KOTAK PROBATIONARY OFFICER COURSE In association with Manipal University Course Details13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. 1 INDEX Introduction About the course, application & eligibility Selection process Post selection Student’s Investment To The Course Benefits to students Course funding Post classroom training Course Curriculum 3 4 5 6 7 7 9 10 11 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. 2 KOTAK MAHINDRA BANK – PROBATIONARY OFFICER COURSE INTRODUCTION The Kotak Probationary Officer Course has been set up jointly by Kotak Mahindra Bank and Manipal Education. The course has been set up to attract bright young graduates to a career in Banking with Kotak Mahindra Bank. The complete course duration will be 12 months, comprising of nine month full-time residential course which is followed by three months of internship in one of the branches at Kotak Mahindra Bank. Those who successfully complete this one year intensive course will be awarded a Post Graduate Diploma in Banking and Relationship Management by Manipal Education and will be subsequently absorbed as Probationary officers in the Bank in Relationship Roles as a job profile. The applicant’s will be selected through a rigorous selection process and given systematic inputs in various areas of banking and management disciplines in order to make them ready Bankers by the time they finish the course. The thrust of the course is to impart functional knowledge on general management and specialized knowledge on Banking related topics and subjects. Students are put through a rigorous on-campus curriculum spread over 9 months split into trimesters of 3 months each which emphasizes on application of knowledge and overall development of personality. This is followed by 3 months of intense internship in any of the branches of Kotak Mahindra Bank. Salient features of this one-year course are as under: 1. The course has blended curriculum comprising classroom inputs, e-learning and on-the-job internship. 2. It imparts knowledge and skills in core banking, specialized areas in banking besides managerial skills, etiquette, grooming and language skills. 3. The classroom sessions (9 months, trimester pattern) will be conducted at the Manipal University and internship (3 months) will take place at any of the Kotak Mahindra Bank branches. 4. The students are paid a fixed allowance every month for the entire 12 month duration of the course in order to meet their out of pocket expenses and their living expenses. 5. The students will get assured employment with Kotak Mahindra Bank on successful completion of the course. 6. Kotak Mahindra Bank provides easy financing of the course fees at concessional terms to all students. 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. 3 COURSE FAQs ABOUT THE COURSE, APPLICATION & ELIGIBILITY 1. What is the objective of Kotak Mahindra Bank Probationary Officer Course? Kotak Probationary officer course is an initiative to attract bright graduate students desirous of pursuing a career in banking. Through this course the firm is attempting to create specialist cadre of bankers who have adequate knowledge and skills to cater to the varied needs of the customer. 2. How can I apply for the course? To apply for the same: 1. Visit http://www.kotak.com/bank/careers 2. Go the Kotak Probationary Officer Program section 3. Click on ‘APPLY NOW’ and fill in the Application Form available 4. Attach an updated copy of your resume and submit. Applications submitted through the above process only shall be considered for further processing. Incase you have any query on the program please send us an email to [email protected] . (Please do not send applications on this id since it will not be considered). 5. What are the eligibility criteria for the course? The eligibility criteria for applying for admission are: A. Qualification (As on 15.11.2012) Degree in any discipline from a recognized University OR any equivalent qualification recognized by Central Government with 60 % or above marks. Students appearing in final year degree exams can also apply subject to their submitting their Final Degree Mark sheet & Provisional Certificate on or before 15.11.12 B. Age (As on 15.11.12) Minimum 21 years, Maximum 25 years The applicant should have been born on or after 1st, December 1987, but not later than 1st December 1991. 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. 4 Kolkata. How will the applicant be intimated on various activities of the selection process? 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No.6. Hyderabad. however the Bank cannot guarantee the same. Bangalore and Chennai) across the country. no change being permissible in the centre or venue. The venue and center allocated to the applicant will be mentioned in the call letter/ e –mail and the same will be final. The dates for the subsequent processes of interview will be announced at a later date for which successful candidates will be intimated through an e-mail/SMS/ phone. There may also be additional test centers incase required. In which locations will the selection process be conducted? The online tests will be conducted at around 6 locations (Delhi. Where will the course be held? The course will be conducted on the Manipal University campus at Bangalore SELECTION PROCESS 8. Mumbai. once allocated. When is the Kotak Probationary Offer Course starting? The course is scheduled to start in mid November for the 4th batch 7. It will be endeavored to give each applicant a test venue closest to his / her place of residence. 5 . 10. What will be the selection process? The selection will be through a multi stage selection process comprising: Aptitude test Personality Profiling Cultural fit profiling Personal Interview Please click on the below links to refer sample question papers for the aptitude test Quantitative Ability Verbal Ability Analytical Ability 9. special loan designed specifically for this course.This will be followed soon after by personal Interviews for applicants who are found successful in the tests and the entire selection process is likely to be completed by November 2012. evaluation procedure.com) and applicants are requested to keep themselves updated of the progress / notifications regarding the selection process by regularly visiting the website. Upon being found medically fit. Announcements and schedule for the completion / initiation of various activities shall be posted on the careers page of the Kotak Mahindra Bank website (www. Please ensure that your e-mail address & mobile numbers provided by you are duly updated and in use. The details of the medical examination will be communicated to the applicant during the course of the selection process. A provisional offer of employment in Kotak Mahindra Bank. When is the selection process being held? The online tests are likely to be held on various dates mid October 2012. A letter of admission for the course detailing the course. B. POST SELECTION 12. Selected applicants will have to undergo a medical examination to certify their fitness for the Bank’s job at the time of their entry into the course itself. etc. the applicants will be granted admission into the course. What happens after the applicant is selected? The selected applicants will be issued 2 letters & a service agreement from Kotak Mahindra Bank towards future employment: A. joining requirements in terms of academic and internship performance and the fixed allowance and facilities available during the campus terms / internship. the course curriculum. the fee structure. internship details. the scheme.kotak.Shortlisted applicants will be kept informed on the progress of their application through e – mail / SMS and by phone. 11. the criteria for successful completion. 6 . 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. subject to the applicant’s successful completion of the course and other joining requirements as specified therein and which will also contain details of the compensation and other benefits applicable to the applicant on their joining the Bank. APPLICANT’S INVESTMENT IN THE COURSE 14. This amount will cover all boarding.3 lacs + applicable taxes To pursue this course the interested applicant will have to invest Rs. D. lodging and tuition fee expenses for the 9 months classroom course at Manipal University. Kotak Mahindra Bank will issue one time. the interested applicants will have to invest Rs. at its own cost the following set of uniforms to be worn by all students. would be worn for all classes and other organized activities. The interest rate on the loan will work out to approximately 7% 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. For Ladies A. Two formal trousers.13. stand to benefit as far as the cost of this course is concerned? This course is in effect a “cashless bridge” for applicants who aspire to get into a Banking career. Kotak Branded Scarf. Blazer. B. BENEFITS TO APPLICANT 15. How does an applicant selected for this course. Two formal shirts. C. Two formal shirts. B. 7 . Kotak Branded Tie. 3 lacs plus applicable taxes. For Gentlemen A. Blazer. What would be the applicant’s investment in this course? Course Fee – Rs. D. C. This uniform.3 lacs plus taxes as applicable. Two formal trousers. To pursue this course. as laid down. What would be the dress code on Campus at Manipal University? At the start of the course. Applicants will have the option of availing a special loan from Kotak Mahindra Bank which has been specifically designed for this course. On successful completion of the course & internship. On successful completion of first year of employment and meeting the set performance criteria (Performance rating of Meets Expectations or above) the probationary officer would be entitled for a guaranteed bonus of Rs. would start once the student joins the bank in full time employment post course completion (12 months). as applicable to other employees in the bank would be paid over and above the fixed annual package. the annual package of the Probationary Officer would get revised as per the performance rating of the probationary officer and the normal performance linked variable incentive. 