1. Summer
Training
Handbook 2012
A practical Guide to Summer Training for MBA students of Lovely
Professional University
Vivek Chaturvedi

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Acknowledgements
I am grateful to Dr Sanjay Modi, Sr Dean, Lovely Faculty of Business and Applied Arts (LFBAA), who is the
inspiration behind this book, Dr Bhavana Adhikari, Associate Dean, School of Management, for her
unrelenting support, Dr. Girish Taneja, Head of Department (D-1) and Dr. Sandeep Vij, , Head of
Department (D-2) from School of Business, for this sagacious advice and inputs, Mr Suresh Kashyap,
HOD, School of Management, for being a constant source of motivation.
I am grateful to all faculty members at LFBAA 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)
17.03.2012

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Preface
This 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 their summer 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................................................................................................7
Code of Conduct..........................................................................................................................................8
Marketing....................................................................................................................................................8
Survey on preferences for insurance companies with special reference to a particular player...............8
ICC World Cup – Effect on the promotions of various products .............................................................8
Impact of price on the buying behavior..................................................................................................9
Market Survey for a new product launch................................................................................................9
Pull Effect in Insurance Sale.....................................................................................................................9
Effect of Packaging on sales of consumer products ................................................................................9
Marketing Communication needs of Oligopoly Companies.....................................................................9
Consumer perception about the company/product/organization.........................................................10
Trend analysis of sales during different times of years..........................................................................10
Effectiveness of Integrated Marketing Plan of the company.................................................................10
Market positioning of the products.......................................................................................................10
Finance .....................................................................................................................................................10
Working capital management at the organization................................................................................10
Project financing....................................................................................................................................11
Ratio analysis to know the financial position of company*...................................................................11
Budgetary control techniques used by the organization.......................................................................11
Inventory control techniques used by the company..............................................................................11
Cash Conversion cycles and its Impact on the profitability....................................................................12
Receivables management techniques used by the company................................................................12
Capital budgeting techniques used by the companies...........................................................................12
Cost reduction techniques used by the company and their effectiveness.............................................12
NPA’s and growing scope of Securitization............................................................................................13
Risk Management in Life Insurance.......................................................................................................13
Risk Management in General Insurance................................................................................................13
Risk Management in Banking.................................................................................................................13

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A study on banking procedures.............................................................................................................13
Comparative study of loan procedures followed by banks....................................................................13
Portfolio Management..........................................................................................................................13
Hospital and Health Management ............................................................................................................13
Study on Patient Satisfaction.................................................................................................................13
Gap Analysis...........................................................................................................................................14
TAT of Laboratory Procedures ..............................................................................................................14
Patient Flow in OPD...............................................................................................................................14
Comparative Study with NABH standards .............................................................................................14
Medical Audit ........................................................................................................................................14
Materials and Store Management ........................................................................................................14
Urinary Catheterization Infection .........................................................................................................15
Design and Facilities in the Emergency Casualty Department ..............................................................15
Medical Billing Department ..................................................................................................................15
Human Resource Management ................................................................................................................15
Recruitment & Selection process..........................................................................................................15
Training and Development process.......................................................................................................15
Impact of remuneration on Motivation.................................................................................................16
Impact of recession on HR policies........................................................................................................16
Change management.............................................................................................................................16
Talent management...............................................................................................................................16
Competency Mapping of particular organization..................................................................................16
Work life balance...................................................................................................................................17
Performance management system........................................................................................................17
Information Technology ...........................................................................................................................17
Study of Supply Chain Management System of an IT Organization.......................................................17
E-business and its role in inventory management.................................................................................17
Total quality management for IT Industry.............................................................................................17
Brand positioning and advertising of IT Products..................................................................................17
Impact of Budget and Schedule Pressure on Software Development Cycle Time and Effort.................18
Consumer buying behavior of e-marketed IT products.........................................................................18
Implementation of cyber law in IT Organization....................................................................................18

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Retail Management ..................................................................................................................................18
Study of effectiveness of merchandise availability and consumer shopping behavior..........................18
Staffing management and flexi timing implemented in Retail stores....................................................18
Materials handling equipment used for cost reduction on shop floor/warehouse...............................18
Retail stores and degree of automation used for competitive advantage.............................................18
Retail stores’ warehouse management.................................................................................................19
Study of Retail location and layout .......................................................................................................19
Customer relationship management ....................................................................................................19
Visual merchandising and atmospherics ...............................................................................................19
Security measures for reducing the store’s theft...................................................................................19
International Business ..............................................................................................................................19
Export import policies of the company .................................................................................................19
Business Unit Strategies.........................................................................................................................19
Market segmentation strategies............................................................................................................20
Transfer pricing techniques followed by company................................................................................20
Management Compensation.................................................................................................................20
Financing of Projects of the companies.................................................................................................20
The activities of the various departments ................................................................................................20
Accounts/ Finance Department ............................................................................................................20
Human Resource ...................................................................................................................................22
Marketing & Sales .................................................................................................................................22
ANNEXURE I - Evaluation Parameters........................................................................................................23
COURSE EVALUATION :......................................................................................................................24
MODEL 1 – Research project components ETE......................................................................................25
MODEL 2– Sale project components ETE..............................................................................................25
MODEL 3– Community Development Project ETE ................................................................................26
Annexure III- Important deadlines.............................................................................................................28
ANNEXURE IV- Project Topic Performa......................................................................................................30
ANNEXURE VI - Feedback on fortnightly report by faculty guide (for faculty only)...................................33
ANNEXURE VIII- Attendance Sheet............................................................................................................35
ANNEXURE IX - Guidelines for Summer Training Report............................................................................37

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Annexure X – References ..........................................................................................................................39
Professional Goals during
Summer Training
The 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.

