5th Semester Syllabus
Robotics and Automation
Credits Table
| Course Title | L | T | P | Credits |
|---|---|---|---|---|
| Dynamics of Machinery [162501] | 3 | 0 | 0 | 3 |
| Mechatronics, Robotics & Control [162502] | 3 | 0 | 0 | 3 |
| Instrumentation & Sensors [162503] | 3 | 0 | 0 | 3 |
| Open Elective-I [1005XX] | 3 | 0 | 0 | 3 |
| Professional Practice, Law & Ethics [162504] | 3 | 0 | 0 | 0 |
| Dynamics of Machinery Lab [162501P] | 0 | 0 | 2 | 1 |
| Mechatronics, Robotics & Control Lab [162502P] | 0 | 0 | 2 | 1 |
| Instrumentation & Sensors Lab [162503P] | 0 | 0 | 2 | 1 |
| Internship-II [162505P] | 6 Weeks | 6 | ||
| TOTAL | 21 | |||
Theory Subjects
Lab Subjects
Dynamics of Machinery [162501]
-
Unit 1.0: Force analysis of mechanism
- Dynamics of plane motion of a rigid body
- Dynamically equivalent two mass system
- Correction torque
- Forced in mechanism and machines
-
Unit 2.0: Turning moment diagram
- Fluctuations of crankshaft speed and energy in a direct acting engine mechanism
- Flywheels
-
Unit 3.0: Cams
- Classification of cams and followers
- Types of followers and retardation
- Cam profile and generation of concentric and offset radial cam profiles by graphical method
- Cams with specified contours tangent Cam with roller follower
- Circular arc Cam with flat follower
-
Unit 4.0: Analysis of gyroscopic motion
- Principle of gyroscope
- Gyroscopic couple and gyroscopic reaction couple
- Gyroscopic effects on the movement of ships
- Aeroplanes
- Two wheeled and four wheeled vehicles
- Gyrostabilizers
-
Unit 5.0: Effects of inertia of reciprocating masses on engine
frame
- Unbalanced primary and secondary forces and couples
- Balancing of primary and secondary forces
- Partial balancing of locomotives
- Balancing of multicylinder in line and radial engines
- Direct and reverse cranks methods for balancing of radial engines
-
Unit 6.0: Mechanical vibrations
- Basic concepts degree of freedom
- Types of damping and viscous damping
- Natural free
- Damped free and damped forced vibrations of a single degree of freedom spring mass system
- Reciprocating and rotating unbalance
- Vibration isolation and transmissibility
- Whirling of shaft
- Elementary treatment of two degree of freedom systems torsional vibrations of single rotor and two rotor systems
- Transverse vibration of simply supported beam energy method
- Rayleigh's and Dunkerley method
Text/Reference Books:
- Theory of Machines / S.S Ratan/ Mc. Graw Hill Publ.
- Mechanism and machine theory by Ashok G. Ambedkar, PHI Publications.
- Mechanism and Machine Theory / JS Rao and RV Dukkipati / New Age.
- Theory of Machines / Shiegly/MGH
- Theory of Machines / Thomas Bevan / CBS Publishers
- Theory of machines / Khurmi / S. Chand.
Mechatronics, Robotics and Control [162502]
-
Unit 1.0: Introduction
- Electro-mechanical systems
- Typical applications
- Examples automobiles
- Home appliances
- Medical instruments
- Etc.
-
Unit 2.0: Sensors
- Transduction principles
- Sensitivity
- Accuracy
- Range
- Resolution
- Noise sources
- Sensors for common engineering measurements proximity
- Force
- Velocity
- Temperature
- Etc.
- Signal processing and conditioning
- Selection of sensors
-
Unit 3.0: Actuators
- Pneumatic and hydraulic actuators
- Electric motors including DC
- AC
- BLDC
- Servo and stepper motors
- Solenoids and relays
- Active materials piezoelectric and shape memory alloys
-
Unit 4.0: Machine Controls
- Microprocessors and their architecture
- Memory and peripheral interfacing
- Programming
- Microcontrollers
- Programmable Logic Controllers
- PLC principle and operation
- Analog and digital input/output Unit-s
- Memory Unit-
- Timers
- Internal relays
- Counters and data handling
- Industrial automation systems
- Basic PLC programming
- Industry kits (Arduino, Raspberry Pi, Etc.)