50. For the duration of the course i. On successful completion of 48 months of service with the Bank. for the individual applicant.50. if taken from Kotak Mahindra Bank. the student would be paid a stipend of Rs.e.per month to cover for living expenses at the location.00 Lac of Mediclaim for self only by special scheme borne by Kotak Mahindra Bank. The EMIs post joining the bank will be spread over a period of 48 months to ensure that there is minimal impact in the monthly earnings once the student joins Kotak Mahindra Bank as Probationary Officer. The EMIs for the loan. 1. is a total cashless bridge to obtain quality Banking and managerial education in the first place and to obtain entry to a prestigious banking career.000 / .p. On successful completion of the course (12 months – 9 months classroom. for 12 months the student will be covered for Rs. the students will be absorbed on the rolls of the bank as Probationary officers. During the course of the 9 month class room inputs at Manipal University.per month for out of pocket expenses. 20.3. Probation Period – What would the probation period be as a Probationary Officer once an applicant joins Kotak Mahindra Bank? 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. 8 .a. 16. Bangalore each student would be paid a fixed amount of Rs.000) would be paid back to the Probationary Officer.50 Lacs. Hence this scheme.000 / On successful completion of first year of employment. for the duration of 3 months internship at a Kotak Mahindra Bank branch. After the above 9 months campus stay. 3 months internship) an individual student would be absorbed on rolls of Kotak Mahindra Bank as a Probationary Officer in the Deputy Manager Grade at an annual package of Rs. in effect. There would be no recovery of EMIs or interest during the training period. 2. 85 % of the course fee (Rs. 2500 / . Is there a service agreement applicable for the Probationary Officer after joining the Bank’s service on successful completion of the course? All selected applicants. will have to execute a future employment service agreement. the student leaves during the 12 month course period (Campus inputs + internship period) and has availed a loan from Kotak Mahindra Bank. If.Each student on successful completion of the course (12 months – 9 months class room inputs. The selected applicants will have to complete the loan formalities including signing of loan documents by visiting a Kotak Mahindra Bank branch near their place of residence. Will the applicant be required to sign any agreement for the loan? Yes. for any reason whatsoever. would have to be signed. How can the applicant avail of this special loan being offered by Kotak Mahindra Bank once he / she is selected? The loan formalities will be centrally coordinated at the Mumbai HO. The details are stipulated below: A. 18. subject to a minimum performance rating of 2 “Meets Expectations” the Probationary Officers would be confirmed in the services of the bank. An individual Probationary Officer would have a probation period of one year in which he / she would be expected to perform the duties and tasks assigned to them diligently with adherence to the process. 9 . 3 months internship at Kotak Mahindra branch) will be absorbed as a Probationary Officer in Deputy Manager Grade on the rolls of Kotak Mahindra Bank. Details of the formalities to be carried out for availing loan will be intimated along with the offer of admission. There will be no Processing charges but value of stamp paper / stamp duty as applicable or as decided by the bank will have to be paid in cash for the agreement by the applicant. practices and values of Kotak Mahindra Bank. Loan agreement and such other documents. COURSE FUNDING 17. 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. 19. as required for an individual availing loan from a bank. at the time of their joining the course itself. Post completion of the one year. the Bank shall recover the entire loan amount along with the interest at card rate (which is the normal commercial rate of interest) along with total amount paid by Kotak Mahindra Bank for out of pocket expenses to him/her till that time. Does the applicant have an option of not taking the Loan Amount from Kotak Mahindra Bank? Yes. he / she would be required to pay the following: Amount received from Kotak Mahindra Bank for out of pocket and living expenses during the 1 year course (Rs. Repayment towards loan outstanding: Rs. Will there be any service agreement applicable if the funds for pursuing the course are personally arranged by the applicant? Yes there will be a service agreement applicable if the funds of pursuing the course are personally arranged by the applicant.e. 21. If a probationary officer leaves 4 months after joining the Bank after completion of the 1 year course.a. e. then he / she shall pay back to the Bank the full amount by him / her during the course from Kotak Mahindra Bank for out of pocket and living expenses and a notional amount of Rs. then he / she shall pay back to the Bank the full amount of received by him / her from Kotak Mahindra Bank for out of pocket & living expenses during the course plus a notional amount of Rs.500/-). Post completion of the course & after joining. for 3 months towards the loan repayment. 1 lac towards the cost of training. 82.g. 22. Would the applicant be required to pay any other amount? 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. 20. If a student leaves either during the internship period or within the first 2 years of joining Kotak Mahindra Bank post completion of the course and joining as a Probationary Officer. 10 . 3 lacs + Interest @ commercial rate of interest for 16 Months (12 months training + 4 months as employee) – EMIs/Interest already paid. 1 lac towards the cost of training. If the student leaves after 3 months of joining the training. 1 lac towards notional cost of training. he would be required to pay back the fixed amount paid by Kotak Mahindra Bank for out of pocket expenses received by him/her during the 3 months and the Loan outstanding + Interest @ commercial rate p. if the Probationary Officer leaves within the first 4 years. However the applicant will have to deposit the entire course fees with Kotak Mahindra Bank before joining the course at the Manipal campus in Bangalore. Detailed procedure for the same would be explained to you in you with your letter of admission. If the applicant so wishes he / she can arrange for their own funds to pursue the course. B. Rs.g. Apart from this the Probationary Officer will also have to immediately pay back the entire loan outstanding (by reckoning interest at the prevailing commercial rate at that point in time from the date of availment). 5. A.Yes. The detailed procedure for the same will be explained in your invitation letter. What is the guarantee that Kotak Bank will give job as Probationary Officer in after the training and Internship? All the applicants selected will be given a Provisional offer of employment letter at the time of joining the course at Manipal Education in Bangalore. What would the Probationary Officers Salary once he / she join the bank after completion of the course? On joining the bank as a Probationary Officer post completion of the course (12 months) successfully as per the criteria laid down. Margin Money (Only in case if the student takes subsidized loan from Kotak Mahindra Bank) All applicants who avail of the loan facility from Kotak Mahindra Bank will have to pay 12. of Kotak Mahindra Bank. B.3. additionally to the amount detailed in clause 16. 11 . For the first nine months when the student is perusing residential class room course at Manipal University there will be regular interactions with Senior Leadership of Kotak Mahindra Bank and the student will be exposed to live policies / process / standards etc.as Admission Security Deposit into a designated Kotak Bank Account before being given acceptance for the letter of admission for the course.000/. 