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1. To undertake a meaningful project 7. Assure that all actions and behaviors
2. To work hard and show initiative to win promote the favorable image of the
confidence organization.
3. Work hard to get PPO(Pre-Placement
8. Not taking action which disrupts the
Offer)
normal functioning.
4. Aim at maximizing learning.
5. Building relations with peers to
thoroughly understand the strengths Marketing
and weaknesses of system’s policies
and procedures. Survey on preferences for
6. Understand systems, procedures and insurance companies with special
policies. reference to a particular player
7. Discuss doubts and see, if, you can make Insurance is considered one of the most
suggestions. difficult products to sell. The sale is mostly
8. Try to relate the practice to theory and push sales, driven by the sales agent/
find out reasons for difference between employee. However, the companies spent a
theory and practice lot of money on advertisement and
promotions. The student has to identify the
key factors driving the sales and should try
Code of Conduct to come up with some ideal Integrated
The students should observe the following
Marketing Campaign design for the
guidelines while their summer training.
product.
1. Adhere to a formal dress code.
The focus has to be on customer interaction
2. Be punctual in attendance. and knowing the actual challenges involved
in making the deal happen.
3. Avail leave only if authorized by the
project head. ICC World Cup – Effect on the
promotions of various products1
4. Adhere to organization’s policies and
A cricket world cup has always captured the
rules.
attention of marketers and consumers
5. Use appropriate professional language alike. A lot of research and studies have
in communication at workplace. been done on this topic. Most of these
pertain to the large companies. However,
6. Avoid any conduct that may cause this is a gala event which affect business at
embarrassment or disrepute to the all levels.
organization.
1
This topic can be used by more than one student,
varying it as per the company/product in question.

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The students have to study the impact of Pull Effect in Insurance Sale
the world cup on the business and the sales Within an increase in the private sector jobs
of the company the student is doing the urban consumer has started looking for
internship with. insurance covers to reduce any and all types
of risk. At the same time, the individual
Impact of price on the buying
does not entertain the calls of the insurance
behavior sales agents. This dichotomy creates the
Pricing has a lot of affect on the buying
need to analyze the key factors affecting
behavior of individuals. This is reflected in
the sales and find out the scope of
the price discounts offered by the
generating pull effect in insurance sales.
producers and also the convenient pricing
(multiples of 5, 10). The topic requires the The student has to find out the effect of
students to study the effect of the printed marketing communication – in terms of
price (MRP) on the buying behavior of the brand recall, in the decision making process
customer. of the individual.
After the study the student can suggest Effect of Packaging on sales of
some modifications in the price quantity consumer products3
combination in order to maximize the There are a lot of products in market which
revenue of the product in question. are purchased on impulse or are small
ticket buys: bottled water, chips, soaps,
Market Survey for a new product
eatables etc. in the case of such products
launch2 the packaging plays an important role. This
In an ever prospering middle class there is a
study should focus on the role of packaging
perpetual need to new products and
in the sales of the product in question.
product categories. Confectioneries and
beverage unheard of ten year ago, are now Marketing Communication needs of
a standard part of our dietary plans. There Oligopoly Companies
are studies on the changing demographics There are some companies which have a
of the decision maker in a typical household near monopoly their product segment or at
purchase decision. best they can be described as oligopolies.
HPCL, BPCL, IOCL are three such examples
Any company looking for additional revenue
in the petrol and diesel category. These
streams keeps on launching new products.
companies which had a very laidback
The student has to do a survey to identify
attitude in the yesteryears have become
the need/gap in some category and suggest
active advertisers now.
a new product to be launched in it.
2
This topic can be used by more than one student,
varying it as per the company/product in question. 3
This topic can be used by more than one student,
varying it as per the company/product in question.

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The students need to study their marketing Effectiveness of Integrated
communication needs if any and analyze Marketing Plan of the company
how their needs are different from the Now a day the marketing and promotions
players in more competitive expenditure forms the major part of the
product/service categories. budgets of any company. With the advent
of alternative channels of promotions,
Consumer perception about the
marketers have increased opportunities for
company/product/organization
promotional activities. At the same time a
The consumer perception about a company
large number of avenues add to the already
is a very important factor in the success or
prevailing state of confusion. The purpose
failure of any company. Companies spend a
of this study is to analyze all the
fortune to create a good perception. Thus,
it is very necessary for any company to Market positioning of the products
know how the consumer perceives it. The positioning of any product defines the
marketing campaign it has to follow, its
This study shall focus on the various aspect
budget, the price of the product and a lot of
of consumer perception ranging from brand
ancillary activities. Thus, the positioning of
recall to brand equity and the general
the product is a very important decision the
opinion of people even if they are not
company has to take. Many a time it so
customers right now (potential customers
happens that the company does not know
or influencers )
the correct positioning it has in the minds of
Trend analysis of sales during the consumers. This leads to a mismatch in
different times of years the actual and the appropriate efforts done
Many products have a cyclical demand, by the company.
peaking at some peculiar time of the year. If
As a part of this study, the student is
a company is able to predict the trend
required to evaluate the positioning of the
correctly and timely, they can make good
company’s product and judge that whether
use of this data. The inventory
it is a correct positioning or should the
management, staff management and also
company rework its plans for the
the promotions can be varied according to
positioning.
the trend.
The student shall study the cycles and Finance
trends for the product in question and
suggest ways to maximize the revenues by Working capital management at the
making use of this data. The student should organization
draw results from both past and present Company’s big chunk of funds usually gets
data. stuck in working capital. In order to run the
business smoothly business needs the