-
Unit 5.0: Robotics
- Robot configurations: serial and parallel
- Denavit-Hartenberg parameters
- Manipulators kinematics
- Rotation matrix
- Homogenous transformation matrix
- Direct and inverse Kinematics for robot position and orientation
- Workspace estimation and path planning
- Robot vision
- Motion tracking
- Robot programming and control
- Industrial robots - Pick and place robots
- Sorting
- Assembly
- Welding
- Inspection
- Etc.
-
Unit 6.0: Control Theory and Systems
- Basic control concepts
- Feedback
- Open and closed loop control
- Concept of block diagrams
- P
- PI and PID controllers
- Tuning the gain of controllers
- System models
- Transfer functions
- System response
- Frequency response
- Root Locus method and Bode plots
-
Computational Tools
- Demonstration and projects using simulation software (e.g., MATLAB, Scilab, ROBODK) for control systems and robotics.
Text/Reference Books:
- W. Bolton, "Mechatronics," Addison Wesley Longman, 2010.
- J. J. Craig, Introduction to Robotics Mechanics and Control, Addison Wesley, 1999.
- G.K. McMillan, "Process/Industrial Instruments and Controls Handbook," McGraw-Hill, 1999.
- S. Mukherjee, "Essentials of Robotics Process Automation", Khanna Book Publishing, 2021.
Instrumentation & Sensors [162503]
-
Unit 1.0: Measurement Systems
- Introduction
- Significance of measurement
- Block diagram of measurement system
- Methods of measurements
- Elements and their functions of measurement systems
- And applications
-
Unit 2.0: Characteristics of measurement systems-static and
dynamic
- Static characteristics- accuracy
- Precision
- Sensitivity
- Reproducibility
- Drift
- Static error
- Dead zone
- Linearity
- Resolution
- Hysteresis
- Loading effects
- Dynamic characteristics- Speed of response
- Measuring lag
- Fidelity
- Dynamic error
- Calibration
-
Unit 3.0: Errors in Measurement and their Statistical
Analysis
- Types of Error- Gross
- Systematic (Instrumental, Environmental, Observational error)
- And random error
- Statistical treatment of data measurement tests
- Histogram
- Arithmetic mean
- Dispersion measurement
- Range
- Deviation
- Average deviation
- Standard deviation
- Variance
- Noise
- Signal to noise ratio
-
Unit 4.0: Thermal Sensors
- Temperature sensors
- Thermo-resistive sensors- Resistance Temperature Detectors
- Thermistor
- Thermoelectric sensors- Thermocouple
- Electric Sensors- Capacitive position
- Proximity
- And displacement sensors
- LVDT
-
Unit 5.0: Force, Pressure, Humidity, and Moisture
Sensors
- Force sensor- Strain gauge
- Semiconductor strain gauge
- Strain gauge accelerometers
- Pressure sensors- Mechanical pressure sensors
- Piezoresistive pressure sensor
- Capacitive pressure sensor
- Resistive humidity sensor
- Capacitive moisture sensors
- Thermal conduction moisture sensors
-
Unit 6.0: MEMS and Smart sensors and Actuators
- Introduction
- MEMS sensors
- MEMS actuators
- Applications
- Nano sensors and actuators
- Smart sensors and actuators
- Light dependent resistor
- Wireless sensors and actuators and issues associated with their use
- RFIDs and embedded sensors
Text/Reference Books:
- A.K. Sawhney: "A Course in Electrical and Electronic Measurements and Instrumentation", 18th Edition, Dhanpat Rai Publications, 2001.
- Nathan Ida, "Sensors, Actuators and Their Interfaces, A multidisciplinary introduction", 2nd Edition, IET Publication.
- Subhash Chanda Mukhopadhyay, "Intelligent Sensing, Instrumentation and Measurements," Springern Publication.
- Sanjay N. Talbar, Akhilesh R. Upadhyay, Instrumentation and Measurement, Dhanpat Rai Publishing Company. Third Edition 2004.