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. Job will be guaranteed on the successful completion of the Probationary Officer course (9 months classroom & 3 months internship). EMPLOYMENT ON COURSE COMPLETION (9 months classroom & 3 months internship) 23. Additionally he /she would be entitled for one time guaranteed Annual Bonus of Rs. if you do not join the course after confirmation or leave the course within 90 days of joining.5 Lakhs. This amount will be refunded to you on completion of 90 days at Manipal University. for the first year the probationary officer will get a gross annual salary of Rs. this amount will be forfeited. 24. The procedure for this will be explained in your letter of admission. Admission Security Deposit – All applicant’s when selected for the Kotak Probationary Officer course would be required to Deposit Rs. However.36 % of the total loan amount taken as margin money to Kotak Mahindra Bank before the loan is sanctioned. The following two amounts would have to be paid by the applicant at the time of selection. A typical career option for resources working in such roles in Kotak Mahindra Bank would be to move on to the next career level and start handling larger portfolio of clients and subsequently move into a people management role heading an independent Branch as a Branch Manager. Based on the aptitude. What are the areas in which training will be provided? Applicants joining the Probationary officer course will be enrolled for Post Graduate Diploma in Banking and Relationship Management. interest and performance of the Probationary Officer he / she will also have the option of moving 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. Relationship roles entail sales & service oriented deliveries. Will the Probationary Officer get an option to pursue a Post Graduate Degree with Manipal University once he / she join’s Kotak Mahindra Bank? Post successful completion of the course leading to grant of a post-graduate diploma in Banking and Relationship Management. Applicants joining the course will be trained in various areas of management as well as in the Banking and Finance domain. Which functional area / location would the Probationary officers be placed on absorption in the Bank post successful completion of the 1 year course? Students joining as Probationary officers. What kind of Career Path can a Probationary Officer expect in Kotak Mahindra Bank ? Probationary Officers would be placed in Relationship Roles in Kotak Mahindra Bank on successful completion of the course. while they pursue their career with Kotak Mahindra Bank. upon successful completion of the course will be placed in Branches / offices of the Kotak Mahindra Bank anywhere in India as per the needs and business requirements of the Bank. 12 .on successful completion of one year of service in the bank subject to attaining a minimum performance rating of “Meets Expectations”. 25.000 / . 27. Our career counselors will help the applicants understand the detailed job profile during thier interaction with us in the course of the selection process. 28. From the second year onwards the probationary officer will move on to the normal bank appraisal cycle. the Probationary Officer will also have the option of being enrolled for a UGC approved MBA in Banking and Finance through Manipal University which can be completed by candidates in 18 months’ time in distance education / online instruction mode. 26.50. It is a UGC approved course and Manipal Education awards the diploma. .... 9........................ 5 Academic & Evaluation process: ................. What would be the onboarding schedule once the applicant gets selected? Selected applicants will be provided detailed instructions to report at the campus where Kotak Mahindra Bank representatives will be at hand to help address any query of the Probationary Officer.. COURSE CURRICULUM Table of contents 1............ Company/Industry Banking in India is undergoing exciting changes with new entrants in the market since banking sector liberalization in the last decade. Movement of roles and grades in Kotak Mahindra Bank are purely decided on merit and which is a combination of on the job performance of a resource along with the alignment to the Kotak Core Values and their demonstration at the workplace..........................Rules and Regulations ..... Diploma Title ........................ 7............... 4 Duration of Class .................... 5............................... 10.. 5 Course out line –Term wise subject distribution ......................... 5 Attendance requirements ..... 3............................... 6 Course delivery Mechanism .............................................. 13 ....................................... 2.............................................. Diploma Title The title of the Diploma is Post Graduate Diploma in Banking and Relationship Management.................................................................. While adoption of technology has enhanced the customer delight 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No.... 6............into different roles such as customer service............................................................................................. This title states that the final qualification that successful Trainee Officers will be awarded if they complete the entire study path (hereinafter referred to as PGDBRM) 2........... 13 Eligibility for Admission ......... 8................................................. 4........................ credit etc within the various verticals of the bank............................. 14 Course Duration ..................................... 29............................200 1............................... 13 Company/Industry ............................. 4 Medium of instruction .. marketing... 5. Eligibility for the programme is Graduation (in any discipline) in accordance with the regulations as framed by the Bank from time to time.1 lakh at the beginning of each term. Age of the candidates as stipulated by Kotak Mahindra Bank from time to time. The fee for the course is paid by the Trainee Officers of the Bank in three instalments of Rs. credit.significantly. the program will continue with more batches of Trainee Officers being sent to the Manipal University training by Kotak Mahindra Bank. The thrust of training is to impart functional knowledge of general management and specialized knowledge of banking related subjects. The training at the academy is supplemented with practical training at the Bank’s branches. treasury.000 (plus applicable taxes) per candidate inclusive of boarding and lodging. Only candidates selected by the Bank are admitted to the Program. the bank personnel are now required to be specialists in marketing. 3. It comprises of a written test. Location As stated earlier. Eligibility for Admission 1. The banking reach has increased substantially and RBI’s guidance for inclusive banking has helped in bringing large unbanked population into the banking fold. The programme is a joint venture of the Kotak Mahindra Bank and the Manipal Group.e. 2. Subsequent batches of Trainee Officers are expected to be admitted at the Bangalore campus as per the Bank’s requirement. 4. the Trainee Officers are put through a rigorous training structure with emphasis on application of knowledge and overall development of personality.3. and based on the success of the pilot program. The programme is fully residential programme to train selected Trainee Officers of the Bank. the aggressive marketing technology has ensured best services at the door steps of customers. Programme participants i. Kotak Mahindra Bank is a private sector bank which has evinced interest in associating with Manipal Education to train the bank’s trainee Officers to take responsibility for running and managing the banking operations in different branches of the bank in India and abroad. The program is being conducted from the Manipal University Bangalore Campus. The demand for such skilled work force is therefore quite high from the banking industry. risk management and other niche areas. 14 .00. The first batch of Trainee Officers. The program aims to train selected personnel of Kotak Mahindra Bank in order to ensure that they are 'Industry Ready’ by the time of completion of the programme. the campus will be located in Bangalore along with the residential accommodation in hostels identified for this purpose. The trainee officers after the successful completion of the PGDBRM. numbering 60. Initially this project will run as a pilot for one batch consisting of 60 Trainee Officers. 2011. While routine book keeping activities are mechanized. 