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appropriate amount of working capital. But and suggest the company about other
working capital at any time should not be profitable options.
more/less than the requirement of the
company. Appropriate amount of working Ratio analysis to know the financial
capital needs to be maintained. position of company*
Ratios tell all about the company’s well
Working capital has three major derivers: being. Different ratios are used to get
information about company’s worth, its
• Cash
profitability, liquidity & solvency. Students
• Receivables
will get the information about the different
• Payables
ratios of the company. Their composition
All three need to be properly managed.
and will compare it with their peer group.
Cash conversion cycle needs to be
While analyzing the ratios if they find any
minimized, Receivable turnover and
flaw in company’s working they will suggest
payable cycle need to be optimized. All the
the measures to the company to improve
factors have their effect on profitability of
their working which will automatically
the business. Students will study the
improve the ratios.
working capital management techniques
followed by the company so as to maintain Budgetary control techniques used
the liquidity while maintaining the by the organization
profitability and suggest means to improve Budgeting is a control device in the hands of
the working capital cycle without the company. Different budgets are
hampering profitability. prepared by the company for the efficient
working of the company. Because budgeted
Project financing
figures give a parameter to the company
In a business companies have to work on
against whom the results have to be
new projects in order to enhance their
evaluated. Students will study the different
profitability. But before a new project is
techniques used by the company for
taken up its viability has to be checked. It
budgetary control, reasons for the use of a
should pass certain parameters. Once the
specific technique. Outcomes of the
company decides to go up with a project
technique in the form of increased
then the problem of its financing comes.
production, increased sale, less
How to finance a project? Different
expenditure, reduced labor turn over,
financing instruments have to be evaluated.
improved cash position etc.
Students will study the financing
instruments used by the company for Inventory control techniques used
financing a project out of available options. by the company
Cause for selecting a particular instruments. In any production house inventory
They will analyze the available instruments constitutes the major portion of their

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working capital. Inventory must be Receivables management
managed properly so as to reduce the techniques used by the company
chances of shortage as well as excess of A company gets receivables whenever it
inventory. Production houses use various sells goods on credit. Receivables are an
inventory management tools such as ABC important component of working capital as
analysis, JIT, LIFO FIFO, stock levels etc. well of balance sheet. Students are required
Student is required to study the various to analyze the current receivable
Inventory control techniques used by the management techniques. Whether they are
company, reasons behind the use of a managing the receivables themselves or
particular technique, benefits of using a
using the factoring techniques. How
particular technique. Students will explore
much time it takes to convert receivables
the opportunities to use other Inventory
into cash? Find the possibilities to improve
control techniques not used by the
the receivable cycle.
company.
Capital budgeting techniques used
Cash Conversion cycles and its
by the companies.
Impact on the profitability
Whenever a new project is under taken by a
Firms typically follow a cycle in which they
company its financial viability needs to be
purchase inventory, sell goods on credit,
checked using various capital budgeting
and then collect accounts receivable. This
techniques. Students will analyze the
cycle is referred to as the cash conversion
techniques adopted by the company,
cycle. Sound working capital policy is
reasons behind the adoption of a particular
designed to minimize the time between
technique (such as payback period, NPV,
cash expenditures on materials and the
IRR) its benefits over the rejected
collection of cash on sales.
techniques.
Shortening the cash conversion cycle leads
Cost reduction techniques used by
to higher profitability and valuation of the
the company and their
company, provided the other factors are
effectiveness.
constant. Generally, a drawback of shorter
Company can increase its profitability by
Days’ Sales Outstanding (DSO) is loss in
increasing its sale/selling price or by
sales. The students have to study how the
reducing its cost. Its easier for a company to
companies are achieving these mutually
reduce its cost. Students will study the
contradicting objectives and suggest means
various cost reduction techniques used by
to improve the cash conversion cycle
the company such as KIZEN and the benefits
without hampering sales.
derived by the company after the use of
these techniques.

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NPA’s and growing scope of A study on banking procedures
Securitization Banking itself is a big industry. It is
NPA’s are a part and parcel of banking composed of lot of procedures say, making
industry. But banks can use these NPA’s for drafts, clearing, assigning the MICR codes to
their benefit by resorting to the technique non MICR bank cheques. A student doing
of Securitization. Students will be required his/her intern in the banking sector is
to study the NPA’s of a particular bank, how expected to learn all the banking
they are generated and how securitization procedures and what is the use of following
works in reducing NPA’s. Telling complete these procedures.
procedure followed by the bank along with
Comparative study of loan
required proofs.
procedures followed by banks
Risk Management in Life Insurance Loans are the life blood of the banking
Whenever we talk about Risk management business. A procedure has to be followed to
it is all about underwriting process. grant a loan. Students will study the
Students are supposed to learn complete procedure followed by banks in granting the
underwriting process followed by the life loans. They will also compare the loans of
insurance company. They have to find how different banks issued in same stream. They
risk can change the premium requirements. will be required to find out the possible
causes of difference in interest charged by
Risk Management in General different banks for same kind of loan.
Insurance
Whenever we talk about Risk management Portfolio Management
it is all about underwriting process. Portfolio construction is itself a tedious
Students are supposed to learn complete task. It needs consistent rebalancing of the
underwriting process followed by the assets as per the needs of the investor.
general insurance company. They have to Students doing their intern in financial
find how risk can change the premium planning will be required to know all about
requirements. the construction of portfolio, how and why
the portfolios are rebalanced. They will also
Risk Management in Banking study the effect of rebalancing on the
Banking business itself entails a lot of risk, portfolio.
because the banking business mainly
consists of lending money to people.
Lending money implies risk of bad debts. Hospital and Health Management
Students are expected to learn about risk
Study on Patient Satisfaction
management techniques followed by the
Students can work upon various
banks and how these techniques help the
departments like IPD/OPD to measure the
banks reducing the risk.
satisfaction level of the patients regarding

