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NEXT NOW. MANAGEMENT DEVELOPMENT PROGRAMME GUIDE www.jaipuria.ac.in
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Management Development Programme Guide

Sep 08, 2014

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Education

Learning is a lifelong quest. It is a continuous process of enquiry,
evaluation and evolution. And it stands ever so true with the dynamic
field of Management and its education. The world is at its dynamic best
and so are the markets. It is therefore absolutely necessary for the
managers to turn into ‘Ablest Navigators’ to turn the tides of change into
an organisation’s favour and to be able to do that they need to constantly
upgrade themselves.
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Page 1: Management Development Programme Guide

NEXT NOW.

MANAGEMENT DEVELOPMENTPROGRAMME

GUIDE

www.jaipuria.ac.in

Page 2: Management Development Programme Guide

LIBERATING MINDS WITH UNIQUE MANAGEMENT DEVELOPMENT PEDAGOGY

Page 3: Management Development Programme Guide

Learning is a lifelong quest. It is a continuous process of enquiry,

evaluation and evolution. And it stands ever so true with the dynamic

field of Management and its education. The world is at its dynamic best

and so are the markets. It is therefore absolutely necessary for the

managers to turn into ‘Ablest Navigators’ to turn the tides of change into

an organisation’s favour and to be able to do that they need to constantly

upgrade themselves.

With a highly research driven faculty pool, we keep an eye out for the

slightest of movement in the arena of management and keep pace with

it. At Jaipuria, we believe that the management studies should evolve at

the same pace as that of its practices. Our evolved methodology inspires

education through five basic tenets that ensure that new paradigms are

demystified and imparted to the learners in the most relevant form.

Ask questions, contemplate, explore new avenues. After

all, what you think is what you become.

THINKSeek the truth,

pursue it, reach out. Be ready to head

anywhere, as long as it's forward.

LEARNAbsorb, experience,

appreciate - as much as you can. Let go of

insecurity, start feeling proud of who you are.

IMBIBE

Think unique, traverse new roads, achieve the

extraordinary, keep it simple. Discover new

routes to success.

INNOVATEWeigh your options, prioritize, take your pick, try the new,

accept challenges. Understand the power

of risk-taking.

CHOOSETake charge, blaze a new

trail, be a trendsetter. Management is doing

things right, leadership is doing the right things.

LEAD

Page 4: Management Development Programme Guide

100+CEOs and senior managers interact & deliver leadership lectures

95+Full time eminent faculty members, having rich academic and industry experience, to mentor you

100+Administrative and support staff to facilitate your training

RESOURCES

JAIPURIA’S JOURNEY IN EDUCATIONThe legacy of education began in 1945 with the establishment of the

Jaipuria College in Kolkata. Today, 67 years after its inception, the

House of Jaipuria has been delivering superior quality education

consistently. It is this unique heritage spanning 7 decades and 4

generations that sets us apart from other educational institutes.

The Jaipuria ethos are focused on creating and nurturing the next

generation of thought leaders through intuitive education. This

ongoing quest for ensuring academic excellence led us to set up the

first Jaipuria Institute of Management in Lucknow in 1995. Today the

institute is one of the largest groups in northern and central India to

offer AICTE approved PGDM programmes at four world class

campuses in Lucknow, Noida, Jaipur and Indore.

It is but a testament of Jaipuria’s commitment to provide

transformational education and the quality that it assure year after

year, that the National Assessment and Accreditation Council (NAAC)

has accredited Jaipuria Lucknow and Noida with the prestigious

A-GRADE rating.

Also, its institutes have been consistently ranked amongst the best B-

Schools in the country.

Other than offering quality management education, Jaipuria also

engages in research, consulting and doctoral(PhD) programme.

Page 5: Management Development Programme Guide

150+MDP’s offered for top and middle level managers

400+Research papers published in International and Indian Journals provides exhaustive knowledge from diverse domain to you

International linkages with Universities in USA, Finland, Switzerland, Thailand and Taiwan to bring in global management practices.

4 locations with 1 unique delivery to meet your Pan India training requirement.

Page 6: Management Development Programme Guide

JAIPURIA NOIDA

JAIPURIA LUCKNOW

?‘A’ GRADE

ACCREDITATION BY NAAC

?5th IN NORTH INDIA

AMONGST PRIVATE B-SCHOOLS

OUTLOOK - CAREER 360 (2012)

?9th IN NORTH INDIA AMONGST

PRIVATE B-SCHOOLS - BUSINESS

WORLD (2013)

?22nd IN INDIA AMONGST PRIVATE

B-SCHOOLS - NHRDN (2013)

?‘A’ GRADE

ACCREDITATION BY NAAC

?‘A++’

BUSINESS INDIA, BEST B-SCHOOLS

SURVEY

?6th IN NORTH INDIA AMONGST

PRIVATE B-SCHOOLS

OUTLOOK - CAREER 360 (2012)

?20th IN INDIA AMONGST PRIVATE

B-SCHOOLS - NHRDN (2013)

