is no title on the

item you may need to invent adescriptive title. In this case you

should put it in square brackets [ ].

(iv) Edition

If there are different editions of the

work you should give details of

which edition you are using. e.g 3rd

ed

(v) Place

Where appropriate you should

include the place where the item

was published.

e.g. New Delhi (India)

If there is more than one place ofpublication given choose the first

one.

e.g. for Paris, New York,

London give Paris

(vi) Publisher

If the item is published give the

name of the publisher as it appears

on the item.

e.g Sultan Chand & Sons

If the item is unpublished it may still

be possible to give the name of the

body responsible for issuing the

work.

e.g. Verma , R. (1998). Impact

of Market Orientation onCorporate Success.

Unpublished PhD thesis,

University of Himachal

Pradesh.

(vii) Other Information

You may wish to include other

information about the item such as

its ISBN, physical format (e.g.

Lecture, Web Site, E-Mail, internetaddress, etc.). More detail is given

in the section

DETAILED EXAMPLES

(i) Books (or reports)

Information about a book should, if

possible, be taken from the title

page and the back of the title page.


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It is usually laid out like this:

Kotler, P. (2006), Marketing Management, 12th Ed. New Delhi: Pearson Publishers L

pp. 1-23.

Author Date of Title Edition Place of PublisherPages

Publication Publication

(ii) Electronic Books

Electronic Books should be treated

very similarly to print ones. You

need to include the address of the

website at which you viewed the

work and the date on which you

viewed it.

e.g.

Roshan, P. & Leary, J. (2003)

Financial Analysis. Sebastopol, CA:

Cisco Press

[available at:http://proquest.safaribooksonline.com/158

7050773 viewed on 11/03/2008]

(iii) Journal Articles

Publications that are published

regularly with the same title and

often a volume and/or part number

are usually known as serials. These

could include publications publishedannually, quarterly (4 times per

year), bimonthly (every 2 months),

monthly, weekly or daily.

Popular serials e.g. Business World,

are usually called magazines but

more academic publications are

often known as journals.

The reference from journal should

be laid out like this:


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Author Year Article Title

Journal Title

Kumar, G. B. (2005) Changes Ahead in Health Care Management. HR

Magazine, Vol 50, No 13, pp. 60-61.

Volume Part/Issue Page Numbers

(iv) Web Sites

A web page should be treated

similarly to a print work in that it

may have an author or editor and a

title. It may be dated and the main

site (of which the page is a part)

may also have a publisher and may

also give an address in the about

us or contact section. You shouldinclude the address of the web page

and also include the date on which

you viewed the page.

e.g.

Barger, J. (2000) A biography

of Leopold Paula Bloom

http://www.robotwisdom.com/

jaj/ulysses/bloom.html [viewed

11/07/2006].

Note:

All references should be givenalphabetically.

The literature reviewedshould be arranged as per therequirement of theme.


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ANNEXURE-XI Report on Summer Training



Report on Summer Training

[Title]

..

..

..

Submittedto Lovely Professional University

In partial fulfillment of the

Requirements for the award of Degree of

Master of Business Administration

Submitted by:

Name of the student

University Roll No.



JALANDHAR NEW DELHI GT ROAD

PHAGWARA

PUNJAB