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. will be admitted to the programme in the month of December. group discussion and a personal interview. Candidates are required to go through a selection process laid down by the Bank. will be posted as Probationary Officers in various branches of the Bank. Course Fee The total course fee is fixed at Rs. there will be professional training offered at different branches of the Bank. the required facilities are kept open from early morning till late in the evening. The Manipal University Bangalore campus is committed to developing an efficient and flexible system with emphasis on quality teaching-learning process.6. for which. leave of absence may be granted on compassionate grounds with specific permission of the Bank .Rules and Regulations Introduction The programme at the campus would be of one-year duration comprising four terms. the Trainee Officers would have to make up for the loss of instruction by self-study. 8. immediately followed by end-term examinations in the subjects covered during the term. 7. The system relies on a performance evaluation wherein Trainee Officers would be awarded a letter grade based on their performance in a course during the term vis-à-vis the performance of other Trainee Officers in the same course facing the same question paper. Academic & Evaluation process: . The average of the grade points earned by a Trainee Officer over the course will be termed as CGPA. the Trainee Officers will have to work in the computer lab for completing e-modules and assignments. Within the remaining 10 %. 15 . Course Duration The PGDBRM programme is for a duration of 1 year consisting of 3 terms (9 months) of classroom study at the Bangalore campus and one term (3 months) of internship at the Bank’s Branches. 10. Attendance requirements The requirement of attendance for the complete programme is minimum 90%. for 5 days in a week. the Trainee Officers study additionally at the computer lab and library. In the fourth term. 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. However. Each term’s program is made up of about 12 weeks of classes and related academic activities. Besides. The system is explained in detail under the ‘Grading system’. These letter grades will carry a numeric equivalent termed as grade point. Duration of Class The duration of each session of classes would be of 75 minutes and 6 sessions are scheduled per day. During Saturdays. The evaluation of the Trainee Officers would be comprehensive and continuous based on a Continuous Grade Point Average (CGPA) evaluation system. Medium of instruction The medium of instruction is English 9. The duration of each term will be twelve weeks. The credits assigned to each course are as given below. practicals and lab work + 100 hours of eLearning and practice (e) No. of sessions per term: 300 sessions of class contact. First Term Subject Code BRM611 BRM612 BRM613 BRM614 BRM615 BRM616 BRM617 BRM618 Subject Basics of Communication Behavioral Program I IT in Banking Managerial Economics Business Mathematics & Statistics Accounting & Financial Management Basics of Banking Banking and Allied services TOTAL CREDITS L T P C 1 1 3 3 1 0 0 3 3 3 0 0 2 2 2 3 3 3 2 2 1 9 Internal Assessmen t 80 80 100 50 50 50 50 50 Exam Marks 20 20 0 50 50 50 50 50 Total Marks 100 100 100 100 100 100 100 100 3 0 0 2 0 0 2 0 0 Second Term Subject Code BRM621 BRM622 BRM623 BRM624 BRM625 BRM626 BRM627 Subject Managerial Communication Behavioral Program II General Management Banking Environment Receipts and Payment systems in Banks Basics of Lending Banking Laws and Regulations L T P C 1 1 3 2 2 0 0 0 3 3 0 0 0 2 2 3 2 2 3 2 Internal Assessmen t 80 80 50 50 50 50 50 Exam Marks 20 20 50 50 50 50 50 Total Marks 100 100 100 100 100 100 100 3 0 0 2 0 0 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. 7 (Term 3) (f) No. of working days in a week: 5 (b) No. of subjects per term: 8 ( Term 1). 8 (Term 2). of sessions per subject per term: as per credits assigned Note: Some of the sessions may be devoted to tests – both internal and end term. lectures. The programme would be of one-year duration comprising four terms. The breakup of time available for formal study is as follows: (a) No. The first three terms would be conducted at the Manipal University Bangalore campus and the fourth term would be devoted to internship to be pursued at nominated branches/offices of Kotak Mahindra Bank. tutorial discussions. b) Course Credits. of sessions per week: 30 sessions of class contact inclusive of practicals and lab work.Curriculum/Course of Study a) Curriculum. library work and practical-work in laboratories etc. Credits have been assigned to each course based on the hours of study/learning and other associated activities like case studies. of sessions (1 hour & 15 Minutes) in a day: 6 (c) No. 16 . (d) No. casepresentations. He/She would become eligible for the award of the diploma on successfully completing 70 credits of course work by the end of the programme. class tests and quiz tests which together will constitute the Internal Assessment. laboratory work. All courses undertaken by the Trainee Officers will be evaluated using a system of continuous assessment. The Trainee Officer would have to pass in each course to acquire the credits for that particular course. The Trainee Officers will be evaluated on class/tutorial participation. the Trainee Officers will also have to appear for the end-term examination in all the theory and laboratory courses as per the course of study. assignment work. 17 . The course wise assessment criteria is detailed in the above table. 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. In addition.BRM628 Business Analytics TOTAL CREDITS 3 0 0 3 1 9 50 50 100 Third Term Subject Code BRM631 BRM632 BRM633 BRM634 BRM635 BRM636 BRM637 Subject Customer Relationship Management Retail Banking Credit Risk Management Trade Finance & Cash Management Services Foreign Exchange Financial Planning Commercial Banking TOTAL CREDITS L T P C 3 0 0 3 0 0 3 0 0 3 0 0 3 0 0 3 0 0 4 0 0 3 3 3 3 3 3 4 2 2 Internal Assessmen t 50 50 50 50 50 50 50 Exam Marks 50 50 50 50 50 50 50 Total Marks 100 100 100 100 100 100 100 Fourth Term Subject Code BRM641 Subject Project at Kotak Mahindra Bank ( internship) TOTAL CREDITS L T P C 10 10 Internal Assessmen t 100 Exam Marks Total Marks 100 TOTAL COURSE CREDITS: 70 d) Award of Postgraduate Diploma. Assessment and Examinations e) Assessment Procedure. It is mandatory for the Trainee Officers to appear in the end-term examinations to be eligible for evaluation and award of grades. each of which not only indicates a qualitative assessment of the Trainee Officer's performance but also carries a quantitative (numeric) equivalent called the grade point as given below: Letter Grade Grade Point A+ 10 A 9 B 8 C 7 D 6 E 5 F 0 I 0 A Trainee Officer will be deemed to have passed a course if he/she gets any grade in the range of A+ to E. F and I. C. ii) Role Plays – group exercises involving communication and behavioural aspects which will be evaluated by a team of faculty. there will be three months of internship (PROJECT) at the branches of Kotak Mahindra Bank which will give practical inputs to the Trainee Officers to make them “first hour first day” ready for taking up the front level responsibilities at the Bank branches without any additional training. is evaluated by the Bank Managers and the marks given by them will be considered for grading. the course teacher). BRM621. BRM622 will be conducted using the following components of evaluation: i) Assignments – individual/group involving practical exercises followed by presentations. B. The answer scripts may be evaluated by internal examiners (preferably. The mentor to whom the Trainee Officer will be attached will constantly monitor the progress and will appraise the Trainee and will communicate the marks to the Manipal University Bangalore campus. role play. g) End-Term Examinations. additional opportunity/ies will be given to appear for the subject along with Trainee Officers of the next batch. If a Trainee Officer does not appear for any end term examination for medical or other genuine reasons (as permitted by Kotak Mahindra Bank) or if he / she does not secure the requisite grade in his/her first attempt. Specific grade will be awarded to a Trainee Officer based on his/her performance over the term in a particular course. However. BRM611. carrying 10 credits. There will be no separate internal evaluation for the project work. The grades are denoted by the letters A+. A. home assignment. i) Grading System.BRM612. the Trainee Officer will be familiarised with the products and processes of the bank and later he / she will be attached to an operational team and he / she will be getting field work experience during the three months. 