Page 7: Management Development Programme Guide

OUR CAMPUSES

JAIPURIA JAIPUR

JAIPURIA INDORE?1st B-SCHOOL

IN SOUTHEAST ASIA TO OFFER PGDM

WITH INCLUSION OF DIGITAL BUSINESS

MANAGEMENT

?UNIQUE INDUSTRY MENTORSHIP

PROGRAMME

CHISEL FOR HANDS-ON EXPERIENCE

?SUMMER AND WINTER IMMERSION

LEARNING

SWIL FOR EXPERIENTIAL LEARNING

?11th IN NORTH INDIA

AMONGST PRIVATE B-SCHOOLS

- BUSINESS TODAY (2012)

?BEST B-SCHOOL IN RAJASTHAN

- BUSINESS TODAY (2012)

?BEST B-SCHOOL IN RAJASTHAN

- FINANCIAL EXPRESS

Page 8: Management Development Programme Guide

Chairperson

Sharad Jaipuria

Chairman & Managing Director

Ginni International Ltd.

Senior Vice President - PHD CCI

Vice Chairperson

Anjali Jaipuria

Educationist

BOARD OF GOVERNORS

Executive Director

Ginni International Ltd.

Vice Chairperson

Shreevats Jaipuria

S. S. Kohli

Former CMD

India Infrastructure Finance Company Ltd.

Dr. Rajiv R Thakur

Director

Jaipuria Institute of Management, Noida

Dr. Prabhat Pankaj

Director

Jaipuria Institute of Management, Jaipur

Dr. Jai Prakash Upadhyay

Director

Jaipuria Institute of Management, Indore

Dr. Kamal Gupta

Corporate Consultant

Former Technical Director, ICAI

Dr. S.R. Musanna

Director

Jaipuria Institute of Management, Lucknow

Kashi N. Memani

Former Chairman & Country Managing Partner

Ernst & Young, India

D. Swarup

Ex-Chairman

Pension Fund Regulatory & Development Authority

Dr. Pritam Singh

Director General, IMI, New Delhi

Former Director, MDI and IIM, Lucknow

Dr. G. Pattanaik

Vice Chancellor

University of Lucknow

Sudhir Jalan

Co-Chairperson

Rieter India (P) Ltd.

Ravi Jhunjhunwala

Chairman

LNJ Bhilwara Group

Anurag Dalmia

Vice Chairman

Dalmia Bros. (P) Ltd.

Dr. Pankaj Gupta

Director General

Jaipuria Institute of Management

MEMBERS

Salil Bhandari

Corporate Consultant

Nominee, AICTE, New Delhi

Nominee, State Government

Page 9: Management Development Programme Guide

International Exposure and networking have become increasingly essential

requisites in the making of a successful manager. Therefore, we have set up

academic relationships with prestigious institutions and universities across

the world. These facilitate exchange of students and faculty, joint research,

publication and teaching programmes .This has enabled us with adapting

global management practices in our training and developemnet

programmes

?Universities of Applied Sciences in Finland.

(as a part of Finland Network for East and Southeast Asia)

?University of Illinois (Technology Management Programme, USA )

?HEIG-VD- Near Lausanne- a member of University of Applied Sciences,

Western Switzerland (HES-SO) network

?Naresuan University, Thailand

?Kainan University, Taiwan

?Asian Institute of Technology, Khlong Luang, Pathum Thani, Thailand

?University of New Castle, Callaghan, NSW, Australia

Page 10: Management Development Programme Guide
Page 11: Management Development Programme Guide

EXECUTIVE EDUCATION AT JAIPURIA Management Development has become very important knowledge, skills, attitude and aptitude of change

in today’s competitive environment in any business. It masters and thought leaders.

has been found in various surveys that the organisations Our Management Development Programmes are

that align their management development with strategic designed with the right balance between theoretical

planning by investing in their employees have added inputs, practical insights and the latest research findings.

considerably to their value chain.Such programmes help the key professionals in industry

Our MDP programmes focus on new developments and integrate management theories to the continuously

latest trends in managerial theories and practices in all changing business environment and refine their action

the disciplines of management. With greater focus on plans to meet the business requirements.

personal and organisational development the

programmes are designed to augment the managerial

COMPANIES BENEFITTED FROM USJaipuria Institute of Management has delivered over 150 customised Management Development Programmes, conducted by it’s own

in-house faculty members for renowned PSU’s and Private Sector Organisations since years. Some of the organisations partnered in

our learning and development programmes are…

Page 12: Management Development Programme Guide

MDPThe objectives of our MDPs is to assist in the improvement of challenging situations as individuals and teams. This will help

existing management systems and practices by providing relevant them see the importance of communication, leadership,

training to the executives at different levels of the organisational teamwork, planning and delegation. This acts as a best

hierarchy in both private and public sector enterprises. The platforms for personality development, confidence building

participants are provided training with the latest tools, and team building

technologies, skills and best practices spanning various streams ?Consultancy: Our best-in-the-country intellectual capital

of management such as General Management, HRM, Information provides consultancy to private as well as PSU in dedicated to

Systems, Communication & Soft Skills, Leadership and Change add value and optimize the benefits accruing to our clients..