- Process Control Instrumentation Technology, Curtis D. Johnson, PHI
- A Hands-On Course in Sensors Using the Arduino and Raspberry Pi, Volker Zeimann, CRC Pres
Professional Practice, Law & Ethics [162504]
-
Unit 1.0: Professional Practice
- Respective roles of various stakeholders: Government (constituting regulatory bodies and standardization organizations, prescribing norms to ensure safety of the citizens)
- Standardization Bodies (ex. BIS, IRC) (formulating standards of practice)
- Professional bodies (ex. Institution of Engineers (India), Indian Roads Congress, IIA/ COA, ECI, Local Bodies/ Planning Authorities) (certifying professionals and offering platforms for interaction)
- Clients/ owners (role governed by contracts)
- Developers (role governed by regulations such as RERA)
- Consultants (role governed by bodies such as CEAI)
- Contractors (role governed by contracts and regulatory Acts and Standards)
- Manufacturers/Vendors/ Service agencies (role governed by contracts and regulatory Acts and Standards)
-
Unit 2.0: Professional Ethics
- Definition of Ethics
- Professional Ethics
- Business Ethics
- Corporate Ethics
- Engineering Ethics
- Personal Ethics
- Code of Ethics as defined in the website of Institution of Engineers (India)
- Profession
- Professionalism
- Professional Responsibility
- Professional Ethics
- Conflict of Interest
- Gift Vs Bribery
- Environmental breaches
- Negligence
- Deficiencies in state-of-the-art
- Vigil Mechanism
- Whistleblowing
- Protected disclosures
-
Unit 3.0: General Principles of Contracts Management
- Indian Contract Act, 1972 and amendments covering General principles of contracting
- Contract Formation & Law
- Privacy of contract
- Various types of contract and their features
- Valid & Voidable Contracts
- Prime and sub- contracts
- Joint Ventures & Consortium
- Complex contract terminology
- Tenders
- Request For Proposals
- Bids & Proposals
- Bid Evaluation
- Contract Conditions & Specifications
- Critical "Red Flag" conditions
- Contract award & Notice To Proceed
- Variations & Changes in Contracts
- Differing site conditions
- Cost escalation
- Delays
- Suspensions & Terminations
- Time extensions & Force Majeure
- Delay Analysis
- Liquidated damages & Penalties
- Insurance & Taxation
- Performance and Excusable Non-performance
- Contract documentation
- Contract Notices
- Wrong practices in contracting (Bid shopping, Bid fixing, Cartels)
- Reverse auction
- Case Studies
- Build-Own-Operate & variations
- Public- Private Partnerships
- International Commercial Terms
-
Unit 4.0: Arbitration, Conciliation and ADR (Alternative Dispute
Resolution) system
- Arbitration meaning
- Scope and types - distinction between laws of 1940 and 1996
- UNCITRAL model law Arbitration and expert determination
- Extent of judicial intervention
- International commercial arbitration
- Arbitration agreements - essential and kinds
- Validity
- Reference and interim measures by court
- Arbitration tribunal appointment
- Challenge
- Jurisdiction of arbitral tribunal
- Powers
- Grounds of challenge
- Procedure and court assistance
- Award including Form and content
- Grounds for setting aside an award
- Enforcement
- Appeal and Revision
- Enforcement of foreign awards New York and Geneva Convention Awards
- Distinction between conciliation
- Negotiation
- Mediation and arbitration
- Confidentiality
- Resort to judicial proceedings
- Costs
- Dispute Resolution Boards
- Lok Adalats
-
Unit 5.0: Engagement of Labour and Labour & other
construction-related Laws
- Role of Labour in Civil Engineering
- Methods of engaging labour- on rolls
- Labour sub-contract
- Piece rate work
- Industrial Disputes Act, 1947
- Collective bargaining
- Industrial Employment ( Standing Orders) Act, 1946
- Workmen's Compensation Act, 1923
- Building & Other Construction Workers (regulation of employment and conditions of service) Act (1996) and Rules (1998)
- RERA Act 2017
- NBC 2017
-
Unit 6.0: Law relating to Intellectual property
- Introduction - meaning of intellectual property
- Main forms of IP
- Copyright
- Trademarks
- Patents and Designs
- Secrets
- Law relating to Copyright in India including Historical evolution of Copy Rights Act, 1957
- Meaning of copyright computer programs
- Ownership of copyrights and assignment
- Criteria of infringement
- Piracy in Internet - Remedies and procedures in India
- Law relating to Patents under Patents Act, 1970 including Concept and historical perspective of patents law in India
- Patentable inventions with special reference to biotechnology products
- Patent protection for computer programs
- Process of obtaining patent application
- Examination
- Opposition and sealing of patents
- Patent cooperation treaty and grounds for opposition
- Rights and obligations of patentee
- Duration of patents law and policy considerations
- Infringement and related remedies
Text/Reference Books:
- B.S. Patil, Legal Aspects of Building and Engineering Contracts, 1974.
