Marketing Management
Management
Index	Topic	Detail
1	Introduction to organization and Management	Understanding the concept of organization management organizations’ culture  environment Social responsibility. Managerial ethics and the decision-making process.
2	Management Process	2.1 Planning: §         The definition of planning §         types of plans §         contingency factors in planning §          planning tools and techniques §          techniques for assessing the environment §          budgets §          operational planning tools §          Project management. 2.2 Organizing: Defining organizational structure and design  the contingency approach to organizational design  applications of organizational design  technology  communications, and organizational design  sources of power  line and staff authority  effective delegation  decentralization and centralization  change  model of change process sources of resistance  process of change  unfreezing  Changing refreezing.   2.3 Controlling Concept of control; Types of controls
3	Understanding Groups and Teams	Understanding group behaviors and group decision-making process.
4	Leadership and Motivation	4.1 Leadership Managers versus leaders  contemporary theories of leadership contemporary issues in leadership  turning groups into effective teams  Developing and managing effective teams.   4.2 Motivating Employees Concept of Motivation  Current issues in motivation from theory to practice Suggestions for motivating employees.
5	Human Resource Management	The human resource management process  human resource planning  recruitment and selection (short-listing, testing & interviews); orientation; performance appraisal (in MBO) employee training compensation and benefits (performance-based, special arrangements, flexible hours etc); current issues in human resource management; home office, 24/7 economy and its impact on employees, Call centers and stress management.
6	Change Management	Initiation of change mergers and acquisitions  re-organization  restructuring right-sizing stages in-change process  Approaches to change management  Managing stages of change process.
7	Operations Management	Introduction to operations management  inventory management including managements of high and low nature inventory items  capacity and demand management; benchmarking and Business Process Reengineering (BPR)  continuous improvement techniques (e.g. quality-circles, kaizen, 5S Six (6) Sigma)  lean production systems  supply chain management computer-based system for managing operations  approaches to quality management including TQM and ISO standards The marketing concept.
Marketing
8	Introduction to Marketing Management	Marketing defined needs, wants, exchange, transactions, and relationships  Markets  4 P’s of marketing.
9	Market Segmentation, Target and Positioning for Competitive Advantage	Market segmentation; levels of market segmentation evaluating and selecting markets segment  market targeting  Positioning product in the market.
10	Product and Service Strategy	What is a product? The product service continuum levels of product  product classifications  consumer products  industrial products organizations, persons, places and ideas  individual product decision  Product attributes: branding, packaging, labeling, product support services product line decisions  product mix decisions  services marketing  nature and characteristics of a service  marketing strategies for service firms  International product and services marketing.
11	Pricing Products: Pricing Considerations Approaches and Pricing Strategies	General pricing approaches cost-based pricing  value-based pricing and  competition-based pricing  new product pricing strategies  market-skimming pricing  market-penetration pricing  product mix pricing strategies  product-line pricing  optional-product pricing  captive-product pricing  by-product pricing  product bundle pricing  price-adjustment strategies: discount and allowance pricing  segmented pricing  Psychological pricing promotional pricing  geographical pricing  international pricing  price changes  initiating price changes Responding to the price changes.
12	Advertising, Sales promotion and Public Relations	Major decisions in advertising  setting objectives  setting the advertising budget advertising strategy advertising evaluation organizing for advertising international advertising decisions  sales promotion: rapid growth of sales promotion setting sales-promotion objectives  selecting sales-promotion tools  developing the sales-promotion program  Public relations:  Major public relations tools  Major public relations decisions.
13	Distribution Channels and Logistics Management	The nature of distribution channels Why are marketing intermediaries used? Distribution channel functions  number of channel levels  channel behavior and organization  vertical marketing systems  horizontal marketing systems  hybrid marketing systems  physical distribution and logistics management  nature and importance of physical distribution and marketing logistics  goals of the logistics functions  Integrated logistics management.
14	Other Topics in Marketing Management	Marketing research  Internet-based marketing (e.g., B2B, B2C, C2C)  Marketing forecasting  Internal marketing.