Management, Financial Management, Marketing, etc.Being a team of competent people with broad experience, we

Majority of these programmes are conducted in the campus. are capable of providing solutions for consultancy services in

While a few are conducted on site. Apart from various every sphere of management

developmental programmes, Jaipuria is also engaged in:

?Outbound Training Programmes: In our outbound

programmes, participants are made to go through various

outdoor activities where they will be required to face

LISTED ARE THE OFFERINGSGENERAL MANAGEMENT

BUSINESS COMMUNICATION

GLOBAL PROGRAMMES

BUSINESS POLICY

FINANCE AND ACCOUNTING

?Organisational leadership for 21st Century

?Corporate Governance and Business Ethics?Middle Management Programme

?Senior Management Programme

?Small and Medium Enterprises Programme

?Taking People Long: Managing by Persuasion?Advanced Management Programme

?The Winning Edge: Communication Strategies For Leaders?General Management Programme

?Effective Communication Strategies: Men & Women at Work?Supervisory Development Programme

?Listening Skills

?Negotiating to Win Win

?Developing Communicational Competencies?Global Leadership

?Case Teaching Writing Workshop?Global Etiquette and Cross Cultural Negotiation Skills

?Effective Communication for Managers and Leaders

?Communication Strategies for Employee Engagement

?SMART Manager and Personality Development?Business Leadership and Law

?SMART Goals?Strategies for growth

?Business Dispute Resolution: International and Domestic Arbitrations

?Contract Management?Advanced Corporate Finance

?Knowledge Management?Mergers Acquisitions and Restructuring

?Innovation, Corporate Strategy & Competitive Performance?Strategic Cost Management

?Working Conference: Authority, Organisation, Strategies

Page 13: Management Development Programme Guide

BOUQUET OF OFFERINGS

?Finance for Non Finance Executives

?Strategic Finance

?Enhancing Financial Skill using MS-Excel

?Managing Risk and Contracts in Public Private Partnership

?Financial Negotiation for Win Win

?Direct and Indirect Taxation

?Discounted Cash Flow Modeling using Excel

?Budgeting and Forecasting

?DTC (Direct Text Code)

?Valuation Methodology- Trading Comparables & Precedent Transactions

?Developing Leadership Competencies

?Cutting Edge Leadership: Competencies for High Performance

?Succession Planning and Talent Management

?Team-Building and Leadership

?Building High Performance Teams

?Organisational Leadership for 21st Century

?Leading Teams for Synergy

?Developing Emotionally Intelligent Leadership

?Managing for Results

LEADERSHIP DEVELOPMENT

Page 14: Management Development Programme Guide

?Managing Winds of Change ?Train the Trainer

?Leadership Excellence ?HR for Line Managers

?Strategic Leadership ?HR for Non-HR

?Disciplinary Proceedings and Inquiry Procedures

?Reservation Policy Formulation for SC / ST / OBC HUMAN BEHAVIOUR AND ORGANISATIONAL DEVELOPMENT

INFORMATION MANAGEMENT?Managing Self and Others for Higher Performance

?Project Management?Managing for Creativity and Innovation

?Risk Management?Discovering Self for Managerial Excellence

?E- governance Issues and Challenges?Conflict Management and Negotiation skills

?Information Security Management: Protect your Identity and Data?Managerial Effectiveness

?E- Governance Projects : Outsourcing and Management?Emotional Intelligence for Managerial Effectiveness

?Business Intelligence : Data Warehousing and Data Mining?Competency Building for Leadership Roles

?Strategical Business Advantage of IT?Managing stress for Higher performance and Work life Balance

?Business of Telecom?Managing High Performance Teams

?Stress Management

?Managing Innovation, Managing OD: Learning for Organisational ExperiencesMARKETING MANAGEMENT

?Leading sales Team for Enhanced Performance

HUMAN RESOURCE MANAGEMENT ?Digital marketing : Conceptual Basics of Practices

?Building Co-operative Employee Relations for New Era ?Managing Distribution Channel for Enhanced Performances

?Performance Management System ?Selling Skills

?People Management interventions for performance excellence ?Pricing For Profit

?Transforming Organisations Through Productive People Management ?Customer Relationship management

?Human Resource Management : An International Perspective ?B2B Marketing

?Communication Strategies for Employee Engagement ?International Business

?HRD Interventions for Improving Organisational Performances ?Customer based Business Strategy

?Work Life Balance ?Luxury Management Programme

?Improving Work Culture ?Customer Retention-The Way Forward

?Developing a Learning Organisation ?Power Marketing

?Nurturing Excellence ?Services Marketing

?Linking HR with Business Strategy ?Retail Marketing

?Contract Labour and Industrial Relations ?Brand Strategy

?Management Of Discipline ?Rural Retailing

?Vigilance in PSU’s or Government Organisations. ?Brand-Building for Competitive Advantage

