COURSE COVERAGE

S.NO TERM 1 – LIST OF SUBJECTS PAGE NO

1 BUSINESS COMMUNICATION 3
2 BASICS OF MATHEMATICS AND ACCOUNTANCY 4
3 ECONOMICS FOR BANKERS 5
4 BASICS OF BANKING 6
5 SALES AND SERVICE ORIENTATION 7
6 DIGITAL BANKING AND ALTERNATE BANKING CHANNELS 8
7 IT IN BANKING & CORE BANKING SOLUTION 9

S.NO TERM 2 – LIST OF SUBJECTS PAGE NO

1 FUNDAMENTALS OF FOREIGN EXCHANGE OPERATIONS 11
2 BANKING LAWS 12
3 CREDIT & CREDIT RISK MANAGEMENT 13
4 FINANCIAL PLANNING & WEALTH MANAGEMENT 14
5 MARKETING & RELATIONSHIP MANAGEMENT 15
6 RURAL & INCLUSIVE BANKING 16
7 CORE BANKING SOLUTIONS 18

S.NO TERM 3 – LIST OF SUBJECTS PAGE NO

1 TRADE FINANCE 20
2 RECOVERY MANAGEMENT 21
3 BRANCH MANAGEMENT & OPERATIONAL RISK MANAGEMENT 22
4 BUSINESS DEVELOPMENT 23
5 BEHAVIORAL SKILLS FOR CUSTOMER MANAGEMENT 24
6 RETAIL BANKING 25
7 CORE BANKING SOLUTIONS 26

1
 Term I
S.NO SUBJECTS
1 BUSINESS COMMUNICATION
2 BASICS OF MATHEMATICS AND ACCOUNTANCY
3 ECONOMICS FOR BANKERS
4 BASICS OF BANKING
5 SALES AND SERVICE ORIENTATION
6 DIGITAL BANKING AND ALTERNATE BANKING CHANNELS
7 IT IN BANKING & CORE BANKING SOLUTION

2
 Business Communication

Unit COVERAGE
No
1 Paragraph writing - Basics of paragraph writing, linking words, logical flow, summation,
feed-back on paragraphs. Verbal and non – verbal communication.
2 Email writing - Format, Do’s & Don’ts, internal & external E mails, writing internal
Emails, direct and indirect approach in drafting, feedback on Emails.
3 Basics of Oral Communication– Extempore, clarity of thought, logical flow of content,
content for different audience, techniques for building content.
4 Business Conversations - Basics, CIC, Questioning Skills and Observation skills.
5 Customer Service Basics – Need of customer Service, Skills required for customer
Service and Types of Customers.
6 Image Building – Grooming, Social and Business etiquette, Professional Outlook, Self
Confidence. Personal Effectiveness – Foundation of individual Behaviour and Attitude
(Building positive Attitude).
7 Work Place Effectiveness – Understanding and adopting Values and principles of BOB,
Integrity at work.

3
 Business Mathematics and Accounts

Unit Coverage
No

1 Introduction to Accounting – meaning. Need of accounting to bankers, accounting

concepts and conventions, overview of accounting standards.
Accounting Terms-Meaning of expenditure, asset, liability, profit, loss, revenue,
outstanding liability, prepaid expenses, trading a/c, profit and loss a/c, balance sheet,
cash flow statement, inventory, accounting equation, debit, credit, creditor, debtor,
bills receivable, bills payable, debt, doubtful debts, bad debts, revenue and capital
expenditure, revenue and capital receipt, capital, etc.
2 Basic idea on Financial and non-financial transactions, Double Entry System, Journal
Entries, preparation of Trial Balance, Profit & Loss account and Balance Sheet.
Basic understanding of debits and credits and its applicability in Banks and GL & PL of
the Branch. Preparation of Vouchers – debit and credit vouchers, Rectification of
errors.
3 Depreciation - Concept of written down value method, straight line method, simple
problems on calculation of depreciation.
4 Understanding of Financial Statements - Meaning of trading a/c, difference between
trading a/c & P&L a/c, understanding of companies’ financial statement, fund flows
and cash flow statements. Understanding the Branch GL.
5 Interpreting financial statements -Ratio Analysis, meaning of ratio analysis, concept of
current ratio, debt equity ratio, DSCR.
6 Interest rates - Simple and compound. Rates of interest – nominal, effective and
continuous, their inter-relationships. Compounding and discounting of a sum using
different types of rates.
Interest Rates - Fixed and Floating Rates- Daily Products, EMI Calculation
7 Time value of money - Concept of present value, Types of annuities, Present values
and future values, accumulated values of these annuities; discount rate, Payback
period, IRR, Applications to Investment decisions.
8 Introduction to statistics, Preparation of Tables, charts and Graphs using Bank data,
including graphical presentations. Central tendency-Mean, Median, Mode, Standard
Deviation, Coefficient of variation, Frequency distributions.