- The National Building Code, BIS, 2017
- RERA Act, 2017
- Meena Rao (2006), Fundamental concepts in Law of Contract, 3rd Edn. Professional Offset
- Neelima Chandiramani (2000), The Law of Contract: An Outline, 2nd Edn. Avinash Publications Mumbai
- Avtarsingh (2002), Law of Contract, Eastern Book Co.
- Dutt (1994), Indian Contract Act, Eastern Law House
- Anson W.R. (1979), Law of Contract, Oxford University Press
- Kwatra G.K. (2005), The Arbitration & Conciliation of Law in India with case law on UNCITRAL Model Law on Arbitration, Indian Council of Arbitration
- Wadhera (2004), Intellectual Property Rights, Universal Law Publishing Co.
- T. Ramappa (2010), Intellectual Property Rights Law in India, Asia Law House
- Bare text (2005), Right to Information Act
- O.P. Malhotra, Law of Industrial Disputes, N.M. Tripathi Publishers
- K.M. Desai (1946), The Industrial Employment (Standing Orders) Act
- Rustamji R.F., Introduction to the Law of Industrial Disputes, Asia Publishing House
- Vee, Charles & Skitmore, Martin (2003) Professional Ethics in the Construction Industry, Engineering Construction and Architectural management, Vol.10, Iss2,pp 117-127, MCB UP Ltd
- American Society of Civil Engineers (2011) ASCE Code of Ethics - Principles Study and Application
- Ethics in Engineering- M.W.Martin& R.Schinzinger, McGraw-Hill
- Engineering Ethics, National Institute for Engineering Ethics, USA
Dynamics of Machinery Lab [162501P]
Perform all experiments:
- Determination of inertia forces
- Piston effort
- And turning moment for a given crank speed
- Experimental/graphical evaluation of correction torque for uniform speed operation
- Construction of turning moment diagram and calculation of flywheel energy fluctuations
- Determination of moment of inertia of a flywheel and coefficient of fluctuation of speed
- Construction of cam profiles for different follower motions (SHM, Uniform velocity, Uniform acceleration)
- Graphical construction of cams with specified contours (roller follower, Flat-faced follower)
- Determination of gyroscopic couple and verification of gyroscopic principles
- Static and dynamic balancing of rotating masses using balancing apparatus
- Study of primary and secondary unbalanced forces in single-cylinder or multi- cylinder engines
- Determination of natural frequency
- Damping factor
- And transmissibility for free and forced vibrations
Mechatronics, Robotics & Control Lab [162502P]
Perform any 10 Experiments:
- Assembly language programming of 8085: Addition, Subtraction, Multiplication, Division, Sorting, Code Conversion
- Stepper motor interface
- Traffic light interface
- Speed control of DC motor
- Study of various types of transducers
- Study of hydraulic
- Pneumatic
- And electro-pneumatic circuits
- Modelling and analysis basic hydraulic
- Pneumatic
- And electrical circuits using software
- Study of PLC and its applications
- Study of image processing
- Robot Programming and Path Planning
- Microcontroller Programming Using Arduino / Similar Kits
- Robot Kinematics Experiment
- Control System Analysis and PID Control
- Characteristics and Calibration of Sensors
Instrumentation & Sensors Lab [162503P]
Perform any 10 Experiments:
- Study of Generalized Measurement System
- Calibration of Measuring Instruments
- Evaluation of Static Characteristics of Sensors
- Dynamic Response of First-Order Measurement System
- Error Analysis and Statistical Treatment of Measurement Data
- Measurement of Temperature Using RTD
- Measurement of Temperature Using Thermistor
- Measurement of Temperature Using Thermocouple
- Displacement Measurement Using LVDT
- Measurement of Force Using Strain Gauge
- Measurement of Pressure Using Piezoresistive Sensor
- Measurement of Humidity Using Resistive / Capacitive Sensor
- Study of MEMS Sensors and Actuators
- Study of Smart Sensors and Wireless Sensor Systems
Internship-II [162505P]
Internship details to be provided by the department (6 Weeks).