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the services provided by the hospital. They delivery process and finally develop a model
can find out the areas in which the patient for optimum service delivery.
satisfaction level is low and can develop a
model for improving it, thereby helping the Comparative Study with NABH
hospital to retain customers and increase standards
revenue. NABH is the body responsible for
accreditation of hospitals in India which
Gap Analysis certifies the quality management practices
Students can use the SERVQUAL scale to in the hospitals. NABH has developed
measure the service gaps existing in the certain guidelines and set standards for
service delivery system of the hospital. They hospital to be certified. Students have to
can find out the causes of the existing gaps. evaluate the service delivery system of the
Finally they can develop strategies to close hospital as per the NABH guidelines and
those gaps and thereby improving the have to compare the status of the hospital
service delivery. with the benchmark set by NABH. Finally
they have to suggest and recommend the
TAT of Laboratory Procedures
hospitals to reach the NABH standards. This
Turn Around Time (TAT) is the time period
will help hospital to attract more patients
between collection of sample for diagnostic
especially international patients thereby
test and delivery of report. The students
increasing the revenue.
have to record the TAT for a definite time
period. They have to find out the average Medical Audit
TAT for each procedure and compare with a Medical audit is one of the major process
benchmark. Finally design a model to for achieving quality healthcare service
improve up on the procedures having delivery. Students have to check medical
higher TAT. This will help the hospital to records of the inpatients for a definite time
improve the responsiveness parameter of period and also the past records. They have
the service delivery process. to find out the missing components in the
records. Finally they have to develop a
Patient Flow in OPD
check list for maintaining the medical
OPD is the unit of the hospital where
records.
patients have the first service encounter.
Often it is seen that most of the hospitals Materials and Store Management
face problems of overcrowding and longer Students have to study on the parameters
waiting time period in OPD. This ultimately for selecting the vendors for hospital
leads to the dissatisfaction among patients. supplies. They also have to do an in-depth
Students have to do a detail study on each study on vendor rating system on the
and every procedure taken in the OPD. They existing vendors of the hospital. They can
have to find out the lacunae in the service collect the information from the market and

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help the hospital in getting the best billing. They have to find out the areas of
vendors. This will help the hospital in improvement and suggest procedures for
quality assurance and cost cutting by optimum billing process.
improving the supply chain efficiency.
Urinary Catheterization Infection Human Resource Management
In most of the hospital infection due to
Recruitment & Selection process
urinary catheterization is very common
Recruitment & Selection encapsulates
giving rise to complications and increasing
attracting, screening, and selecting qualified
the length of stay of the patients. Students
people for a job in an organization. With the
have to develop a check list for all
changing times there has been a paradigm
procedures regarding urinary
shift in the Recruitment process with a
catheterization. They have to keenly
growth of job search engines &
observe each procedure during their stay in
headhunters for executive recruitment.
the hospital. They have to find out the
There has been a constant focus on
deviations in the standard procedures.
identifying critical competencies while
Finally they have to develop a training
hiring prospects which encompasses not
module for the medical and Para-medical
only visible factors like Knowledge, Skills &
staffs for following the best procedure.
Abilities but also invisible & below-the
Design and Facilities in the waterline competencies like Traits, Motives,
Emergency Casualty Department Self-Concept etc.
Students have to do an in-depth study on
The student is expected to undertake a
the design, existing facilities, process and
study on the recruitment & selection
patient flow in the emergency department
process of the particular organization and
of the hospital. They have to find out the
also study the recruitment & selection
lacunae in the above areas. They have to
technique being followed in the particular
develop an ideal design for the department
industry and compare the best practices in
for smooth operations. This will help
both the cases.
hospital to reduce the overcrowding and
improve the overall operations of the Training and Development process
emergency department. The Training & Development Scenario in
India has undergone a radical overhaul with
Medical Billing Department a sole purpose of augmenting the
Students have to do an in-depth study on
performance of Individuals & Team
different billing procedures in the hospital
members in organizational settings. There
such as insurance reimbursement, TPA bills,
has been a growing focus on Human
ESI & CGHS bills etc. They have to also find
Resource Development and there is
out the patient satisfaction level regarding
constant attempt by organizations to

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become Learning Organizations. At every Hiring Decisions, Training & Development,
step Training & Development has been Compensation etc. The student is expected
linked to Strategic goals of the organization to analyze and study these impacts & its
to augment the value generated by the effects on the sustainability of the
program. organizations in the long term.
The students are expected to study the Change management
training and development system of a Change management is an indispensable
particular organization. In this project, they part of any organization. Students can study
can analyze the different techniques of different techniques adopted by
training and development being employed organizations for managing change or for
along with other critical training and reducing the resistance to change. They can
development issues like the proficiency of focus on any major change program
trainers, expectations from trainees, timing, initiated by the organization and can track
budget etc. the transition during the unfreezing,
movement & refreezing stage.
Impact of remuneration on
Motivation Talent management
This topic is an attempt to explore the The students are expected to study the
critical motivation factor for employees different techniques organization employ to
over the ages Remuneration & its impact on groom the most valuable assets i.e. its
motivation levels. The students are employees & how it attempts to build up on
expected to analyze the correlation its Human Capital by identifying the high-
between Remuneration & Motivation level pots. The students can undertake a study
of employees. Generally it has been opined on the different initiatives which
that higher remuneration has an impact on organizations are taking for maintaining the
the motivation levels of employees but it pool of talent through the Assessment
can be different for different industries as Centres & Development Centres & how
well as different levels of management. organizations are focusing on second line
Students can research the impact of development.
monetary as well as non-monetary benefits
on different levels of management. Competency Mapping of particular
organization
Impact of recession on HR policies The student is expected to understand the
Recession has played major role in business process of Mapping Competencies for
decisions over the years and HR policies Individuals in the organization & attempt to
form a critical part of it. The recent prepare Competency Models for critical
slowdown in the Indian Economy impacted positions in Organization. The linkage with
almost all the critical HR functions be it each and every step like Recruitment &