18 . The detailed procedure of evaluation and award of grades are discussed in the succeeding paragraphs f) Internal Assessment. A Trainee Officer will be awarded ‘F’ if he / she has failed to obtain the minimum percentage 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. The internal assessment for subjects with code nos.The internship project. The continuous evaluation will consist of several instruments of evaluation like quiz. The exercises are evaluated by the faculty. presentations. E. D. for which 10 credits has been alloted. and will vary depending on the course. During this internship. group discussion etc. iii) Workshops – involving written/oral communication exercises to be evaluated by the faculty iv) Laboratory exercises in IT applications in banking (BRM613)requiring the students to use their knowledge of MS Office to solve practical problems. h) After the 3rd term. Second evaluation by an external examiner will be done as per University rules. The end-term examination will be conducted by Manipal University. The end term examinations may consist of both MCQ & descriptive type questions. external examiners may be invited for evaluation of mini project and viva voce for the same at the campus. BRM613. POINT GRADING SYSTEM GRADING A+ A B C D E F I MARKS RANGE 85% and Above 75% . Cumulative Grade Point Average (CGPA) The weighted average of GPA’s of all terms that the Trainee Officer has completed at any point of time is the Cumulative Grade Point Average (CGPA) at that point of time. A subject successfully completed cannot be repeated for improving the grade.64% 55% .54% Less than 50% Absent GRADE VALUE 10 09 08 07 06 05 0 0 Grade Point Average (GPA) The grade points are weighted in accordance with the number of credits assigned to a theory or practical subject and it is a product of credit and grade value. The Grade Point Average (GPA) is the weighted average of grade points awarded to a candidate.84% 65% . indicating a failure in that subject.59% 50% . 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. but has not appeared in the end-term examination after taking permission for abstention. j) Award of Grades. Total grade points of a particular term GPA = Total number of credits of the term GPA for each term will be calculated for those candidates who have passed all the subjects of that particular term of the course. If the Trainee Officer fails to score the minimum required 50% marks in the University examination he will be given a Grade ‘F’. 19 . Each subject letter grade is converted into a specific grade value associated with the letter grade as given below (Table) TABLE 10 . Internal Assessment marks and University examination marks put together will be taken into account for the letter grading system in each subject separately.74% 60% . A Trainee Officer registers for the university examination but fails to appear for the examination will be awarded an ‘I’ Grade. Appropriate letter grades are awarded for those who have appeared for the University Examination based on the scores obtained in the theory and practical examinations. Final evaluation of each subject (theory and practical separately) will be carried out on a 10 – point grading system corresponding to the marks obtained in that subject. A Trainee Officer will be awarded ‘I’ grade if he/ she has satisfied the attendance requirement and has satisfactory performance in the internal assessment.prescribed. seminars. grade cards will be issued to each Trainee Officer. which will contain the list of subjects for that term and the grades obtained by the Trainee Officer. ∑ (GPA of each term * Corresponding number of credits) CGPA= Sum of the entire course credits After the results are declared. for the award of postgraduate diploma. a Trainee Officer has to fulfill the following requirements: (a) (b) He/she should have appeared and passed all the courses of study as prescribed in the curriculum and should have earned the minimum number of credits & grade specified for the program of study. work visits. group presentations and guided assignments. k) Award of Postgraduate Diploma in Banking and Relationship Management A Postgraduate Diploma in Banking and Relationship Management will be conferred on a Trainee Officer on successful completion of the programme. Period of completion of the programme (PGDBRM) The Trainee Officers are required to complete the programme within period of one year. CGPA is calculated after the successful completion of the entire PGDBF course. Support for the Trainee Officers and their Learning: Additional inputs through guest lectures from industry experts/ Bank Officials Study materials provided to the Trainee Officers Library Trainee Officer Learning Forum Faculty guidance and support E-learning modules provided by the bank. 11. the Trainee Officer has to necessarily complete the e-learning modules (on self-study basis) as per bank requirements and this will be an additional requirement for the purpose of bank’s acceptance of the Trainee Officers. Course delivery Mechanism The program objectives will be met by deploying a wide variety of teaching and learning methods including lectures. 20 .CGPA up to any term will be calculated only for those Trainee Officers who have passed all the subjects up to that term. However. Generally. He/she should have satisfactorily fulfilled other academic requirements (as specified in the course of study/ curriculum) like practical training. Besides the above. CGPA obtained by him/her will be mentioned in the grade card and certificate to be issued to him/ her. attendance etc. the Trainee Officer should 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. l) A Trainee Officer will not be awarded any class or division for his/ her performance in the programme. However. There will be guest lectures from industry experts including the bank officials. seminar. The grades and the equivalent grade points will be mentioned in the grade cards and certificates. project. 12. though not for the award of diploma. However. if there are arrears in respect of any of the subjects. as per the University rules. Technical Articles. Detailed syllabus Detailed syllabus is appended below KOTAK MAHINDRA BANK . Structural Categorization of Sentences UNIT 2 Common errors committed while writing. Active and Passive Voice UNIT 3 Adaptation in Business Writing UNIT 4 Writing for effect.ensure the completion of all arrears within a period of two years from the date of joining the programme. Legal Aspects of Business Communication UNIT 7 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. Telex Messages. the Effect of Words UNIT 5 Communication through telephone.SYLLABUS TERM 1 1. Facsimiles. Handling a Mail. 21 . Initiating Telephone calls UNIT 6 E-Mail Messages. Telegrams. Receiving Telephone Calls. Basics of Communication UNIT 1 2 credits BRM611 Sentence construction. 13. Kinds of Sentences. Proposals. Electronic Mail. Speech of introduction – Speech of thanks . Nonverbal communication: Body Language facial expressions. system software. shaping of personally. creativity in oral communication. Cross Cultural Dimensions of Business Communication. application software. Barriers to effective communication. IT in Banking UNIT 1 Computer basics: covering basics of hardware. Business and social etiquettes UNIT 8 Public Speaking and Presentation. perceptual process. change of attitudes. . self. decision making and influence of the group on individual group decision making.The Theoretical process of learning. Gestures. Dress codes.esteem and self –sufficiency UNIT 2 Perception. 22 . types of attitudes UNIT 4 Team Building and group dynamics.1 UNIT 1 2 Credits BRM612 Foundations of individual behavior. Organizational Reward Systems UNIT 3 Attitude formation. determinants of personality The self. working teams and team effectiveness. Listening and speaking. conflict management and Change Management UNIT 5 – Conflict management / time management / stress management / negotiation skills / team work / Personal effectiveness program 3. Reward System and Behavioral management . Learning Process. Use of audio visual aids 2.Theme speech.concept.Communication Process. Principles of Learning. Postures. Technical & Non-technical presentations . UNIT 2 2 Credits BRM613 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. managing the perceptual process. Occasional speech . Behavioural Program . Reward and Punishment. Personality. Database etc. Inter group relations collaboration. functions. Techniques of effective communication. Intra team dynamics. values. UNIT 3 Finacle – General (architecture. transfer pricing and price discrimination UNIT 6 National Income aggregates . UNIT 7 3 Credits BRM614 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No.GDP / NNP / GNP – determination of income and employment. Cost curves. maintaining secrecy of passwords etc. Finacle functional training UNIT 4 Management Information system and Basics of MS-Office including Excel applications.IT security awareness: Security awareness like social engineering attacks. Economies of scale UNIT 4 Market Structure: Market Structures. savings and investment. Writing of macros UNIT 5 Trends in Technology UNIT 6 Social media and its impact on business 4. Short term and long term cost output relationship.). platform. inflation and unemployment. profit maximization and Price and Output determination under various market structures. Concept of multiplier. incremental pricing. Monopolistic Competition & Oligopoly. Monopoly.types. UNIT 5 Pricing: Cost plus pricing. Elasticity of Demand. Techniques and Importance of Demand forecasting UNIT 3 Production & Cost Analysis: Production & Production Function: Concept. Cost concept. Forms of production function. Law of variable Proportions. phishing. Managerial Economics UNIT 1 Introduction to economics . Returns to scale. Theory of firm UNIT 2 Demand and Supply Analysis: Analysis of Demand. menu system etc. 23 . estimation of demand. causes and control .Perfect Competition. discount rate.Simple and compound. IRR.Fixed and Floating Rates. Types of annuities. Accounting and Financial Management UNIT 1 3 Credits BRM616 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No.quartiles.Daily Products. UNIT 6 Measures of dispersion: Measures of Variation: absolute and relative. their inter-relationships. Exchange Rate: Fixed & Flexible. Effectiveness of Monetary and Fiscal Policy with respect to Indian Economy. Present values and accumulated values of these annuities. Co-efficient of correlation: calculation and properties 6. frequency distributions including graphical presentations UNIT 5 Measures of Central Tendency. UNIT 8 Money Supply and Interest Rates. 