?Preventive Vigilance including Vigilance Clearance ?Marketing for Non-Marketing

?Right to Information ?Objection Handling Techniques in Marketing

?Labour Laws ?Closing Techniques

?Employee Engagement ?Relationship Marketing – The Corporate Sales Edge

?Mentoring Matters

Page 15: Management Development Programme Guide

OPERATIONS MANAGEMENT

REVENUE MANAGEMENT

ENTREPRENEURSHIP AND STRATEGY

INFORMATION TECHNOLOGY

?Visual Business Intelligence

?ERP System: Technology Planning and Implementation?Risk Management

?Basic Computer Skills?Managing Services for Improved Customer Satisfaction

?MS Office and Internet Skills?Balanced Score Card : Measure that Matters

?15 Women Empowerment and Development?Operational Excellence through Benchmarking

?Gender Sensitization?Creative Problem solving and Decision Making

?Sexual Harassment at Work Place?Supply Chain Management

?Women Leadership?Total Quality Management ( Six Sigma )

?Women Empowerment?E-Procurement

?Equal Remuneration- Gender Equality – Equal Opportunity?Arbitration in Contract and Procurement

?Working Culture and Environment for Women Managers ?Intellectual Property Management for Business Advantage

?Energy Environment and Sustainable Development?Organisational Excellence

?Carbon Measurement and Sustainable Development?Awareness of ISO 26000

?Energy and Environmental Security?Benchmarking and Business Process Re-engineering for Process

?Green Marketing and ECO- LabelingImprovement.

?Global Climate Policy and Green Funding

?Energy Trading and Energy Conservation

?Renewable Energy and Sustainable Development?Strategic Purchasing Management

?Smart Warehouse and Inventory Management

?Delivering Logistics Solutions

?Advanced Quality Management?Decision Making Techniques for Managers

?Public Policy Management?Managing You and Me in Roles and System

?Management of Change and Innovation in Public Organisations?People Skills in Hospitality Management

?CSR Implementation and Value Creation ?Competency Mapping and Management

?Achieving Sustainable Development and Promoting Development ?Managing Innovation and Product DevelopmentCooperation

?Strategic Market Planning and Profitability and Growth?PPP

?Creativity and Innovation for Standard Business Performance?PPP in Infrastructure

?Knowledge Management for Strategic Advantage?Corporate Social Responsibility

?Managing IT Projects

Jaipuria’s Institute of Management would be announcing venue and dates of certain important programmes that would be designed as Open Programmes from the training topics mentioned above. However, we are not limited to the above topics but we can customize any training, for In-company Programmes for clients, as per the organisation’s specific needs in terms of content , methodology and level of managers to be trained.

NOTE

Page 16: Management Development Programme Guide

?Dividend DecisionKEY LEARNING OUTCOMES?Working Capital ManagementSuccessful managers know that their decisions affect the

profitability of the company, but are often puzzled by the ?Financial Derivativesnumbers they deal with. The programme Finance for Non-

?Capital MarketFinance Executives empowers the non-finance managers with an understanding of the numbers. The programme provides the ?International Financemanagers with a comprehensive working knowledge of critical financial principles in an easy to follow manner that will help METHODOLOGYthem make better decisions in their organisation.

The participants would learn through an appropriate mix of classroom lectures, interactive discussions, case studies, class COURSE COVERAGEexercises, take home group assignments and experience

The programme will cover the following broad areas: sharing. Both academic and industry practices would be stressed upon throughout the programme.?Understanding and Analysis of Financial Statements

?Cost Concepts and Costing System TARGET AUDIENCE

?Profit Planning and Short-term Decision Making This programme is designed for heads of divisions/functions, middle level managers and managers, who are new to the ?Risk and Return in Financial Managementconcepts of finance or those who wish to update their

?Techniques of Capital Budgeting knowledge on basic finance and accounts.

?Capital Structure Decision

FINANCE FOR NON-FINANCE

?Preparing and Delivering Winning PresentationsKEY LEARNING OUTCOMES?Communication in NegotiationsUpon completion of this course, participants should be able to:

?Cross Cultural Communication.?Demonstrate improved interpersonal and group

communication skills

TARGET AUDIENCE?Design and communicate effective formal and informal messages

The programme is aimed at executives, middle-level managers, ?Make an effective business presentation with appropriate programme managers, engineers, bankers, architects, trainers

media support and teachers belonging to private industry, government agencies, small business and independent consultants.

?Demonstrate improved persuasion and influencing skills for better negotiations

METHODOLOGY?Develop sensitivity to Cross Cultural Communication.