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Selection, Training & Development and E-business and its role in inventory
Compensation needs to be established after management
the same to justify the entire process. Students study how information and
communication technologies (ICT) are
Work life balance
utilized in support of all the activities of
Students may study the impact of work life
business in view to control Inventory
balance techniques on the employee’s
system. This project should entail studying
productivity and turnover rate of the
the impact of better inventory management
organization. Various concepts like
on the profit of the company.
Flextime, Job-Sharing, and Telecommuting
etc. may be studied. Total quality management for IT
Industry
Performance management system
TQM is used to reduce the errors produced
The students are expected to undertake an
during the manufacturing or service
in-depth analysis on the Performance
process, increase customer satisfaction, and
Management system in the organization
streamline supply chain management in IT
which will encapsulate a detailed study on
industry. The student need to study the
Performance Planning, Performance
current processes and suggest
Managing, Performance Appraisals, and
improvements if any.
Performance Monitoring being followed.
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
Information Technology the product is a very important decision the
company has to take. Many a time it so
Study of Supply Chain Management happens that the company does not know
System of an IT Organization the correct positioning it has in the minds of
There is a network of interconnected the consumers. This leads to a mismatch in
businesses involved in the process of the actual and the appropriate efforts done
providing product and service packages by the company.
required by end customers of an IT
company. The students need to study this The student is required to analyze the
network and suggest means to improve its positioning of the IT Products and the
efficiency. related advertising campaigns.

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Impact of Budget and Schedule is given by Industry towards this and how it
Pressure on Software Development is implemented by the Organization.
Cycle Time and Effort
Some practical implementations can also
The project requires analyzing the direct
be discussed.
and indirect impact of Budget assigned to
project by management towards the project
on development of software in terms of Retail Management
time and effort. At the end of the study the
student should be in a position to critically Study of effectiveness of
analyze the effectiveness of the use of the merchandise availability and
budget. consumer shopping behavior
Customers follow a specific pattern of
Consumer buying behavior of e- visiting to nearest convenience store.
marketed IT products Basically it depends upon type of
E-commerce has emerged as a low cost and merchandise a store has. So effect of
easy medium of selling software products. merchandise selection by a store manager
Though it is cost efficient, companies are on foot fall of a store should be studied.
still grappling with the issues of reaching
the consumers in a much cluttered Staffing management and flexi
cyberspace. This study will try to gauge timing implemented in Retail stores
consumer perspective towards the IT Retail sector recruits large number of staffs
product provided by companies on internet, for smooth operation. Issue arises because
and suggest means to increase the reach. of extended daily working hours and retail
stores are open 7 days a week. So, impact
Implementation of cyber law in IT of workforce rotation and flexible timing
Organization offered to staffs should be studied.
The students need to analyze the concept
of Cyber Laws with special reference to the Materials handling equipment used
following issues - how much consideration for cost reduction on shop
floor/warehouse
In a warehouse, space management is Retail stores and degree of
based upon types of vehicle and material automation used for competitive
handling equipment used daily on the shop advantage
floor. How it makes the system efficient Every store wants the highest degree of
can be analyzed. 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

19. P a g e | 19
degree of automation and future planning for effective inventory management. Also,
for that store so that it more automated. analysis should be done on basis of
centralized and decentralized store.
Retail stores’ warehouse
management
Students need to study how the ware house
is coordinates with individual retail stores
a study of supply chain management which Generally the logistics are important factor
sometime depends on third party vendor. but largely outsourced. Study about the vari
Study of Retail location and layout by the students and some implementable
The retail stores decide on the location suggestions should be given.
depending upon the market segment and Security measures for reducing the
merchandise mix. store’s theft
Students will study the impact of the Various steps are taken by a retail store to
decision about a specific site related to a ensure safety and minimize shrinkage
retail/warehouse on the long term strategy. within a store. Some examples are bar-
They shall also, the utilization of carpet coding/security and tags/RFIDs. Analyze the
floor area for inside layout of a effectiveness of above methods and
retail/warehouse. suggest some new methods also for
enhancing safety and security for the
Customer relationship management specific company.
Customer relation officers are the first ones
on the store who interact with the
customer and help them in their buying
International Business
process. The study revolves around the Export import policies of the company
training which is provided to the customer The student needs to study the export
relationship managers and the ways the import policies of the company and relate it
company uses to keep them updated with with the prevailing geopolitical and
various training and development program economic conditions of the countries of the
Visual merchandising and world. They should also study the effect
domestic markets have on these policies.
atmospherics
Visual merchandising can be achieved Business Unit Strategies
effectively by working on some neglected Many companies organize themselves as
areas of the shop like floors or walls and independent business units in different
even ceilings. This can be studied in detail markets. Each unit has its own accounts and
strategies. The students need to analyze the

20. P a g e | 20
strategies businesses are using for effective to study the various options, analyze them
market penetration and profitability in and suggest the best option for a given
different business units. company.
Market segmentation strategies
Market segmentation has a key role to play The activities of the various
in the strategies formulated by the departments
companies. A product which is mass market In addition to their respective projects, the
product in one country can be treated as a students are expected to utilize the time
premium product in some other country. spent at the organization they are working
The company has to realign its entire with. They need to observe and understand
marketing plan to accommodate this the various activities and processes of the
change. organization. These activities have been
classified in three sections as given below.
The student will study the market
segmentation strategies of the company in Accounts/ Finance Department
two or more different markets. 1. Whether the accounts are
computerized or manual?
Transfer pricing techniques
followed by company 2. Format of the expenses and
The student needs to study the transfer adjustment vouchers.
price techniques which are being followed
3. Banks transactions and bank
by the companies and analyze the same.
reconciliations process.
Management Compensation
4. Suppliers and Debtors control
A multinational company has to structure
ledgers and process of maintaining
the compensation for the management as
the records.
per the need of the country. There are a lot
of factors that affect this decision. The 5. Process of issuing Debit and Credit
student has to study the management note to the customers and suppliers.
compensation for a company for different
markets. 6. How many types of Daily Reports
are being Generated and their flow?
Financing of Projects of the
7. How many types of costing books
companies
The projects situated in different markets are being maintained?
will have different uses and various modes 8. The process of Approving of
of financing – ranging from Foreign Suppliers Bills on the basis of P/Os.
Currency Convertible Bonds to loan from
local banks - can be used. The student has