24 . quartile deviation. Rates of interest – nominal. interest rates and inflation UNIT 9 External Sector: International Trade. 5. Interest Rates . Compounding and discounting of a sum using different types of rates UNIT 2 Time value of money . Coefficient of variation UNIT 7 Elementary Concepts of Probability and estimation. Foreign Capital flows & Balance of Payments.Concept of present value. effective and continuous. Applications to Investment decisions. deciles. Positional Averages: Mode and median and other partition values . Range. Mathematical averages: Arithmetic mean. Statistical Methods UNIT 4 Introduction to statistics. and percentiles.Fiscal and Monetary Policy: objectives and Instruments. Convertibility of Rupee (Current & Capital Account). Geometric mean and Harmonic mean: Properties and applications. Business Mathematics and Statistics Business Mathematics UNIT 1 3 Credits BRM615 Interest rates . Correlation analysis. mean deviation. UNIT 3 Valuation of Securities. and variance and Standard Deviation. EMI Calculation. UNIT 3 Trial Balance UNIT 4 Profit and Loss account and Balance sheet UNIT 5 Capital & Revenue Expenditure/Depreciation/Inventory Valuation/Bill of Exchange UNIT 6 Partnership accounts and Company accounts: . branch penetration. Preparation of Final Accounts – Accounting in a computerized environmentmethods and procedures. Financial Statements of Banking Companies. Concepts of accountancy –Journal. Financial intermediation . Treatment of intangibles like goodwill (Brand Equity & IPRs) UNIT 7 Analysis of Financial Statements: . Basics of Banking UNIT 1 2 Credits BRM 617 Definition of money and its various forms.Balance Sheet Structure –Assets. CAMELS rating 7. Spread of Banking. Cost of Capital. Types of customers /accounts 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. UNIT 2 Role of a banker /Banker customer relationship. Ratio analysis. Accounting for foreign currency transactions.vertical and horizontal analysis.a business of trust and fiduciary responsibility of banks. Financial Accounting Vs. Liabilities and Net worth. 25 . Evolution of banking.Definition of banking.Relevant to Banks UNIT 9 Management Accounting. Analysis of financial statements. UNIT 8 Accounting Standards-overview. social banking. Accounting Standards. Banking .Ratio Analysis. Principles of conservatism – revenue recognition and realization – accrual and cash basis UNIT 2 Maintenance of Cash/ Subsidiary books and Ledger Records. Rights and obligations of a banker. Common sized statements . Entity going concern – double entry systems.Basic Accountancy Procedures. Time Series Analysis. Management Accounting UNIT 10 Basic Financial Concepts. Debit cards. Tax collection and bills payment service . nps.Principles of Communication. travel cards. etf. Banking and Allied Services UNIT 1 Core banking business vs. ATM. mobile banking. UNIT 2 Group communication: Importance. gold. UNIT 5 Consumer banking/ Commercial banking/ Other banking services .overview UNIT 6 Compliance regulations – KYC/AML.overview. Managerial Communication UNIT 1 2 Credits BRM621 Introduction to managerial communication: Meaning.mutual funds.group discussions. forms of communication. Allied Services Non – fund based business of banks UNIT 2 Third party products . other financial products Tax collection and utility bill payment UNIT 3 Traditional services . videoconferencing UNIT 3 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. ppf. Liability products – Overview. insurance. Meetings . third party product . Gold etc.branch banking.ncds. bond. phone banking. customer education and financial inclusion 8. FD.safe custody and safe deposit lockers UNIT 4 Depository Services and online trading UNIT 5 Advisory Services. Importance and objectives. 26 .Mutual funds. prepaid cards.UNIT 3 Banking channels. credit cards.Dematerialization of securities. Internet. Third party products Third party products . outsourcing UNIT 4 Banking Services and products –Asset products. Travelers cheques TERM 2 2 Credits BRM 618 1. Business Letters. Transactional Analysis. Motivation. Understanding People Attitude Perception and Learning. Emergence of Human Resource Management as people management. Circulars and notices 2. Circulars. Organizing. culture and ethos as specific to the Banking environment. Quotations. Nature. Leadership. 27 . Complaints. Application of EQ at Workplace. Acknowledgments Executions.2 UNIT 1 Emotional Intelligence: Emotional Intelligence in Management. Group Teams and Corporate Culture. Importance. Business Letters: Types. minutes. Importance of Business Ethics and Social Responsibility UNIT 2 Introduction to Functions of Management. Memorandum. Johari Window vs. succession planning UNIT 6 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. Planning. Bad news and persuading letters. Case Study and Case Analysis UNIT 4 Banking correspondence. EQ. Encouraging Creativity and Innovation UNIT 4 SPIRIT. Time Management. Behavioural Program . General Management UNIT 1 3 credits BRM623 Management: Concept. Components of Emotional Intelligence. Agency correspondence. Johari Window. scope and functions. concept of learning organization and knowledge management. Claims and adjustments. Introduction. coordination and control UNIT 3 Leadership: . corporate governance UNIT 4 Human Resource Management: Meaning. Orders. Minutes Agenda .Direct/Indirect Approach.Introduction to managerial writing: Business letters: Inquiries. UNIT 5 Human Resource Planning and development: training and development. directing. Report Writing . Change management. Proposal Writing. Improving EQ UNIT 2 Interpersonal Skills.Styles and functions. Goal Setting UNIT 3 Leadership Skills. Memos. 2 Credits BRM622 3. Tuckman’s 4 Stages. Management theories. objectives. Analysis of the Impact of Emotion at the Workplace. Levels of Management. Collection letter. advertising and sales promotion. UNIT 4 Regulatory Environment . Derivatives market. Money market. 28 . 2 Credits BRM624 5. Role of Reserve Bank of India/SEBI/IRDA etc UNIT 5 Banking Ombudsman . Treasury Management. (country-of origin effects. security measures UNIT 3 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. Managing Marketing channels. Exchanges and Forward Market Commission. Different financial markets. transfer operations. Regulation of financial markets . compliance aspects of cash handling UNIT 2 – Noncash transactions Noncash transactions -Funds transfer . Money market functions and Role of RBI & FIMMDA. disadvantages of non-banking channels. Financial liberalization.Performance management and appraisal. integration of markets and effect of globalization UNIT 3 Merchant Banking : Capital Market and its two segments. Global/international financial systems UNIT 2 Market -Players and the settlement procedure in market. benchmarking 4. Events and Public Relations UNIT 9 Direct Marketing. Online marketing Challenges.payment and settlement systems. high value transactions. Competitors.the Commodity Market. Market research & MIS. promotion. Network marketing. movement of funds. Debt market . instruments of transfer. Banking Environment UNIT 1 Indian financial system – Components of the financial system and their relative size. Identifying Market Segments and Targets. UNIT 8 Constructing a customer database. Marketing Communication. Implications of Global marketing.Appraisal systems such as Balanced scorecard. career planning and management.Primary & secondary markets. marketing Organization). Receipts and Payment Systems in Banks UNIT 1 2 Credits BRM625 Cash Transactions -Cash handling – procedures and processes. how does fund transfer take place. Marketing & customer value. Forex Market. incentives and transfers UNIT 7 Meaning and Scope of Marketing. Brand Positioning. capital adequacy. borrower’s financial stake -Appropriate terms and