The participants would learn through an appropriate mix of classroom lectures, interactive discussions, case studies, class COURSE COVERAGEexercises, take home group assignments and experience sharing. Both academic and industry practices would be ?Interpersonal and Group Communication—Listening and non-stressed upon throughout the programme.verbal communication

?Organizing and writing Business Messages, Proposals and Formal Reports

EFFECTIVE COMMUNICATION FOR MANAGERS AND LEADERS

A GLIMPSE OF INDUSTRY-SPECIFIC, CUSTOMISED COURSE COVERAGES

Page 17: Management Development Programme Guide

?Crafting right kind of leadership style and harness the KEY LEARNING OUTCOMESleadership potential

At the end of the programme the participants will be able to;?Creating a sense of shared responsibility and ownership

?Understand and appreciate the changing geopolitical ?Managing Diversitylandscape and its impact on global economy

?Develop objectives for personal and professional METHODOLOGY

development

?Case study?Assess and develop their leadership skills to lead the change

?Discussion and Role Plays?Develop decision framework leading to better judgement

?Experiential learning through simulations?Acquire negotiations skills to expand leadership portfolio

?Reflection and self assessment

COURSE COVERAGETARGET AUDIENCE

?Understand and appreciate the changing dynamics of business globally This programme is appropriate for senior level executives who

are involved in leadership in product divisions, geographical ?Organisational Culture and Role of Leadershipregion, a corporate function or a joint venture.

?Exploring the evolutionary process of successful leadership

LEADERSHIP EXCELLENCE

?Emphatic Inquiry and TrustKEY LEARNING OUTCOMES?Emotionally Intelligent LeadershipThe programme aims to:

?Emotional Intelligence and Team Functioning and?Expose managers to the concept of emotional intelligence

?Conflict Management and Negotiation.?Diagnose the current level of emotional intelligence amongst

managers

METHODOLOGY?Provide opportunity to observe and experiment with

emotionally intelligent behavior in risk free environment and The programme will utilize a variety of pedagogical tools provide tips for developing various components of EQ. including assessment instruments, games, lectures cum

discussion and role playing and simulation.

COURSE COVERAGETARGET AUDIENCE

?What is Emotional Intelligence

Managers who want to experience personal growth and flourish ?Managing Anger and Negative Emotionstheir effectiveness through emotional intelligence.

?Optimism and Resilience

?Stress Immunity

EMOTIONAL INTELLIGENCE FOR MANAGERIAL EFFECTIVENESS

Page 18: Management Development Programme Guide

decision making, problem solving, conflict management, etc.KEY LEARNING OUTCOMES?Strategies for building team cultureThe programme would be primarily focused on sensitizing the

participants about the context of team working, including cross-functional teams, project/functional teams, and virtual teams. METHODOLOGY

This programme will sensitize participants about the dynamics Our belief is that appreciation of the issues in team building of working together, building a team orientation, strategies for and working together cannot be imparted through lectures, building team culture, and developing inter-team collaboration. rather when the participants themselves experience the issues

through simulations, exercises or games, it becomes their learning, and there is a high degree of ownership to the insights COURSE COVERAGEgenerated during the session. Thus, the pedagogy of the

?The nature and role of teams in an organisation programme will be highly process-driven, rather than lecture-driven.

?Interpersonal compatibility

?Understanding the team dynamics; factors contributing to TARGET AUDIENCEteam effectiveness and factors impending team building

Senior executives, functional heads from Public, Private and ?Team leadership

Government departments. Though not mandatory, it is desirable ?Conflict: Intra– and inter-departmental, internal customer that an organisation nominates two or more managers. This will

orientation and inter-group relationship be helpful in facilitating team-building efforts on their return from this programme.

?Skills needed for effective team building; communication,

TEAM BUILDING AND INTERPERSONAL RELATIONS

?Team building and decision makingKEY LEARNING OUTCOMES?Leadership and managerial stylesThe programme is designed to help participants:

?Performance management (counseling and appraisal),?Understand self

and Change management?Understand the roles and functions of a manager, and

?Build the requisite competence and skills to perform the role METHODOLOGYeffectively.

Learning by doing will be dominant methodology of this highly experiential programme. The participants would take part in

COURSE COVERAGE role-plays, group discussions, games and simulations, and various exercises. Lectures and case discussions would support

?Role of the managerthe exercise in concept-sharing.

?Self understanding

TARGET AUDIENCE?Interpersonal effectiveness

?Communication skills This programme caters to the specific needs of senior and middle-level executives in private, public, and government

?Time management and planningorganisations.

?Emotional intelligence and stress management

HUMAN RESOURCE: DISCOVERING SELF FOR MANAGERIAL EFFECTIVENESS

Page 19: Management Development Programme Guide

?Assessment centre: Tools and Techniques of designing KEY LEARNING OUTCOMESassessment centre

After undergoing this course, you should be able to :

?Know the elements of competency and how to use them METHODOLOGY

?Understand competency based management and link Among various pedagogical options the programme intends to through strategy and structure use experiential learning mainly emphasizing learning by

doing. Other approaches will be;?Harness your real potential through competency framework

?Management Games?Develop expertise to design and assessment centre, assess and develop competency. ?Experience Sharing

?DiscussionCOURSE COVERAGE

?Role Playing?Understanding competency framework, its mapping and

assessmentTARGET AUDIENCE

?Discover your leadership competencies and getting the best Programme is designed for every manager, who aspires to out of itdevelop himself/herself as an effective leader in all spheres of

?Making competencies work though organisational system work and life.