Open Elective: Principle of Entrepreneurship [100521]
-
Unit 1.0: Introduction to Entrepreneurship
- Definition of Entrepreneur Entrepreneurial Traits
- Entrepreneur vs Manager
- Creating and starting the venture: sources of new ideas
- Method of generating ideas
- Creative problem solving - writing business plan
- Evaluating business plans
- Launching formalities
-
Unit 2.0: Generating and Evaluating New Venture Ideas
- Sources of New Ideas
- Identifying market needs
- Technological advancements
- Emerging trends
- Methods of Generating Ideas: Brainstorming
- Mind mapping
- SWOT analysis
- Design thinking
- Creative Problem Solving: Techniques for overcoming challenges and developing innovative solutions
- Opportunity Evaluation: Market analysis
- Competitive analysis
- Feasibility studies
- Writing a Business Plan: Purpose
- Structure
- Key sections (executive summary, market analysis, financial projections, management team)
-
Unit 3.0: Financing and managing the new ventures
- Sources of capital
- Record keeping
- Recruitment
- Motivating and leading teams
- Financial controls
- Marketing and sales controls
- E commerce and Entrepreneurship
- Internet advertising - new venture expansion strategies and issues
-
Unit 4.0: Industrial Financial Support
- Schemes and functions of directorate of industries
- District industries center (DICs) Industrial development corporation (IDC)
- State Financial corporation (SFCs)
- Small scale industries development corporation (SSIDCs) Khadi and village industries commission (KVIC) Technical Consultancy organization (TCO)
- Small industries service institute (SISI)
- National small industries corporation (NSIC)
- Small industries development bank of India (SIDBI)
-
Unit 5.0: Production and marketing management
- Thrust areas of production management
- Selection of production techniques
- Plant utilization and maintenance
- Designing the work place
- Inventory control
- Material handling and quality control
- Marketing functions
- Market segmentation market research and channels of distribution
- Sales promotion and product pricing
-
Unit 6.0: Labour legislation
- Salient provision of health
- Safety
- And welfare under Indian Factories Act
- Industrial dispute act
- Employees state insurance act
- Workmen's compensation act and payment of bonus act
Text/Reference Books:
- Robert Hisrich, & Michael Peters: Entrepreneurship, TMH, 2009.
- Dollinger: Entrepreneurship, Pearson, 2009.
- Vasant Desai, Dynamics of Entrepreneurial Management, Himalaya Publishing House, 2009.
- Harvard Business Review on Entrepreneurship, HBR Paper Back.
- Robert J. Calvin: Entrepreneurial Management, TMH, 2009.
- Gurmeet Naroola: The entrepreneurial Connection, TMH, 2009.
- Bolton & Thompson: Entrepreneurs-Talent, Temperament and Techniques, Butterworth Heinemann, 2009.
- Agarwal: Indian Economy, Wishwa Prakashan 2009.
- Dutt & Sundaram: Indian Economy, S. Chand, 2009.
- B D Singh.: Industrial Relations & Labour Laws, Excel, 2009.
- Aruna Kaulgud: Entrepreneurship Management by, Vikas publishing house, 2009.