conditions for repayment. involvement of the borrower. Procedure for encashment of draft .5 Cs. market enquiries.Electronic Funds transfer. Conditions. UNIT 4 Remittance . Payment system. SWIFT. Interbank mobile payment service (IMPS) . profitability. Payment Orders and Bankers’ Cheques.Electronic . FDD s: Foreign Demand Drafts. Cancellation of DD s. financial analysis UNIT 5 Wholesale vs Retail Lending UNIT 6 3 Credits BRM626 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. focused lending and follow-up. RTGS. Capacity. evaluation of security. Loss of DD. MICR based clearing. Credit to the beneficiary’s account. ECS.Concept of margin – need for margin.NECS . impact on debt equity relationship Needs of business entities: Fund-based and non-fund based credit in terms of cash outflows. Revalidation. Collection of Bills. UNIT 4 Borrower Segments-Advantage of segregation of borrowers into segments-segment specific products. VISA money transfer( Bank to specify ) 6.Collection and purchase of cheques.Coverage of NEFT. Cash management services. Basics of lending UNIT 1 Broad sources of finance .evaluation of Promoters and Management team. Collateral. cheque truncation .Validity of Instruments. Interbank payment & settlements. Financing of working capital and term loans.Pricing of loans and returns on funds lent. UNIT 5 Payment systems – worldwide . RBI-EFT. liquidity. Types of assets created UNIT 2 Principles of lending -Safety. Selection of clients: due diligence . security. Capital. issue of duplicates and cancellation of FDD. Clearing.Prudential norms: Exposure ceilings. Liquidity requirement. risk weightages for fund and non-fund exposures on balance sheet / off-Balance sheet UNIT 3 Canons of sound lending . Character.Remittance -Instruments of funds transfer . purpose. Forms and features of lending. Loan to value ratio.short-term and long-term lending.Demand Drafts. NEFT. Remittances abroad. 29 . Prevention of Corruption Act 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. Banking Laws and Regulations 2 Credits BRM627 UNIT 1 Banking Regulations . Account Payee Crossing. monitoring.negotiable crossing. 30 . Contract Act with special reference to Guarantee/Indemnity.Cash Credit. registration of charges. assignment of debt. LCs. Criminal Procedure Code. Overdrafts against bills.Concept of Security -Comparison of banker’s involvement in borrower’s project. Valuation of security UNIT 7 Types of advances . UNIT 3 Partnership Act. inspection. etc. Bank Guarantees. Not. Packing Credit. filing.provisions relating to the existence of the company as an independent legal entity. deemed Public Company. Types of security and charge for various facilities. Protection of security – insurance. Indian Trust Act – Basic provision as to the operation of the Trust UNIT 5 Transfer of Property Act. limited liability partnership. Collateral for safety of advance -Concept of security – unsecured and secured advances / lending. provisions relating to Memorandum of Association and Articles of Association. Banking Regulation Act 1949 UNIT 2 Negotiable Instruments Act. discounting. etc. appropriate mode of dispensation. Primary security and collateral security. Third party guarantee. -Term Loans. Lender’s Liability Act. Law of limitation UNIT 6 SARFAESI Act. Consumer Protection Act UNIT 7 Civil Procedures Code . provisions relating to the Corporate Guarantee. UNIT 9 Fair Practice Code for lenders 7. Pledge. difference between Public and Private Limited Companies.Reserve Bank of India Act 1934. etc. UNIT 4 Societies Act – provisions relating to the constitution and bye laws and basic provision as to the working of the Society. hypothecation. Pledge. assessment of borrower and project viability. provisions relating to the borrowings by the company. Fixing suitable repayment terms -Knowledge of policies affecting an industry and limitations on exposure -Banker’s responsiveness to borrower needs. payment of cheques. UNIT 8 Understanding financial statements and interpretation thereof -Gauging the need and extent of finance. material alteration. purchase of bills. etc. Mortgage – registered and equitable. Lien etc. Deferred Payment Guarantees. Companies Act . Allonge etc. Perfection of security – registration. Indian Stamp Act. Risk and return of single assets and portfolio. Theories related to Risk and Return: Markowitz model. Business Analytics UNIT 1 Valuation of Fixed Income Securities : Introduction to Bond Markets .Customer Relationship Management. State Government securities. Sale of goods act. Single Index model. Valuation/Pricing of bonds. money market instruments and preferred stock. Functions of CRM model. Information Technology Act 8. Term structure of interest rates UNIT 2 Stock Valuation: Stock Valuation Models: Dividend Discount Model Growth with Internal Equity.UNIT 8 Income Tax Act. cost of equity and retained earnings. Governmentguaranteed bonds. needs of the customers. Yield and Conventions. PSU bonds. FCF Approach UNIT 3 Risk Return Analysis: Introduction to risk and returns. and CAPM and Arbitrage Pricing theory. Measurement of market risk .types of customers. determining the proportions. UNIT 2 3 Credits BRM628 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No.Security Market Line. Bond Yields. Service Tax. Prevention of Money laundering act UNIT 9 Banker’s Book Evidence Act 1891. P/E multiple and PVGO. Basic determinants of CRM. Methods of Calculating EVA . 31 . Higgin’s sustainable growth model. Managing customer relationship. Weighted Marginal Cost of Capital. Customer Relationship Management .3 Credits BRM631 UNIT 1 Customer Service. divisional and project cost of capital.Residual Income Method and Refined Earnings Method. EVA Analysis UNIT 6 Branch Profitability TERM 3 1. Corporate debentures. UNIT 4 Cost of Capital: Cost of debt and preference shares. Sources of risk. Spot and Forward Rates. Terminology and characteristics of Bonds/Types of fixed income securities: Central Government securities. WACC. UNIT 5 Concept of EVA. defining and understanding CRM. Understanding the 5 stages in building customer relationship . Channel sales and sales planning. Home Loans to NRIs / PIOs. Customer perception . Role of a Relationship Manager. challenges UNIT 2 Special features of Retail Credit . Overview of the role / Cross selling UNIT 7 Sales management model. compensation and exit of SE. Client – Relationship Manager interaction model. technological support UNIT 3 Home Loan. Kotak Mahindra Bank Brand. regular and constant follow – up. Uncovering customer attitude. car loan ( Bank specific products) UNIT 4 3 Credits BRM632 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. sound documentation. dimensions of service quality. Demand funnel v/s SE Model.Customer Service Management -Understanding customer service. Prospecting. Understanding customer expectations and customer satisfaction.advantage/disadvantages. opportunities.Understanding the difference between customer value and customer satisfaction. Types of sales.Relationship and Sales Management at Kotak Mahindra Bank. Retail Banking UNIT 1 Definition and concepts . Sales kit . skills required to provide excellent service. 32 . Process of Call Execution and steps in call execution. Understanding Customer satisfaction drivers. Home Improvement Loan. strong processing capability.volume driven. skilled human resource.comparison between quality and satisfaction. understanding personality types of customers and best practices to handle them UNIT 3 Customer Satisfaction -Importance of Customer Satisfaction. Recruitment. Understanding your customer. Dimensions of service encounters and satisfaction UNIT 5 Grievance redressal and complaint management . evaluation. strong credit assessment capability. Methods to measure customer satisfaction UNIT 4 Customer Value Management . Service Failures ( other topics to be suggested by the bank) 2. training. service quality UNIT 6 Introduction to Relationship and Sales Management .6 stages of relationship management. Financial selling. Channel partner – managing channel partners UNIT 8 Concept of Relationship Management. dimensions to provide excellent service. Liability Products Domestic liability products . risk measurement. default risk. Income Recognition and Identification of NPAs.Current Account. framework of risk management system in banks. UNIT 10 Non-resident accounts . directives of RBI for implementing credit risk management framework in banks and the requirements thereof) Market risk and operational risk UNIT 3 Credit risk managing tools such as VAR. types of financial risks – country risk. convenience banking UNIT 9 Branch Management . Mortgage Loan.Day to day branch management.CASA. 3. Term deposits. essentials of risk management. other banking facilities for retail customers UNIT 8 Processes . Different Recovery Methods.Credit risk (Probability of default. risk pricing. Reverse Mortgage Loan ( Bank specific processes) UNIT 5 Advance against Securities ( Bank specific processes) UNIT 6 Stressed Assets Management .Loan against Future Rent Receivables.CDOs.Types of accounts and facilities for Non-residents. 