4
 Basic Economics for Bankers

Unit Coverage
No.
1 Introduction to Managerial Economics - Demand and Supply Analysis, Elasticity of
Demand (in relation to banking products), Consumption and expenditure pattern of
the consumers. Estimation and Importance of Demand forecasting.
2 Production & Cost Analysis: Basic Production Function, Law of variable Proportions,
Returns to scale. Cost concept, Short term and long term cost output relationship,
Cost curves, Economies of scale and breakeven analysis.
3 Market Structure: Market Structures- Perfect Competition, Monopoly, Monopolistic
Competition & Oligopoly, Price and output determination in different market
structures.
4 National Income aggregates - GDP/NNP/GNP –Unemployment, Savings and
investment, Inflation - types, causes and control.
5 Fiscal and Monetary Policy: Objectives and Instruments, Effectiveness of Monetary
and Fiscal Policy with respect to banking sector.
6 Money Supply, Inflation, Deflation, Depression and Interest rates.
7 External Sector: International Trade, Foreign Capital flows & Balance of Payments,
CAD, Current Account and Capital Account – Rupee Convertibility.

5
 Basics of Banking

Unit Coverage
No.
1 Definition and evolution of Money & Banking, financial intermediation, business of
trust and fiduciary responsibility, Business Ethics – Its importance in building up a
relationship. Overview of IFS and Banking, Recent developments and challenges in
banking.
2 Customer Service – Guidelines of RBI/Banking Ombudsman/IDBI Bank’s Redressal
Guidelines. Types of customers. Banker-Customer Legal relationship. Rights and
Obligations of the Banker.
3 Compliance to & Regulations of RBI – KYC/AML
4 Different Types of Operations, Introduction to Liability, Operational Issues related to
Account Opening, Nomination and TDS. Process of account closure/Settlement of
Claims (both nomination and death claims) and Overview of Asset products.
5 Funds Transfer – Physical and Digital – Modes, Process and Operational Issues.
6 Collection of taxes and utility Bills, Safe Custody and Safe Deposit Lockers.
7 Distribution of 3rd Party products- Mutual Fund and insurance products. Distribution
of other financial products.
8 Role of Commercial banks in IPO/FPO for equity. Role of bankers in private
placement of debt or equity.
9 Para Banking products like PPF, NPS, Pension payments etc. SCSS Senior Citizen
Savings Scheme
10 Clearing - MICR / Non MICR, Cheque truncation, Collection of cheques and bills.
National automated Clearing House, (NACH).
11 Cash handling procedure at branches/currency chests - Clean note policy, dealing
with counterfeit currencies movement of cash from and to currency chest etc. CRR,
cash retention limit, Note refund rules. Operational issues.
12 Competition Analysis: segment wise analysis (gold loans, housing loans, remittances,
priority sector advances) study of USPs, Projects and Seminars.