21. P a g e | 21
9. Payment procedures to the 18. All details required for the
suppliers. finalization of accounts.
10. Process of making Cash Flow and 19. Important books and records of the
Fund Flow. company secretary department.
11. How do the recoveries maintain? 20. Important returnsand process of
filing the return for ROC.
12. Method of making Budgeting.
21. L/C opening procedure and L/C
13. Method of calculating the 22. Processing of Export/ Import
depreciation. (As per Income Tax Act Documents and their formats.
and as per Companies Act)
23. B/L Forms and its procurement by
14. Method of doing the inventory the shipping companies etc.
valuation.
24. CWC formalities and issuance of
15. Method of stocks taking for bank containers for the bonded
purpose. warehouses.
16. Method of keeping checks of 25. Identification of shipping companies
consumables. and scheduling the loading and
unloading the consignments.
17. Process of sanctioning employees
imprest and method of adjustments.

22. P a g e | 22
26. Placing the orders to the suppliers to 8. Maintaining of comparative
import the goods and formats of all statements of the competitors.
related documents.
9. Any SCR activity and its flow and
27. Execution of Export orders and the treatment.
procedures.
10. Forecasting and Budgeting of CSR
28. ECGC formalities. activities.
29. Transit Insurance Guarantees 11. Calculation of per employee cost to
document. the company and product.
30. L/C & Bill discounting procedures 12. Preparation of monthly salary bill
with the banks. and procedure.
31. Copy of the Excise Gate Pass/ 13. Calculation of working days and
Invoice/ Challans/ Export Invoice. overtime hours.
14. Specific polices for the motivation of
the employees.
Human Resource
1. Copy of the Standing Orders. 15. Compensation polices in case of
some accident or mishaps in the
2. Copy of the HR policy.
organization.
3. How many statutory returns are
16. Staff welfare activities.
being filled on monthly basis
(PF/ESI/Labour Dept,/ Gratuity/ 17. Staff Training and Development
Insurance, ) Activities.
4. Copy of all challans for the 18. Monthly Feed Back System of the
reference. staff.
5. Bonus policy/ Annual increment 19. Promotion Polices,
policy/ incentive policy,
20. LTA Polices.
6. Recruitment process and method of
obtaining requirements from the
respective departments. Marketing & Sales
1. Customers Orders Receipts
7. Appraisal methods by the different
Procedures.
departments.
2. Order Processing Procedure.

23. P a g e | 23
3. Issue of Production Requisition, 17. Statements which are mostly
prepared in the department as part
4. Statement of Inventory in the
of MIS.
Bonded warehouse.
18. Procedure of maintaining
5. Dealers and Distributor
coordination with other
Appointment Formalities.
departments such as procurement
6. Procedure of Issue of Dispatch department/ stores/ Production
advise to the dispatch department. Department/ QT Department/
Dispatch Department etc.
7. Setting of customer’s eligibility
norms. 19. Strategies of keeping the pace with
Logistic Department.
8. Maintenance of Excise/ VAT records
and the formats of all returns. 20. To understand ISO norms and
maintaining the procedures.
9. Treatment of rejected goods at the
dealers/retailers godowns. 21. Branding & Advertisement Polices.
10. Discount Polices. 22. After sales services polices.
11. Pricing policies. 23. Market Research polices,
12. Debit Note/ Credit Note issue 24. Customer Relationship Polices,
polices.
25. Back Order treatment polices,
13. Invoicing and procedure.
26. Distribution and Logistics polices,
14. Zone wise/ Area wise controlling of
27. Sales force compensation policies.
sales.
28. Imprest & incentive policies.
15. Procedure of targeting and sales
forecasting.
16. Methods of keeping watch on
competitor activities.
ANNEXURE I - Evaluation Parameters

24. P a g e | 24
COURSE MGT 702 COURSE TITLE: Seminar on Summer
Project
CODE:
L T P CREDITS Attendance CA MTE ETE
0 0 5 2 5 40 0 55
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
CLASS PARTICIPATION Range Marks Total
• Number of Relevant Question asked 1.5 5
6.10 10
11-15 15
16-20 20
• Chairperson 10
• Reporter 10
• Discipline 10
• Company feedback and attendance 25
• Feedback from Faculty guide 25
Total 100

25. P a g e | 25
MODEL 1 – Research project components ETE
S. no Component Marks Total
1 PRESENTATION:
• Body Language 5
• Communication skills
• Content 10
• Question Handling
• Audio/Visual Aids 15
15
50
5
2 PROJECT REPORT
• Introduction-Purpose and Objectives 10
• Amount of work done (Literature Review
and Research Methodology) 20
• Quality of work done(Data Analysis, Data 20 50
Interpretation, Findings,
Recommendations and References)
Total 100
MODEL 2– Sale project components ETE
S. no Component Marks Total

26. P a g e | 26
1 PRESENTATION:
• Sale demo 10 50
• Communication skills
• Content- sale strategy, products 5
knowledge, selling process, allocation of
resources, Targets achievement, 15
• Question Handling
• Audio/Visual Aids 15
5
2 PROJECT REPORT
• Introduction to company and Objectives 10
• Amount of work done (Theoretical
20
Concepts, Functional process followed) 50
• Quality of work done (Data presentation 20
Recommendations, References &
Evidences)
Total 100
MODEL 3– Community Development Project ETE
S. no Component Marks Total
1 PRESENTATION:
• Body Language 5
• Communication Skill
• Content 10
• Question handling
15
• Audio/Visual Aids
15
5
50
2 PROJECT REPORT
• Introduction and Objectives of the Project 10
• Amount of work done (Execution , Data
Collection and Documentation) 20
• Quality of work done (Analysis, Findings,
20
Recommendation, Quality of report and 50
References)
Total 100