COMPETENCY BUILDING FOR LEADERSHIP DEVELOPMENT

KEY LEARNING OUTCOMES METHODOLOGY

?To understand the advancements in consumer behavior from Analysis of cases, role-plays, audio-visuals, computer simulation sales force perspective of the company and practical real life examples for illustration will be used for

training purposes. Each pedagogical tool has certain ?To acquire managerial skills for formulating, implementation,

advantages.evaluation and control of sales programme

Lectures can be effective to communicate sales related factual ?To practice hands on practical field selling skills for retail and

information in a succinct and effective way. Role-play can help high net-worth customers

in developing selling skills. Cases would develop applications of conceptual understandings, and simulations are more involving. ?To manage distribution channels evaluation and conflictsThe programme would provide an interactive platform to implement training learning's in one's own organisation through

COURSE COVERAGEclass discussions.

The programme broadly covers the issues of understanding consumer value management and Indian consumer insights, TARGET AUDIENCEselling to retail and high net worth customers, relationship

Senior and Middle level Sales Managers, Business selling, managing sales force on territory, quota, sales force Development Managers, Managers of family owned businesses, size, sales performance evaluation, leading sales teams, and Distribution Managers, Sales Executives and Officers.managing distribution channels.

SALES FORCE MANAGEMENT AND DISTRIBUTION STRATEGIES

Page 20: Management Development Programme Guide

Aman SrivastavaPhD (Finance), MBAResearch Interest: Behavioural Finance,MarketIntegration, Asset Pricing, Market Efficiency

Anurag SinghMBM, PGDMResearch Interest: Corporate Finance,Corporate Tax Laws, Mergers and Acquisitions

Asheesh PandeyPhD, MBA (Finance), M.ComResearch Interest: Stock Markets,Corporate Finance, Asset Pricing

Dheeraj MisraPhD, MAResearch Interest: Risk Management,Financial Derivatives, Corporate Finance

Kalyani ParmalPhD (Pursuing), UGC(NET), MBA, MS FinanceResearch Interest: Financial ManagementCapital Markets

Moid. U.AhmadMFCResearch Interest: Islamic Management,Banking, Entrepreneurship, Investments

Pratibha WasanPhD, MBAResearch Interest: Stock Markets, DerivativeInstruments, Risk Management

Priti BakhshiPhD, MBA, M.Com,MA, UGC(NET)Research Interest: Carbon Trading,Capital Market, Micro Finance

BANKING & FINANCE

OUR CORE FACULTY Over the last 18 years, Jaipuria has created an intellectual community of faculty members drawn from industry and

academia, renowned for their excellent teaching skills and contribution to management education through creation and

sharing of new knowledge.

They not only have a rich count of published papers and books to their credit, but many among them are also much

sought after for conducting MDPs and offering research support and consultancy by leading organisations in India.

Abha R. DixitPhD( Pursuing ), M.PhilResearch Interest: Trends in Business Communication,Soft Skills, Cross Cultural Communication

Abhijeet NairPhD, MA, BAResearch Interest: Brand Communication andAdvertising Communication, LeadershipDevelopment Business Communication

Ashok AdvaniMasters in Marketing ManagementResearch Interest: Business Communication,Marketing

Bhavya RajPhD, MA (English Literature)Research Interest: Communication in Business

Devika TrehanPhD (Pursuing), MBA FinResearch Interest: Corporate Communication,Mass Comm., Marketing Communication

Hyma ApparajuM.Phil, PhD (Pursuing)Research Interest: Needs Analysis,Persuasive Communication

Niva BhandariPhD, PGDHRM, M.A. (English Literature), DCA (Diploma in Computer Applications)Research Interest: Persuasive Communication,Crisis Communication, Interdisciplinary Studies

BUSINESS COMMUNICATION

Rashmi ChaudharyCA, MBAResearch Interest: Investment Management,Financial Management

Reena AgrawalPhD, M.Com, B.Ed.Research Interest: International Finance,Financial, Markets & Services,Entrepreneurship Research,Management Accounting, Rural Finance

Ritu WadhawaPhD (Pursuing), MBAResearch Interest: Financial Management,IFRS, Financial Inclusion

Shailesh RastogiPhD, MMS, PGDM-SMResearch Interest: Time Series Modeling,Market Efficiency, Risk Management,Primary Markets

Shikha BhatiaPhD, M.Com, UGC(NET)Research Interest: Capital Markets, New IssuesPricing and Performance, Firms Survival,Corporate Disclosure Practices

S.P. GargM.Sc. (Agri), PMA, CAITB, DBM (I)Research Interest: Sustainable Development,Strategic Mangement, Banking, Leadership,Micro Finance

Shyamji MehrotraMA, M.ComResearch Interest: Industrial Sickness,Banking System

Sushma VishnaniPhD, M.ComResearch Interest: Risk & Return,Corporate Governance, Financial ReportingWorking Capital Management, Asset Valuation

Page 21: Management Development Programme Guide

Abdul QadirM.B.A. (Human Resources)Research Interest: HR-ERP, HRIS, PMSLeadership, Shariah Compliant Finance &Investment, People Management

Anurag ShankerM.Sc.Research Interest: Strategic and InternationalHR Mgmt., Indian Labour Laws etc.