6
 Sales and Service Orientation

Unit Coverage
No
1 Service economy and its characteristics. Definition of service economy, nature of services,
characteristics of services and its relevance to banking industry. Study of various service
organizations – (visits and inter-action). Customer Relationship Management – Fundamentals.
Evolution of relationship marketing, issues of relationship, purpose of relationship marketing,
approach towards marketing. CRM cycle, stakeholders in CRM, significance of CRM, types of
CRM, success factors in CRM, CRM Implementation.
2 Financial Services - Characteristics of financial services, different types of financial services.
Challenges in Marketing of financial products/services.
3 Understanding customer requirements, customer attitude, customers’ expectations and
perceptions of service, customer profiling, customer research, customer defined service
standards. Customer Behaviour – How customers think and act? Factors affecting consumer
behaviour, Buyer decision process). Customer Satisfaction: Meaning, Definition, Significance of
Customer Satisfaction, Components of Customer Satisfaction, Rationale of Customer Satisfaction,
Measuring Customer Satisfaction, Customer satisfaction and marketing program evaluation, Cases
of Customer Satisfaction.
4 Product Life Cycle: Stages of Product life cycle with specific reference to Banking Products A
project on study of Latest Banking products in the banking industry.
5 Sales Management: Introduction to Sales, Difference between Selling & Marketing, Sales process,
sales planning, sales management, personal selling, prospecting, Sales funnel. Forms of Direct
Marketing - -kiosk installations, tele marketing, new digital technologies, online marketing etc.
Sales Events - A detailed study of Retail Premier League of BOB), Projects and seminars.
6 Customer Relationship Management: Technology Dimensions - E- CRM in Business, its features
and technologies, Voice Portals, Web Phones, BOTs, Virtual Customer Representative, Customer
Relationship Portals, Functional Components of CRM, CRM software. Customer Relationship
Management: Emerging Perspectives: Employee- Organization Relationship, Employee- Customer
Linkage, Factors affecting employee’s customer-oriented behavior, customer recall management,
customer experience management, Rural CRM, Customer Relationship Management practices in
BOB.
7 Service delivery - Employee Role; Employee roles in service delivery, matching customer
expectations, matching demand with capacity. Professional and his attributes. Features &
responsibilities of a Successful Banking Professional. Customer co-production, customer roles,
service failure and recovery, customer satisfaction and delight, customer complaints and
redressal of grievances. Ombudsman Scheme.
8 Ethics in selling, business and ethical principles – its impact on business. Cases of mis-selling and
their consequences – RBI Guidelines. Marketing of Bank product/services through CBS, Marketing
through social media networks and other digital channels like Tab Banking, Internet banking,
Mobile banking and its challenges.

7
 Digital Banking and Alternate Channels

Unit Coverage
No.
1 Need for and concept of Digital Banking, replacement of traditional F2F services,
future of banking services channels, cost-benefit analysis, why digitization. customer
education on security, assistance in migration
2 Payment and Settlement Systems. Movement of funds – wallet to e-wallet,
competitors, security features, risk management, role of NPCI – products and
initiatives. UPI, Architecture, impact on mobile wallets and card payment system.
3 Automated Teller Machines, types, finer aspects of working (including that of cash
dispensers), deployment, maintenance, monitoring for optimum utilization, customer
convenience. Role of service providers and accounting entries.
4. Multi-function kiosk, facilities available, advancement in kiosk based solutions, utility
and ease of customization, installation and maintenance requirements.
Digital Signage System – purpose, contents, operational perspectives, scope of
information broadcast and for yield-enhancement.
5. Cheque Deposit Machines - Features & Advantages
6. Mobile Banking – IDBI M-connect, features, services available, customer
expectations, educating the customer, enabling migration. Internet banking – IDBI,
umbrella product, scope and limitations. Missed call facility – procedure, scope, need
and costing. Contact Centre – services offered, scope and support for the branches,
how it works, languages, load distribution, TAT and processes. Mobile wallet, M-clip,
scope, functional perspective, customer education.
7. Cards & E Wallets – types, features, and cost benefit analysis, customer education.
Prepaid foreign currency travel card – types, scope and purpose, advantages,
functions, function perspectives, issuing procedure.
8. Depository Services and De-mat services.
9. Cyber security and Digital marketing - Introduction.
10. Latest Innovations in IDBI & Cash Management Services
11. Digital Disruptions

8
 IT in Banking and Core Banking Solutions - 1

1 Computer basics covering basics of hardware, system software, application

software, Database, Basic Trouble shooting of IT systems.
2 IT environment of the Bank – (Data Centre, Disaster Recovery Management, BCP, Transaction
Banking, introduction to Data warehousing and mining, Business Analytics, IT security
awareness: Security awareness like social engineering attacks, phishing, maintaining secrecy
of passwords, Banks policy on IT security.
3 Basics of MS-Office, MIS for planning & monitoring business parameters of the Bank.
4 CBS – General (architecture, platform, menu system etc.,) CBS functional training.
5 CBS modules relating to deposits- Customer Creation / Modification, Account Opening /
Modifications / Closing, Signature Scanning.
6 ATM activation, Issue of Cheque Book / Inventory Management, Stop Payment, Standing
Instructions, Issue of Pass Book / Pass Book up-dating, Normal Transactions, Account
Freezing / Lien Marking, file up-dating, Statement Printing, Nomination Noting, Interest
Certificate. Term deposit accounts - Accounts Opening / Closure, TDS remittance, TD Printing,
Nominations, Interest Certificate, TD Renewals / Extensions.
7 CBS module relating to Remittances - Issue of Demand Drafts / Bankers Cheques, RTGS / NEFT,
8 CBS module relating to handling of cash.

