1. Unit - 1
Chapter No Content
What is Entrepreneurship and who is an Entrepreneur?
Main characteristics and traits an Entrepreneur has or should have:
1 Motivation
Risk-taking
Innovation
Entrepreneurial Persons
2 Entrepreneurial Communities
Entrepreneurial Process
Entrepreneurship and Economic Development
What does the Entrepreneur do?
Productivity
Job Creation
3 Transfer of Technology
Entrepreneurial Firms
Advantages of Small & Medium Enterprises
The Indian SME Sector
Entrepreneurship and the Environment
Societal Factors
Women, as Entrepreneurs
4 Education
Government Policies
Economic Infrastructure and Societal Overheads
Changes Taking Place

2. Unit - 2
Chapter No Content
1 Business terms
Small Scale Sector-The vibrant sector of the Indian economy
Small Scale Sector significantly contributes to exports
2 What is a Small Scale Unit?
Value of Plant & Machinery
Concessions and Facilities
Steps in planning a new Enterprise
3 Government Formalities and Procedures
Proprietorship
Partnership Deed
4 Company
Selection of an Appropriate Form of Ownership Structure
Search for Location: Reasons
Selection Criteria
5 Information Sources
Location/Site Selection: Common Errors
Types of Finances required
Sources of raising Finance
6 Institutions providing Finance
Small Industries Development Bank of India (SIDBI)
Some relevant schemes of SIDBI
Cont…

3. Cont…
Unit - 2
Chapter No Content
Institutional Network
7 Other Agencies
Information related to Project
Information related to Support System
8
Information related to Procedures and Formalities

4. Unit - 3
Chapter No Content
Multiple Options
Industry and Service Enterprise
Sub-sectors in Industry
1 Ideas for Industry
Government and Industry/Service Enterprise
Forms of Organisation
The Million Dollar Question
2 Look at yourself
Your Cup of Tea: The Clues
Springboard for business ideas
3 The Bountiful Nature
Existing /Expected Enterprise and Business Ideas
4 Some Important considerations
5 Ideas from the Marketplace
Government Policies and Your Business
6 Keeping abreast of Policies, Economy & Your Business
Information Indispensability
7 Getting Information from concerned actors: Basic guidelines Information
on Business Ideas
Cont…

5. Unit - 3 Cont…
Chapter No Content
Idea to Details:
8 The Compulsory Journal
Pool the Information
9 Business Plan: Beyond Viability
The Final Decision
10 Common Errors
Idea Path
11 Idea-search: A Long Journey
Mahesh and Business Ideas
Kamal Gupta: Engineering Ideas
12 Pawan Ahuja: Food for thought
Shyam Lakhani: Search for fresh pastures

6. Unit - 4
Chapter No Content
Introduction
What is Marketing?
Relevance of Marketing
1 Selling and Marketing
Marketing Mix
Value Chain Concept
Introduction
Mass Marketing
What is Market Segmentation?
2 Ways of segmenting a market?
What is Market Targeting?
Market Positioning
Introduction
Why Marketing Research
3 Benefits of Marketing Research
Steps in Marketing Research
Information Requirements of Marketing Research
Introduction
What is market demand?
Market Demand : a five dimensional concept
4 Uses of demand Estimates
Components of demand estimate
Method of estimating Current Demand
Cont…

7. Cont…
Unit - 4
Chapter No Content
Introduction
Secondary data : Advantages & Disadvantages
Approaches for collecting secondary data
Primary data : advantage & disadvantage
5 Techniques for collecting primary data
Factors affecting the selection of data collection method
Which method should one select
Approaches for collecting primary information through questionnaire
Introduction
What is sampling
Different sampling procedure
6 Questionnaire Design
A sample questionnaire
Key Component of Market Survey
Problem in Market Survey
Introduction
Deciding Product Strategy
Product Life Cycle
Deciding Pricing Prices
7 Channels of Distribution
Developing an effective Promotion Strategy
Importance of Packaging
How to do Branding?
Cont…

8. Cont…
Unit - 4
Chapter No Content
Demand measurement
Methods of estimating Future demand
8 Example
Errors and Precautions
Recaptulate
Introduction
What is Rural Marketing?
9 How it is relevant for an Entrepreneur
Things need to be considered in Rural Marketing
How to develop an effective Rural Marketing Mix Strategy?