27. P a g e | 27
Annexure II- Guidelines
1. The evaluation procedure of summer b) Discipline of the class
training project report will be c) Arrangement of LCD , speakers , etc
completed on 6th, 7th and 8th Aug, 2012. d) Any other work that will ensure
smooth presentation
2. The evaluation panel will consist of two
faculty members. The CA component 5. The role of reporteur
will be evaluated one faculty and the
ETE component will be evaluated by a) Any student from the audience will
two faculty members. be asked to perform the role of
reporter.
b) Critically analyze the presentation
3. Three types of reports with constructive criticism and
a) Research project based report appreciation.
b) Sales based report – for those
students are engaged in selling Pedagogy:
during the training.
• All the students are required to do
c) Community Development Report- summer training for 6 weeks.
Students those are engaged with the • The students are required to
prepare a report on the basis of
NGO/Public Sector/Reputed
summer training which should be
Associations, e.g. AIESEC for submitted in the department within
execution of Community one week of completing the summer
Development Project during the training.
training period. • The students will register for the
‘Seminar on Summer Project’ course
4. The role of Chairperson: for the purpose of evaluation.
a) Chairperson will introduce the
speaker, topic, objectives of the
study.
Name , Designation and Sign of Course Planner
Approval of HoD-F

28. P a g e | 28
Approval of HoF
Annexure III- Important deadlines
1. Project Topic Performa (Annexure-IV) 2. Three fortnightly progress (Annexure-V)
must be submitted to the faculty guide reports must be sent in soft copy to the
and training coordinator within seven respective faculty guide and training
days after starting the summer training coordinator by every 15 days interval.
through e mail. Hence three reports to be send by the
students.
Fortnightly Progress Report (Annexure-V) Report submission date
(For Training Period from 1st June to
15th July-2012)
1st report- 1 June to 15th June 17th June
2nd report- 16th June to 30th June 2nd July
3rd report- 1st July to 15th July 17th July
3. Guide would give a feedback on the 5. The students at the time of their
fortnightly report (Annuexure-VI) presentation must submit Industry
through email within 3 days of students Feedback Form (Annexure-VII) and the
mailing the fortnightly report. Attendance sheet (Annexure-VIII) of
4. Hard copy of the fortnightly progress their stay at industry which has to be
reports must be submitted at the time signed and stamped by the industry
of the presentation otherwise the marks project guide.
for the same would not be given. 6. The final hard copy of the report
along with a CD in pdf format must be

29. P a g e | 29
submitted to person authorized in their Q4 (School of Commerce & Economics)- Dr Babli
respective departments latest by 6th Dhiman- 9501236056,babli.dhiman@lpu.co.in
August 2012. Three Summer Training School of Technology & Science- Rohan Sharma,
reports should be made by the students- 8437159919, rohan.sharma@lpu.co.in
( one is to submit to library, one is self
School of Civil Engineering (SOC)- Ashwani
copy which is to be presented at the time of Panesar, 9878068355,
presentation for evaluation and one for ashwani.panesar@lpu.co.in
submission to company, if demanded by
the company).For guide lines on how to
9.While sending the reports through e-mail to
make report refer to annexure-XI.
faculty guide and training coordinator, students
7. The front page of the report must be
are required to follow the title of the subject in
in the prescribed format. (Annexure-XI).
e-mails, as follows-
8. Names and E-mail IDs for training
Roll no. with section/ Registration no. /Student
coordinators of different schools are as
Name/ Name of the report(Either project topic
follows-
report or forthrightly
Q1 (School of Business) - Lokesh Jasrai-
8146585349, lokesh.jasrai@lpu.co.in
10.All students are informed to complete their
Q2 (School of Business Administration)- Mohit- summer training before 6th of August 2012, as
9872176079,mohit.15987@lpu.co.in the evaluation will be scheduled on 6th, 7th and
on 8th August, 2012. Students are advised to
come along with their summer training project
Q3 (School of Management)- Vishal
reports and be present on these dates for the
Goyal-9646050758,vishal.16393@lpu.co.in
evaluation of the seminar on the summer
training.

30. P a g e | 30
Existing Guidelines- Some Up-dations may be done
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
(Address)
Date of Joining
Project Topic
Location
Other Responsibilities:
Company’s Designated Supervising Authority*
Name& Designation
Phone No (O)
Mobile:

31. P a g e | 31
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 student’s performance during summer training
through telephonic calls and surprise visits.

32. P a g e | 32
Fortnightly Progress Report ANNEXURE V
(e- mail to faculty guide and training co-ordinator of school)
School Name---------------------------------------------------
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: __________________

33. P a g e | 33
ANNEXURE VI - Feedback on fortnightly report 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______________
-------------------------------------------------------------------------------------------------------------------------------
-------------------------------------------------------------------------------
______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________
______________

34. P a g e | 34
ANNEXURE VII- Industry Feedback Form
LOVELY PROFESSIONAL UNIVERSITY
DEPARTMENT OF MANAGEMENT
Jalandhar-Ludhiana GT Road,
Distt. Kapurthala, Phagwara
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 envelope)
1. Name of the student: ___________________________________________
Reg. No and section_______________________________________________
2. Name of the Organization & Address_____________________________________
____________________________________________________________________
3. How do you rank him/her on the following 7 attributes? (Please √)
S.No Evaluation Criteria Very Good Satisfactory Poor Very
Good Poor
1 Punctuality
2 Adherence to company
norms
3 Conduct / Behavior
4 Initiative
5 Eagerness to Learn
6 Approach towards the
Project
7 Quality of Project work
4. What are the prospects of the students of being recruited by the organization on the
completion of his degree?