 

Advanced Financial Accounting
Serial No:	Topic	Detail
Section-A [30%]
1	Amalgamation, Absorption, Liquidation and Reconstruction	Amalgamation by forming a new company amalgamation by absorption amalgamation by forming a holding company statement of affairs and deficiency or surplus account  liquidator’s final statement of account  reconstruction of companies  Legal aspects of mergers and acquisitions.
2	Company Accounts and Consolidated Financial Statements of Group of Companies	Definition of holding, subsidiary and associated undertaking  preparation of company accounts and consolidated financial statements as per IAS-27.
3	Cash Flow Statement	Preparation of the cash flow statement, including relevant notes for an individual company Every thing should be in accordance with IAS 7. Consolidated cash flow statements.
Section-B [40%]
4	Corporate Financial Analysis	Ratio analysis techniques segment analysis common size analysis and reporting the result limitations of ratio analysis analysis of financial statements and comments on the performance and position of an entity as per IAS .33 Principles of substance in measurement of income & capital in accordance with IAS-1.
5	Accounting for Revaluation and Inflation	Treatment of surplus on revaluation of property plant and equipment under Section 235 of Companies Ordinance 1984  (IAS 16, 29).
6	Accounting for Leases	Definition of leases and their importance Difference between operating and financial leases Accounting for operating and finance leases Definitions Reporting requirements of finance lease in terms of IAS 17 and relevant IFRS.
7	Accounts of Banks and Financial Institutions	Legal provisions and prudential regulations Preparation of accounts and financial statements of banks and financial Institutions.
Section-C [30%]
8	Accounting for Taxation	Treatment of current taxation and deferred taxation  Entries related to corporate tax in accounting records as per IAS-12.
9	Accounting Treatment of Investments and Long Term Liabilities	Short-term and long-term investments  investments in shares; bonds and funds  convertible bonds and debentures  debentures  debentures conversion into shares; redeemable capital Term Finance Certificates (TFCs)  (IAS 21, 28, & 32)
10	Accounting for Construction Contracts	Preparation of contract account (profit and loss account and balance sheet) as per IAS-11.
11	Ethics	The nature of ethics: difference between philosophical and professional approach, concepts of integrity, obligation, independence, public expectations, ethics and the professional: social responsibility, ethics and the law; consequences of unethical behavior to the individual, the profession and society at large; ethics in business.

Operational Cost Accounting
Serial No:	Topic	Detail
Section-A [30%]
1	Joint Products and By-Products	Allocating joint costs to joint products  physical measurement method  relative market method  additional processing cost  approximating market value at the split-off point  accounting for by- products  separate able manufacturing costs for by- products  Case study for joint cost allocation methods product mix and gross profit analysis.
2	Standard Costing	Standard cost  objectives of standard costs  types of standard costs  historical standard  theoretical standard  attainable standard  Revision of standards  Role of MRP and ERP systems in supporting standard costing.   2.1 Direct Materials Direct material standards  establishing quantity standards  establishing price standards  variances related to material standards  Journal entries for mix and yield variances  control and responsibility Disposition of variances.   2.2 Direct Labor Establishing the labor standard for hours and rate  standard cost accounting procedure for labor  variances related to direct labor and their entries in journal ledger  graphical analysis for variances  preparing reports using a range of internal and external benchmarks ;and  interpret the results   2.3 Factory Overheads Manufacturing overhead standards  use of flexible budgets  using the predetermined overhead rate for product costing  calculation and analysis of overhead variances  their recording  Responsibility and disposition of these variances.   2.4 Case-Study: Development of Cost Standards for a Manufacturing      Concern.
Section-B [40%]
3	Budgeting	3.1 Budgeting Profits, Sales, Costs and Expenditures (Advanced         Treatment). Purpose of budget  planning and budgeting relationship  budget preparation process  cash budget  cash break-even  sales budget  profit planning  revenue expenditure budget  capital expenditure budget  master budget  projected balance sheets  calculation and application of measures of performance for investment centers (often .strategic business units. or divisions of larger groups)  Evaluation of projects performance by calculating key matrices including profitability, liquidity and asset turnover ratios  description of the possible purposes of budgets including planning, communication, co-ordination, motivation, authorization, control and evaluation  Evaluation of the impact of budgetary control systems on human behavior   3.2 Budgeting Time Span and Classifications Types of budgets  complete periodic budgets long-range plans  flexible budgeting  zero-based budgeting PERT and CPM  computerized budgeting  bridge between static budget and actual results  activity-based flexible budget  isolation of budget variances and their causes flexible budget variances (comprehensive) overhead variances (in context to budgeting)  variance accounting (in context to budgeting)
4	Gross Profit Analysis	Sales price and volume analysis  Procedure for analyzing gross profit.
5	Uniform Cost Accounting	Designing and installing costing system and cost reports  Case-study for designing and installation of costing system.
Section-C [30%]
6	Cost MIS reports and techniques	6.1 Marginal Costing and Absorption Costing Marginal costing system  absorption costing system Comparison of the two systems and their effect on profit and inventory evaluation. 6.2 Direct Costing Definition and scope  internal and external uses of direct costing  direct costing vs indirect costing  overhead application and variable absorption costing  Effects of other variances  integrated and non-integrated systems Profit identification in contract costing.
7	Process cost accounting, abnormal-losses and Gains	Understanding process cost accounting and treatment of abnormal losses and gains in process costing system.