SCHOOL OF MANAGEMENT STUDIES

JAWAHARLAL NEHRU TECHNOLOGICAL UNIVERSITY

HYDERABAD

KUKATPALLY, HYDERABAD 500085.

MDP DIRECTOR

Dr. A.R.Aryasri Dire tor, “M“, JNTUH.

MANAGEMENT DEVELOPMENT PROGRAM

Developing Skills for

COMMERCIAL MANAGERS

June 5 & 6, 2014

Organized by

SCHOOL OF MANAGEMENT STUDIES

JNTUH, Hyderabad

D . A.R.A as i has th ee de ades of e pe i-e e i tea hi g, t ai i g, esea h a d o suli g. He has pu -lished te t ooks pu lished M G a -Hill fo B.Te h P o-g a es of JNTU a d A a U i e sit , Ta il adu. He has guided

PhD’s. He has esea h pape s pu lished i aio al a d i te aio al jou als/ o fe e es. He has e ei ed est tea he a a d f o go e e t of A dh a P adesh i the ea 8.

What are Co er ial “kills?

Co e ial skills dete i e the su ess of a o ga iza-io i espe i e its atu e a d size. Co e ial skills a e esse ial to ha dle dife e t fu io s su h as p o-u e e t, o t a t a age e t, o de e e uio a d usto e se i e. These o e uliple dis ipli es i -ol i g egoiaio s skills, k o ledge of o e ial

te s a d do u e taio , legal a d egulato p o i-sio s to e o plied ith. It also o e s the issues e-lai g to ta es a d p o ess fo a aili g i e i es a d

e eits ofe ed the go e e t.

Need for this Progra

E e p ofessio al o ki g i o e ial / usi ess o ga izaio s, hethe la ge o s all e ui es o e -ial o ie taio . But this is a el t eated as spe ialized

dis ipli e. T ai i g i this a eas a e o e ed i dife e t p og a s. To o e this gap, S hool of Ma age e t Studies JNTU H de a ad has desig ed a o p ehe si e p og a pla i g these skills i o e pa kage.

Progra O je i es

Good o e ial pe fo a e is esse ial i i es of st i ge t o peiio , i a ial o st ai ts a d i eas-i g de a d fo usto izaio oupled ith ost edu -io . This eeds i o ai e ess, deepe k o ledge a d high o de skills at e e step.

The p og a ai s to

p o ide a deepe u de sta di g of the o e ial fu io s i a o ga izaio a d the d i e s of p oit fo a hie i g o e ial su ess. e uip the pa i ipa ts ith egoiaio skill fo a i i g at i - i situaio . de elop g eate u de sta di g of o e ial te s, appli a le ta es, elated do u e ts a d thei i pa t o usi ess ope aio s. Ofe s k o ledge of esse ial legal a d egulato o -plia es eeded i su essful u i g of usi ess.

Who ill e e eited y this progra ?

Ma age s a d e e ui es, espo si le fo o e ial fu io s i the a eas of p o u e e t, sto es, ope aio s, sales, a ou ts, a h ad i ist aio s a d Logisi s

o ki g at fa to ies, o po ate oi es o etail outlets. It ill e a good de elop e t p og a fo the e t le el

people a d ju io e e ui es. Ve ue: “ hool of Ma age e t “tudies , JNTUH , Kukatpally, Hydera ad

Registraio Fee: Rs , pe pe so . Guest house a -o odaio , if e ui ed a e a a ged o e uest,

a d the sa e shall e paid the pa i ipa t. The fee o e s Tea/Cofee a d is uits du i g eaks , o ki g

lu h du i g lu h eak a d ou se ate ial. Last Date for registraio : May

Mode of Pay e t : Pa e t should e ade Che ue/ De a d D at i fa o of “e i ar Coordi ator, “M“, JNTUH , paya le at Hydera ad.

Cerii ate of Pari ipaio : Pa i ipa ts ill e gi e e -ii ate of pa i ipaio at the e d of the p og a

Fa ulty: Well e pe ie ed fa ult ill e d a f o lead-i g o e ial o ga izaio s i i dust , i addiio to e pe t a ade i ia s Pedagogy: Class oo dis ussio s a ked e e ises a d ase studies ill p o ide a si ulai e lea i g e pe i-e e

For further details o ta t, MDP Dire tor : D . A R A as i, Di e to , SMS, Ph.: 8 8 8

E ail ID: s sdi @j tuh.a .i

Program Schedule:

Day Session Topic

Day I

Registration and inauguration

1 Understanding commercial functions End to end commercial processes Management of material and manufacturing resources Identifying and arresting wastages Nurturing commercial relationships

Tea/ Coffee Break

2 Developing Negotiation Skills: Defining goals of negotiation Identifying areas of common interest and expanding them Empathizing to identify real issues and finding solution Standing the ground and closing the issue

Lunch Break

3 Understanding Commercial Terms and their implications Salient Commercial terms Documents related to billing, dispatch, payment realization,

export benefits and risk management

Tea/ Coffee Break

4 Understanding drivers of Profit, Measuring and Managing Com-mercial Performance

Factors affecting revenue and costs Metrics for commercial performance

Day II

5 Understanding Taxes and Levies: Taxes and levies to be handled by commercial manager

Concepts of GST Compliance with tax regulations

Tea/ Coffee Break

6 Legal and Regulatory Compliance Factories Act Workman’s compensation and payment of wages. ESI. PF. Contract labor Right to information Act Consumer Protection Act

Lunch

7 Understanding and Mitigating the Risk. Identifying, analyzing, evaluating and communicating the risk Risk Mitigation

Tea/ Coffee Break

8 Case study and discussion Wrap up: Putting all things together

Concluding session

Valedictory

Feedback and suggestions for improvements (to the participants and from the participants.) Distribution of Certificates to participants