35. P a g e | 35
High Moderate Low
5.Any specific observations/suggestions for further improvement?
______________________________________________________________________________
__________________________________________________________________-
________________________________________________________________________
_________________ __________________
Signature Date
Particulars of the Project Incharge of the training:
Name & Designation : ______________________________________
Address(Office) : ______________________________________
ANNEXURE VIII- Attendance Sheet

36. P a g e | 36
LOVELY PROFESSIONAL UNIVERSITY
DEPARTMENT OF MANAGEMENT
Attendance Sheet
(To be maintained by industry Project guide. This is to be submitted at the time of 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 June July August
Date

37. P a g e | 37
Name and Designation of the industry project guide____________________________________
Signature of the industry project guide
ANNEXURE IX - Guidelines for Summer Training Report
LOVELY PROFESSIONAL UNIVERSITY
DEPARTMENT OF MANAGEMENT
Guidelines for Summer Training Report

38. P a g e | 38
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-Incharge
iv. Acknowledgements
v. 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

39. P a g e | 39
** Bibliography must be presented in the following format:
Annexure X – References
HOW TO WRITE REFERENCES
This section is an introduction to writing journal articles, images, pictures and
references and covers the most common illustrations, maps, internet resources.
types of material in both print and
electronic form: books, chapters in books,
conferences and their papers, official Tip – Saving Time
publications, dissertations and theses,
Make sure that you get all the reference
information you need while you still have

40. P a g e | 40
the source material (e.g. book) in front of accused of plagiarism, i.e. stealing
you. You will waste a lot of time if you have from another person’s work.
to have to go back and find this information
later. For example: if you make a photocopy When should I include references in my
check that you have the page numbers; if work?
you interview someone make a note of the
date; if you print a web page make a note of 1. Whenever you quote someone
else’s work. This does not just
the full web address and the date on which
include words but tables, charts,
you accessed it. pictures, music, etc.
2. When you rewrite or paraphrase
someone else’s work.
Why should I include references in my 3. When you summarise someone
else’s work.
work?
1. It shows the range of reading which
you have done. This gains you marks. Why should I give such detailed
2. You may support your arguments with information?
the opinion of acknowledged experts
The purpose of the details provided is to
and use data from reputable sources.
This can make your own arguments make it easy for someone else to follow up
more convincing. and trace the materials which you have
3. It is a basic academic requirement to used. Without full references, your tutor
show details of the sources of your may be led into thinking you are trying to
information, ideas and arguments. take credit for someone else’s work i.e.
Doing so means that you cannot be plagiarism.
1. Keep it accurate. This means that
the marker/tutor does not waste
What are the most important points about
time if they wish to consult the
my list of references? items you have listed. If your list is
full of errors you will lose marks.
2. Provide all the relevant details. This What do I need to include?
makes it is easy for the marker to
The most important parts of a reference are
identify the items which you have
listed. Again, if some of the as follows:
important information is missing
1. The person(s) who ‘wrote’ the work:
you will lose marks.
- The Author(s) or Originator(s).
3. Use a consistent format for your
2. Anyone who edited, translated,
references. This will ensure that it is
arranged the item.
easy to locate a reference within
3. The name of the work: - usually the
your reading list.
Title.

41. P a g e | 41
4. Any additional information about Researcher need to provide the following
the name of the item: - usually the information if you mention another piece of
Subtitle. work, book etc. in your assignment.
5. The person who puts the work into
its physical format: - usually the
Publisher.
6. The date when the work was made (a) When quoting directly from someone
available or published (not else’s work give:
necessarily when it was written,
etc.). Author(s) followed by the year in
7. The place of publication (if known). round brackets.
8. Physical details of the item such as
Vol. No. page numbers etc.. e.g. “As with any investment,
9. Any additional information helpful working capital exposes the business
to locate the works (such as a web to risk.” Verma (2003)
address, a catalogue number, the
title of a series, etc.).
(b) If there is no author give either:
How do I Cite an Item in the Text of my
Project? 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 (d) When referring to or summarising put
it is best to arrange the items both the author(s) and year.
alphabetically by their title first):
e.g. Verma (2007) describes how
e.g. Singh (2004 a) the business is exposed to
risk by working capital.
Singh (2004 b)

42. P a g e | 42
GENERAL RULES e.g. Pryce-Jones, T., Patel, V. &
Brown, P.
(i). Authors
a) Single Author d) More than three authors should
be listed with only the first named
Family name first, then a comma followed by the Greek term “et al”.
and space and then personal This translates as “and others”.
name(s) or initial(s). e.g. Singh, A.
e.g. Hussain, J. et al.
b) Two Authors
List the authors in the form above
with “&” between them. Editors
Editors are treated the same as
e.g. Mohammed, A. & Khan, J.
authors except that Ed. or Eds. is put
c) Three Authors: in brackets after the editor or
editors names.
List the authors as above with a
comma after the first and “&” after the
second.
e.g. Walker, T. (Ed.)
Corporate Author government publication should
begin with the country, then the
A corporate author is a group which
department, then any committee or
takes responsibility for writing a
subcommittee.
publication. It could be a society and
professional body, an international e.g. Great Britain. Department for
organisation, a government Education and Skills
department or any other group. A
e.g. PriceWaterhouseCoopers
(ii) Date
The date of ‘publication’ should be e.g. if the information in the book reads
included. “1989 reprinted in 1990, 1992, 1995, 1996,
2000” give 1989.
If there are a number of different reissues
or reprints of the item give the earliest date
of the edition you are referring to.