Anvay BhargavaPhD, MBA, B.Arch.Research Interest: Leadership, ChangeManagement, Entrepreneurial Issues,Behavioral Issues

Arindam SahaM.Psy. (HRDM)Research Interest: Organization Design,Career Management, Change Management

HRM/OB

Abhay Kumar SrivastavaPhD, MBAResearch Interest: Operations & Supply Chain,Operation Research

Jagdish BhagwatPhD(Pursuing), MBAResearch Interest: Operations Management,Marketing

Lokesh VijayvargyM.Tech, B.E., GATEResearch Interest: Supplier Selection,Supply Chain Management,Operations Management

Ram ShuklaPhD, MBA, Master of IndustrialEngineering (Texas A&M, USA)Research Interest: Statistical Applications in IT,Operations

M.S. KumarB.E. (Electrical), Management Diploma(Leeds University, UK & Texas, USA)Research Interest: Productivity,Quality Management

Masood H. SiddiquiPhD, M.Sc., CSIR-UGCResearch Interest: Soft Operations Research,Data Analysis, Performance Measurement andComparison, Optimisation Models

Richa MishraPhD, PGDITM, M.ScResearch Interest: CRM, E-business andE-Commerce, Business Intelligence

Sonali SinghM.Sc., M.PhilResearch Interest: Inventory Management,Supply Chain

Sumi KharePhD, M.Sc.Research Interest: Data Analysis,Operations Research

Sushmita KharePhD (Pursuing), PGDMResearch Interest: Supply Chain Management,Total Quality Management, Project Management

Vinod Kumar ChibPhD (Pursuing), M.Tech,PGDBM & IA, L.I.I.IResearch Interest: Quality Management,Supply Chain Management, Project Management, Customer Service Standards, Insurance &Risk Management, Operations In InsuranceCompanies, Claims Management DisasterManagement, Environment Management,Health, Safety & Environment Management

DECISION SCIENCE &OPERATIONS

ECONOMICS & IB

Ankit MehrotraPhD, MBAResearch Interest: Marketing ResearchBusiness use of MS-Excel, Data MiningData Analytics

IT

Mahima SharmaPhD, UGC(NET), MA Research Interest: International Trade andEnvironment, Business and Human Rights,Public Finance

Megha JainPhD, MBAResearch Interest: Managerial Economics

Mohd. IrfanM.Com, PhD (Pursuing)Research Interest: Applied Micro Econometrics,Macroeconomics and International Economics

Prabhat PankajPhD, MA(Economics)Research Interest: Environmental Economics &Non-Market Valuation, South Asia with specialinterest in Indian and Bhutanese Economy,Quality of Life, Happiness, Household Economics,Gender, Econometrics, Business Analytics, SPSSSoftware (for teaching and training)

Prerna JainPhD, MA, BAResearch Interest: Sustainable Development,Regional Disparity

R.K.OjhaPhD, UGC(NET), MAResearch Interest: Sustainable Development,Economic & Finanial Analysis, Policy Analysis

Ritika GugnaniPhD, M.A. (Economics), MBA (Marketing)Research Interest: Macro Economic Policy Issues,Customer Equity, Corporate Governance

Athar MahmoodPhD(Pursuing), MBAResearch Interest: Training & DevelpomentLeadership, Islamic Finance, Emotional Intelligence

Jaya ChitranshiPhD , MBAResearch Interest: Management Education,Organisational Empowerment, Knowledge Transfer

J.P. UpadhyayPhD, MBAResearch Interest: Training, Development,Performance Management,Organisational Development

Kanak GuptaB.Com, MBAResearch Interest: Social Media, Cross CultureManagement, Entrepreneurship

Maneesh YadavLLMResearch Interest: Contract Management,Securities Market and Corporate Laws

Manisha SethPhD, PGDBA, MAResearch Interest: Organisational Behaviour, TalentManagement, High Performance HR Practices,Competency Mapping

Pradeep KautishPhD, MBAResearch Interest: Work life Balance Proposition,Behavioral Consequences, Retail Management,Cross Cultural Interfaces

S.R. MusannaPhD, MBAResearch Interest: Industrial RelationsBusiness Law, Negotiation & Arbitration

Shalini SrivastavaPhD, MA (Psychology)Research Interest: Managerial Effectiveness,Personality, Student Engagement,Employee Engagement, Organisational Stress

Swati AgarwalPhD, MBAResearch Interest: Performance Management,Employee Engagement, Emerging HR issues inService Sector

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Banasree DeyPhD, MBA (Marketing), PGDAMResearch Interest: Tourism Marketing, Services Marketing, Rural Marketing