Open Elective: Internet of Things [100522]
-
Unit 1.0: Introduction to IoT
- Basics of IoT and its building blocks
- Concept of IR 4.0 and IoT
- Structure and planning involved for making an IoT project
- Introducing IoT platforms
- Development boards used in IoT Projects
-
Unit 2.0: Sensors
- Communication protocols used in IoT
- Sensors and Actuators
- Choosing the sensors and develop the boards depending on the requirements
- Creating custom sensors and boards (digital and analog electronics circuits)
- Introducing Embedded Systems
-
Unit 3.0: Raspberry Pi
- Introducing Raspberry pi
- Setting up a Raspberry pi as our customized IoT server
- Introducing ESP boards ESP8266/ESP32
- Embedded C programming language
-
Unit 4.0: Arduino
- Arduino IDE
- Setting up Arduino IDE to program other boards
-
Unit 5.0: IoT Web Applications
- Introducing Python Programming
- Development of IoT web applications
- Flask framework in Python programming
- HTML
- CSS and JavaScript programming languages for creating interactive GUIs
- Introducing APIs and how to use them in the applications
-
Unit 6.0: IoT Security
- Security policies
- Risk assessment
- Concept of Cyber-security
- Authentication techniques used in web applications
- Authorization techniques used in web applications
- Security in cloud computing
- Securing your products from online attacks
Text/Reference Books:
- IoT Fundamentals: Networking Technologies, Protocols, and Use Cases for the Internet of Things David Hanes, Gonzalo Salgueiro, Patrick Grossetete, Robert Barton, Jerome Henry, First Edition, Cisco Press, 2017, ISBN-13 978-1587144561.
- Designing the Internet of Things, Adrian Mcewen, Hakin Cassimally First Edition, Wiley, 2013, ISBN-13 978-1118430620.
- Internet of Things: Architecture and Design Principles, Raj Kamal First Edition, McGraw Hill Education, 2017. ISBN-13 97-89390727384.
- Mastering Internet of Things: Design and create your own IoT applications using Raspberry Pi 3, Peter Waher, First Edition, Packt Publishing, 2018, ISSBN-13 978- 1788397483.
- IoT Security Madhusanka Liyanage, An Braeken, Pardeep Kumar, Mika Ylianttila, Wiley Publisher, First Edition, ISBN: 9781119527923.
Open Elective: Green Energy Technologies [100523]
-
Unit 1.0: Solar Energy Technology
- Solar energy- history
- Sun light- properties
- Solar cell physics
- Dark and illuminate junctions characteristics
- PV cell architecture and fabrication
- PV cell- PV Unit- and Array- characteristics
- Estimation of solar panel requirement for the given application
- Tilt angle calculation
- Algorithm for maximum power point tracking
-
Unit 2.0: Solar Thermal Energy Technology
- Concentrating and non- Concentrating Solar thermal Collectors
- Black bodies and radiation
- Inclined surfaces and diffuse radiation Models
- Absorber
- Reflection plates
- And operation
- Collector Efficiency
- Solar collector efficiency Factor
-
Unit 3.0: Wind Energy Technology
- Wind energy
- Current status and future prospects in India
- Wind resource assessment
- Wind Turbines: types and components of horizontal and vertical axis wind turbines
- Power extracted from wind
- Betz limit
- Airfoil
- Lift and drag force-characteristics
- Stand-alone systems
- Wind pumps and small wind turbine - schemes and system design
-
Unit 4.0: Fuel Cell
- Operating principle of fuel cell
- Types of fuel cell and polarization curves
- Low and high temperature fuel cells
- Fuel cell stacks
- Advantage of electrochemical energy Conversion
-
Unit 5.0: Hydrogen Energy Technology
- Hydrogen energy System- components
- Concepts and working principles of electrolysers
- Methodologies of hydrogen energy extraction process
- Monitoring
- And control
-
Unit 6.0: Ocean Energy Technologies
- Ocean Energy: Introduction and types
- Tidal Energy: General Arrangement
- Components and working principle
- Wave Energy: General Arrangement
- Components and working principle
- Marine Current: General Arrangement
- Components and working principle
- Ocean Thermal Energy Conversion: General Arrangement
- Components and working principle
Text/Reference Books:
- Solar Photovoltaics: Fundamentals, Technologies and Applications, Chetan singh solanki, PHI Learning Pvt. Ltd., May 2015, ISBN: 8120337603, 9788120337602.