3 credits BRM633 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. Profitability of liability products ( Bank specific products). Review of SAM. Regulatory guidelines impacting branches etc. safe custody. risk monitoring and control and risk mitigation.Monitoring of Standard assets.need for risk management. Substandard. Savings account. mandatory notices. Safe deposit Lockers. CDS. settlement . loss given default and maturity. risk and volatility. Credit derivatives. exposure at default. concentration risk. 33 . UNIT 2 BASEL Norms pertaining to risk management . RFC accounts. RBI guidelines UNIT 7 Functions of Retail banking branch. Credit Risk Management UNIT 1 Definition of risk. Doubtful and Loss assets. cross-border credit risks. Types of customers and accounts . counterparty risk.risk identification. Advance against bills in the course of collection. Clean Advance. Pre-sale finance – overdraft. Documentary Collection. settlement risks. Transport Documents. URC. Trade and Exchange Control Formalities. clean bills UNIT 2 Types of facilities – cheque purchase. Transport financing.RBI Guidelines. Post – sales – documentary bills. Open Account.UCPDC. cash credit. Mechanism with illustration. Documentary Credit. Financial Documents. Buyer’s credit UNIT 7 Trade Finance Regulations . Seller’s credit or supplier’s credit. different approaches for risk rating UNIT 7 credit rating model followed by the bank 4. preventive vigilance. 34 . Dealer financing. Financing of imports. Documents required. bill purchase/discount. FEMA. UNIT 5 Imports : Import LC. RCSA/ KRI UNIT 6 Capital charge for various risks – Role of credit rating. Sanction of Limit UNIT 6 Supply chain management -financial solutions. Bank guarantee UNIT 3 Documentary Credits (Letter of Credit): Types of LC – Parties. collection of import bill. cash credit against book-debts/debtors. FEDAI. Inspection audit.Maker checker system. Herstatt risk UNIT 5 Operational Risk . UNIT 4 Documents involved in International trade: Statutory Documents. Risk Bearing Documents. Trade finance and Cash Management Services 3 Credits BRM634 UNIT 1 Trade Finance – Domestic Trade. Vendor financing (channel financing)/(distributor financing).Invoice financing. INCOTERMS. UNIT 8 Cash management services 5. Foreign Exchange 3 Credits BRM635 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. Business continuity plan.UNIT 4 Interbank payment risks. Statutory basis of Foreign Exchange. Pricing of Short-date and broken-date contracts. different instruments of international money transfers and modes of remittance. Introduction to foreign exchange markets. UNIT 2 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. FEDAI rules relating to Foreign exchange transactions.UNIT 1 Management of Foreign Exchange with special reference to India: Meaning of the Term “Foreign Exchange”. payment mechanism. Exchange Market. procedure for various foreign exchange related transactions. Foreign Exchange Market in India . Foreign Exchange Markets & Exchange Rate Parity Condition. Calculating buying and selling rates for telegraphic transfer and bill transactions 6. Import Export Overview.financial planning goals. Structure of foreign exchange market. rules for foreign exchange contributions.FCCB. definition and scope of financial planning. Correspondent Banking arrangements. Structural models of exchange rate determination UNIT 3 India’s Forex Scenario: BOP crisis of 1991. Foreign exchange functions in a Bank branch UNIT 2 Evolution of Exchange Control. Financial planning process -the life cycle of investor in financial planning . Important elements of financial planning. Foreign currency loans. Exchange Arithmetic. Forward quotation. interest rate parity. Financial Planning UNIT 1 3 Credits BRM636 Financial Planning Process : Need for financial planning. rules relating to release of foreign exchange to Indian residents UNIT 5 Introduction to Exchange Rate Mechanism: Spot. FEMA. ECB.Determinants of Foreign exchange rates: International parity conditions Purchasing power parity.Forward Rate. Convertibility. LERMS. FCRA. Components of financial planning. Exchange rate quotations and arbitrage. Outline of Exchange Rate and Types. 35 . UNIT 2 Types of transactions and settlement dates. UNIT 4 FCNR. Asset allocation and private banker Asset allocation models . Improving financial modelling.mutual funds.Financial Planning Products : Products specified by the Bank UNIT 3 Financial Planning and Forecasting Ratios System. Time horizon for a HNWI UNIT 5 Investment Approach. UNIT 2 Working capital assessment . Tax implications of various investment products UNIT 7 Ethics in Financial Planning UNIT 8 e-trading platform – of Kotak Mahindra Bank 7.operating cycle. Growth with Internal Equity UNIT 4 Risk Profiling : Investment planning. Commercial Banking UNIT 1 4 Credits BRM637 Liability products : Commercial Banking products . Conditions for the Successful Use of Models. Types of Financial Planning Models. Wealth management advisory services UNIT 6 Tax implications . investment avenues for claiming sec 80c benefits.an important tool to achieve financial goals asset class characteristics. insurance. projected balance sheet. real estate investments. Rebalancing.changing asset allocation .features and process flow( Bank specific products) . Investor profiling. 36 . Development of Simulations Models. An integrated approach to asset allocation . UNIT 3 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No. other investments.Asset Allocation : Asset tool.Equity market investments . cash flow method etc.Risk return characteristics of asset classes . Product suite across the risk-reward spectrum . free cash flow valuation models such as FCFF and FCFE. project appraisal and structured finance solutions. Disclosures. equity IRR and how it is linked to capital structure. refund banker.. determining project IRR. Role of SEBI. Project export financing with the support of export credit agencies. assessment. bankers to issue.co managers. pricing of issue. Debt Equity Ratio and DSCR. underwriters. advisory services on financial models. regulatory and legal aspects. Role played by commercial banks in an IPO for equity.Term Loan – purpose. Other market players. brokers. role of bankers in private placement of debt or equity. UNIT 5 Merchant Banking : Essential requirements for a public issue. 37 . raising equity capital etc. etc. Foreign currency denominated term loans. UNIT 4 Project finance. capital structure. Term loan eligibility based on security. book running. Role of listing exchange. differences between private placement and public issue. registrar. Concept of Promoters contribution. Draft prospectus.No 1 2 3 4 5 6 7 Title Spoken English with CD Accounting and financial management General Bank Management Managerial Economics Basics of Banking Principles of Management Business Statistics Authors Sasikumar / dhamija IIBF IIBF Atmanand M N Gopinath Charles Hill and Steven Mc Shaw S P Gupta & M P Gupta Publisher Tata McGrawHill Macmillan MacmIllan Excel Snow white McGraw Hill sultan chand and sons Ed 2 nd edition 2 nd edition Latest edition 2011 latest/2010 latest/2010 2007 2010 Copyright year 2011 2011 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No.( Bank specific products and processes) Text books Sl. Institutional banking UNIT 6 Asset Products and process flow. role and responsibilities of lead manager. Stanley Brue and Sean Flynn Geetika. Macroeconomics. Purba Manish and Navneet Bansal Roger Farmer Carter Hill / William Griffith / Guay Lim Roger E A Farmer Eric Noreen.Reference books 1 2 3 4 5 Business Communication Management Communication . Economics Managerial economics Derivatives and financial innovations Macroeconomics Principles of econometrics Macro economics ( with CD) Managerial accounting for managers Author Joseph Stiglitz /Carl Walsh Gregory Mankiw H L Ahuja Neil Doherty /Edwin mansfeld/Bruce Allen/ keith weigely Campbell McConnell.Ray thomsun MCGrawHill Publisher Viva Group India Cengage learning Edition norton Mc Graw Hill Mc Graw Hill 2 nd edition 2 nd edition 1 edition 13/09/2012 Kotak Probationary Officer Course – Course Details Pg No.A case analysis approach Business Communication Strategy Effective Business Communication Business Communication Today Business Correspondence and Report Writing : A Practical approach to Business & Technical Communication Business Communication General Management Sudan and Amrik Singh James O Rourke and Anobha Singh Malthkutty Monipally Asha Kaul Bovee Thill Schatzman Sharma R C and Mohan Krishna R C Bhatia Sharma Nk and Sarita Sharma Anmol Pearson Tata McGraw Hill Prentice Hall Pearson Tata McGraw Hill Ane Books Sapna Book House 6 7 8 Other Books Subject 1 2 3 4 5 6 7 8 9 10 11 Principles of Macroeconomics Macroeconomics Managerial economics Managerial economics Microeconomics. Piyali Ghosh. Peter Brewer. 38 . 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