Deepak SinghPhD (Marketing), M.B.A. (Marketing),D.E.M. (IB)Research Interest: Strategy, Green Marketing,Consumer Behaviour, Services Marketing

Himanshu MishraUGC(NET), MIBAResearch Interest: Technology & its Applicationsin Marketing, Consumer Decision Making,Brand and Market Behavior, Rural Markets

Kavita PathakPhD, UGC(NET), MBAResearch Interest: High-Tech Marketing,Higher Education Policy, Consumer Behaviour

MARKETING

Narendra Kumar SharmaPhD, MBAResearch Interest: Services, Sales, Branding

Nimit GuptaM.Phil, MBAMA (English), MBA, PhD (Pursuing)Research Interest: Bank Marketing, PermissionMarketing, Internet Marketing

Poonam SharmaPhD, MBAResearch Interest: Sensory Branding and BrandManagement, Retail Marketing, InternationalMarketing, Strategic Marketing Management

Ramesh GuptaM.Sc, MA, PGDResearch Interest: Fertiliser Marketing

Reeti AgarwalPhD, UGC(NET), PGDBAResearch Interest: Services Marketing, ConsumerBehaviour, CRM

Romi SaihiPhD, MBAResearch Interest: Branding, Consumer Behaviour,Retail S. GoswamiPhDResearch Interest: Knowledge Management,CRM, Brand Management, Competitive Strategies

Sandhya A.S.PhD, MBAResearch Interest: Information Disclosure &its Impact on Buying Behaviour, Retail PatronageBehaviour, Assortment Management

Shalini Nath TripathiPhD, MBAResearch Interest: Strategic Marketing,Services Marketing

Shalini SinghPhD, MBAResearch Interest: Rural Marketing,Consumer Behavior, Retail Marketing Sheenu JainPhD, UGC(NET), M. Com, MBAResearch Interest: Green Marketing,Entrepreneurship, Consumer Behavior

Shubha JohriPhD, PGDBM, MA, M.Sc.Research Interest: CRM, Economics,Consumer Behaviour, Behavioural Finance

Shubhandra Singh PariharPhD, MBA, M.ScResearch Interest: Social Media Marketing,Sales Force Effectiveness, Pharmaceutical &Healthcare Marketing, Rural Market Access

Amit SharmaMBAResearch Interest: Competitiveness,Intellectual Capital, Corporate Governance,Change Management

Rajiv R. ThakurPhD, MBA, MAResearch Interest: Management EducationInternational Business, Competitive Strategies

Vir Ved RatnaPhD, MBAResearch Interest: Competitive Strategy,Marketing Communications

STRATEGICMANAGEMENT

Durgansh SharmaM.Tech., M.C.A., M.Sc (Computer Science), PGDBAResearch Interest: Mobile Computing,M-Governance, Latest Trends in IT,Cloud Computing

Lalit SharmaMCAResearch Interest: IT Applications

Nitin MerhPhD, M.Sc.Research Interest: Time Series Forecasting usingTechniques of Artificial Neural Networks andEconometrics Tools.

Pooja S. KushwahaPhD, MBA, MCAResearch Interest: Knowledge Management,Social Networking

Sunil Kumar PandeyPhD, M.TechResearch Interest: Database ManagementSystems, Information Discovery & Management,Data & Web Mining, Software Engineering

Sanchita GhatakPhD (Pursuing), PGDM Research Interest: MIS, E-Retailing,E-Commerce, Oracle,Designing andMarketing IT solutions

Richa MisraPhD, PGDITM, M.Sc. (IT)Research Interest: CRM, E-business andE-commerce, Business intelligence

Swati SoniPhD, MBA, UGC(NET)Research Interest: Brand Management,Service Marketing

Vikas NathPhD, MBAResearch Interest: Environmental Marketing,Permission Marketing

Page 23: Management Development Programme Guide

B.D. SINGH (Dean- MDP and Consultancy)

Prof. B.D. Singh holds his M.A. (Hist.) degree from Patna University and M.A. (LSW) & L.L.B. from Ranchi University. He did his PGDM (Executive) from IIM, Calcutta. He has worked in various capacities in SAIL, RINL and lastly at NALCO, from where he retired as Director (Personnel and Marketing). He has ten books to his credit, and most of them are used in the course curriculum of top management institutes in the country. He extensively does consultancy and training. Prof. B.D.Singh has also served as a Senior Professor of HR at MDI, Gurgaon and was associated with IMT, Ghaziabad as Professor of HR and Dean-MDP and Consultancy.

M.: 98911 35339

OUR CORE MDP TEAM

PANKAJ SAHIJWANIM. 97171 11475

KUMAR SRIUTTAMM. 95825 63739

SUCHITA GARGM. 98116 03764

Page 24: Management Development Programme Guide

Jaipuria Institute of Management

A-32 A, Sector 62, Opp. IBM, Noida - 201309

P. +91 120 4638300, F. + 91 120 2403378

E. [email protected]