9. Unit - 5
Chapter No Content
1 ‘Entrepreneurship’ as a Career
2 Entrepreneurs’ Profile
3 Entrepreneurial Motivation
4 Making of an Entrepreneur Part 1 : Understanding Self
5 Making of an Entrepreneur Part 2 : Emotional Intelligence (EI)
6 Making of an Entrepreneur Part 3 : Team Building and Leadership
7 Making of an Entrepreneur Part 4 : Goal Setting
8 Systematic Planning
9 Overcoming Failures
10 Personal Assessment Worksheet
11 Self Rating Questionnaire (SRQ)
Additional
Endnotes

10. Unit - 6
Chapter No Content
Business Plan Preparation –
Starting a business
What is a business plan?
Set your goals
1 Review your business plan
Why businesses fail?
How to succeed?
The Do’s and Don’ts
Business Plan Essentials –
2 Preparing a business plan
Business plan outline
3 Formulate (and Reformulate) Business Plan
Promoters, Constitution and Statutory Compliances –
Promoters
4 Constitution
Statutory compliances
5 Industry Analysis
Cont…

11. Unit - 6 Cont…
Chapter No Content
Demand Analysis, Marketing Plan and Product Mix –
 Demand Analysis
Need and importance
Market demand – six element concept
Market survey
Test marketing
6 Errors & precautions
 Marketing Plan
Current situation
Opportunity and issue analysis
Objectives
Marketing strategy
 Product Mix
Assessment of Technical Feasibility –
7 Need and importance
Typical coverage
Cost of Project and Means of Financing –
8 Cost of project
Means of financing
Cont…

12. Unit - 6 Cont…
Chapter No Content
Assessment of Financial Viability –
Financial Forecasts
Projections of performance and profitability
Projected cash flow statement
9 Debt Service Coverage Ratio
Break Even Point
Profitability Ratios
Sensitivity Analysis
10 Implementation Schedule
Growth and Exit Strategy –
11 Growth strategy
Exit strategy
12 Enclosures
References & Recommended Readings

13. Unit - 7
Chapter No Content
You must Possess Managerial Skills
You have to be an Entrepreneurial Manager
1 Distinction between Manager and Entrepreneur
Your Business has Special Features
Managerial Tasks
Managerial Skills
2 Managerial Functions
Organisational Structure
Be sensitive to the Environment
3 How to be Aware of Change
How to Manage Change
Planning is Essential for Success
The Plan Provides Focus and Directors to Your Business
4 The Plan Indicates How to Remain Competitive
The Plan Insures Your Growth
It Pays to Remember
How and Why does Starting Crisis Occur
5 How to Avoid the Starting Crisis
How and Why Cash Crisis Occurs
6 How to Avoid the Cash Crisis
Two Categories of Cash
Cont…

14. Cont…
Unit - 7
Chapter No Content
How and Why Delegation Crisis Occurs
7 How to Avoid Delegation Crisis
How and Why Leadership Crisis Occurs
8 How to Avoid the Leadership Crisis
How and Why Finance Crisis Occurs
9 Sources of Finance
How to Avoid Finance Crisis
What is Communication
Communication Process
When does Miscommunication occur
10 Meta-Verbal Communication
Developing Communication Skills
Importance of Communication Skills
11 Ten Steps to Successful Negotiation
Build a Problem Solving Attitude
Recognise the Problem and its Seriousness
Specify and Understand the Problem
Formulate Possible Causes
12 Test the Possible Causes
Develop Alternative Solutions
Establish Objectives
Compare

15. Unit - 8
Chapter No Content
Production Management in Small Scale Business
1 Inventory Control in Small Business
What is Quality
2 Management Aspects of Quality
Why Must You Manage Time
Key to Time Management: Planning
3 Resolving Goal Conflicts
Principles of Time Management
What are Basic Values
4 Values Touch Every Aspect of Business
Values are Good for Everybody
Planning for Manpower
5 Personnel Selection
Production Management in Small Scale Business
6 Inventory Control in Small Business
Work Motivation
Job Satisfaction
7 Supervision
Performance Appraisal
Training and Development
What is Self Management
8 Self Management and Small Entrepreneur

16. Unit - 9
Chapter No Content
Pricing
1 Pricing Policies
Product Types
2 Life Cycle of a Product
Developing a New Design
Channels of Distribution
3 Expenditure for Establishing a Distribution System
Promotion
4 Advertising
Selling
How to Handle Competition
5 Objections and How to Handle Them
Closing a Sale
Dos and Donts of Selling
Practical Hints for better Business
Small Scale Business
6 Marketing for Small Business
Marketing Rural Products in Urban Areas
Effective Marketing Management
Cont…