- Solar Thermal Energy Author: Soteris A. Kalogirou, Editor: Spiros Alexopoulos Springer, March 2022, ISBN 978-1-0716-1421-1.
- Wind Power Plants and Project Development Joshua Earnest and Tore Wizelius, Second Edition, PHI Learning Pvt. Ltd., New Delhi, 2017, ISBN: 9788120351271, 8120351274.
- Renewable Hydrogen Technologies Edited by: Luis M Gandia, GurutzeArzamedi, Pedro M Dieguez Energy and Power, Elseveir, 1st Edition May 3, 2013, ISBN, 044456361X, 9780444563613.
- Ocean, Tidal, and Wave Energy, Peppas, Lynn Crabtree Pub Co, 2008, ISBN-10. 0778729338.
Open Elective: Sales and Marketing [100524]
-
Unit 1.0: Introduction to Sales and Marketing
- What is Marketing? Definition
- Importance
- And evolution of marketing concepts
- What is Sales? Definition
- Role of sales in a business
- And the relationship between sales and marketing
- Marketing Mix (4Ps): Product
- Price
- Place (Distribution)
- And Promotion
- Consumer Behavior: Understanding consumer motivations
- Buying decisions
- And factors influencing purchasing
-
Unit 2.0: Market Analysis and Strategy
- Market Segmentation
- Targeting
- And Positioning (STP): Identifying target markets
- Developing positioning strategies
- Market Research: Understanding the purpose of market research
- Types of research methods
- And data analysis
- Competitive Analysis: Identifying competitors
- Analyzing their strengths and weaknesses
- And developing competitive strategies
- Strategic Marketing Planning: Developing marketing plans
- Setting objectives
- And measuring performance
-
Unit 3.0: Sales Management and Techniques
- Sales Processes and Strategies: Understanding different sales strategies
- Lead generation
- And sales techniques
- Sales Force Management: Recruiting
- Training
- Motivating
- And managing sales personnel
- Customer Relationship Management (CRM): Understanding the importance of CRM
- Managing customer interactions
- And building strong relationships
- Sales Communication and Negotiation: Developing effective communication skills
- Negotiation techniques
- And closing sales
-
Unit 4.0: Marketing Communication and Promotion
- Advertising: Understanding different advertising media
- Campaign planning
- And media buying
- Sales Promotion: Understanding different types of sales promotions
- Couponing
- And loyalty programs
- Public Relations (PR): Building positive relationships with the public
- Media relations
- And crisis communication
- Digital Marketing: Understanding online marketing channels
- Social media marketing
- SEO
- And email marketing
-
Unit 5.0: Product and Brand Management
- Developing and managing product lines
- Branding strategies
- And brand equity
- Pricing Strategies: Understanding different pricing methods
- Pricing objectives
- And pricing policies
-
Unit 6.0: Distribution Channels
- Understanding different distribution channels
- Logistics
- And supply chain management
- Ethics in Sales and Marketing: Understanding ethical issues in sales and marketing
- And responsible marketing practices
Text/Reference Books:
- K.S. Chandrasekar, MARKETING MANAGEMENT TEXT AND CASES, Tata McGraw-Hill Publication, New Delhi. 2010
- Govindarajan, MARKETING MANAGEMENT CONCEPTS, CASES, CHHALLENGES AND TRENDS, Prentice Hall of India, New DelhI. 2009
- Philip Kotler, MARKETING MANAGEMENT- ANALYSIS PLANNING AND CONTROL, Prentice Hall of India, New Delhi,
- Ramaswamy. V S & Namakumari. S, MARKETING MANAGEMENT-PLANNING IMPLEMENTATION AND CONTROL, Macmillan Business Books, New Delihi, 2002,
- Balaram Dogra & Karminder Ghuman, RURAL MARKETING: CONCEPT & CASES, Tata McGraw-Hill Publishing Company, New Delhi, 2008
- Ravi Shanker, SERVICES MARKETING: THE INDIAN PERSPECTIVE, Excel Books, New Delhi, 2008