17. Cont…
Unit - 9
Chapter No Content
What is Financial Management
What is Financial Planning
What is Financial Control
Financial Functions of a Manager
7 • Manager and Routine
Job Demand of a Finance Manager
• Raising of Funds
• Allocation of Fudns
• Profit Planning
The role of An Accountants
The Decision Makers
8 Types of Accounting
The Accountancy profession
Principal Financial Statement
Balance Sheet
9 Profit and Loss Account
Double Entry Book-Keeping
Trial Balance
Cont…

18. Cont…
Unit - 9
Chapter No Content
Profit and Loss Account
Balance Sheet
Adjustment to Trial Balance
10 Depreciation Adjustment
Accruals Adjustment
Repayment Adjustment
A Comprehensive Example
Interpretation of Financial Statements
What is Liquidity
Current Ratio
11 Profitability Ratio
Inventory Turnover Ratio
Debtors Turnover Ratio
Return on Investment Ratio (ROI)
Funds Flow Analysis
Sources and Uses of Funds
12 Objectives of Funds Flow Statement
Funds Flow Statement from the Balance Sheet
Inferences
Definition of Cost
Technique of Classification
13 Overheads Absorption Method
Standard Costing
Cont…

19. Unit - 9
Chapter No Content
Pricing Methods
14 Marginal Costing
Price Discrimination & Differential Selling
Working Capital Assessment
15 Basis of Assessing Working Capital
Estimation of Sales
What is an Operating Cycle?
What is Working Capital?
16 Current liabilities as Working Capital Source.
Net Working Capital
Fund-Based Facility
How is Cash Credit Determined
Loan Applications for Cash Credit and Term Loan
17 Margin of Safety
Debt Service Coverage Ratio
Disbursement Formalities for Cash Credit & Term Loan
Primary Security
Collateral Security
Acceptability of Assets as Security
Types of Changes
18 Pledge
Hypothecation
Mortgage
Common Loan Documents

20. Unit - 10
Chapter No Content
The Factories Act, 1948
1 The Industrial Disputes Act, 1947
2 Wage Legislation
The Indian Contract Act
The Indian Negotiable Instruments Act
3 The Indian Sale of Goods Act
The Indian Partnership Act
Social Legislation
4 Trade & merchandise marks Act
Central-Excise
5 Sales Tax
The Income Tax Act
Pollution Control Act
Indian Boiler Act
6 Explosive License Act
Drugs and Cosmetics Manufacturing License

21. Unit - 11
Chapter No Content
What is Business Ethics
Business Ethics Levels
Understanding Business Ethics
1 Stakeholders in business and Stakeholder Analysis
Developing Specific Strategies and Tactics
Case on Business Ethics
Export Environment
Export Procedures & Formalities
2 Export Documentation
Export Promotion Councils and other Export Organisations
What is Venture Capital
Activities involved in Venture Capital Financing
Sources of Venture Capital
3 Indian Experience
Venture Capital Companies and Institutions
Conclusion
Answers to Questions about Venture Capital
What is Franchise
Major Factors influencing franchising
Location of franchise
4 Advantages and Disadvantages of franchising
Responsibilities of a franchisor and a franchisee
Franchise Tips
Cont…

22. Unit - 11 Cont…
Chapter No Content
Concept of TQM
Importance of TQM for Small Entrepreneurs
Benefits of TQM
5 Concept for applying TQM
Improvement process in TQM
TQM Implementation
Issues in TQM
Part I
Intellectual Property Rights (IPR)
Understanding Patents
Science & Technology in India and IPR
Patenting in India
Building IPR Management in Project working
6 Amendment to Patent Law
Part II
What is GATT
The Uruguay Round
Effect of GATT on SMEs
Positive Implications
Cont…

23. Unit - 11 Cont…
Chapter No Content
Barriers to planning in Small Business
Strategies Planning Approach
Analysis Phase
Action Phase
7 Environmental Analysis and Internal Analysis
Distinctive Competencies and Competitive Weaknesses
Mission and Strategies Posture
Strategic Plan Preparation
What is Information Technology
Computer Technology
Communication Technology
8 Applications of IT
E-Commerce
Advantages of IT
Relevance of Information Systems for Small Entrepreneurs
Cont…

24. Unit - 11
Chapter No Content
Various Types of Pollution
• Water (Act 1974)
• Air (1981)
Powers & Function of
• Pollution Boards
• Central Board
9 • State Board
Prevention and Control of Water Pollution
Measure for Prevention & Control of Air Pollution
Restriction on Use of certain Industrial Plants
Environment (Protection) Act, 1986
Environment Clearances and Location of Industries
Importance of Service Sector
Characteristics of Services
Developing a Service
10 Difference between marketing of goods and Services
Marketing mix and Strategies
Selling of Services