9
 Term II
S.NO SUBJECTS
1 FUNDAMENTALS OF FOREIGN EXCHANGE OPERATIONS
2 BANKING LAWS
3 CREDIT & CREDIT RISK MANAGEMENT
4 FINANCIAL PLANNING & WEALTH MANAGEMENT
5 MARKETING & RELATIONSHIP MANAGEMENT
6 RURAL & INCLUSIVE BANKING
7 CORE BANKING SOLUTIONS

10
 Fundamentals of Foreign Exchange Operations

Unit COVERAGE
No
Introduction to Foreign Exchange, meaning of Authorised Dealer and types of ADs,
1 Classification of Branches for conducting Forex transactions, Correspondent Banks and
Types of accounts, Foreign Exchange Market, salient features of FEMA, FEDAI guidelines,
2 Origin of Exchange Rate mechanism, Bretton Woods System and floating rates, Meaning
of Exchange Rates, Merchant and Interbank- rates, understanding of Buying and selling
transactions, quotation of rates, types of rates applied for forex transactions-Merchant
and Inter-bank, Card Rates.
Forward rates, concept of Premium and discount, types of forward rates and
determination of forward rates;
Forward Contracts- Booking, Delivery, Extension and cancellation- Procedures and
applicable FEDAI rules.
3 Different Types of Non Resident Accounts, features and operational guidelines. NRO, NRE
and FCNR accounts- opening-operations-benefits.
4 Foreign currency accounts for Residents: Introduction and features ofFC accounts for
Residents- Exchange Earners Foreign Currency Accounts, Resident Foreign Currency
Accounts, Resident Foreign Currency (Domestic) accounts.
5 Forex Remittance facilities for NRIs and Residents:
Inward and Outward Remittance in foreign exchange, paper based & electronic
remittance, remittance through private exchange houses, drawing arrangements.
6 Introduction to Treasury, Banking & trading books, Treasury & its role in Banks,
responsibilities of treasury including ALM, Structure of Treasury, Front, Back and Mid
Office, SGL and Constituent SGL Accounts. Introduction to Investment Portfolio of a
Domestic Treasury, Role of FIMMDA. Treasury Risk Management – Treasury settlements,
Internal Control – accounting and control, MIS and reporting, control limits. Dealing and
settlement systems. Overview of treasury instruments including treasury bills, bonds, CDs,
CPs, Repo and reverse repo, gilt edged securities, Hedging products. Domestic Treasury &
Forex Treasury. Valuation guidelines on treasury products, proprietary & customer
induced dealings, control limits.
7 Definition and introduction to types of market risks, interest rate risks, Exchange Risks
with special reference to Banks & its mitigation,
BASEL norms, RBI Directives on Risk Management (including capital charge). Operational
risks in forex business with special reference to Prevention of Frauds. Cross border
exposure, Country Risks, mitigation - for banks and customers.
8 An overview of other hedging tools like derivatives including Options, Futures and Non-
deliverable derivate contracts.
11
 Banking Laws

Unit Coverage
No
1 Reserve Bank of India Act 1934, Banking Regulation Act 1949.
2 Relevant Sections of Negotiable Instruments Act, 1881.
3 Relevant Sections of Partnership Act, 1932 Companies Act, 1956 & 2013 and Limited
Liability Partnership Act, 2009 & 2012.
4 Transfer of Property Act, 1882, Contract Act, 1872 with special reference to
Guarantee/Indemnity, Pledge, Lien, Mortgage, Lender’s Liability Act, 1996 and Law of
limitation, 1963.
5 Consumer Protection Act, 2019 and Right to Information Act, 2005
6 Income Tax Act, 1961, Overview of GST, Indian Stamp Act, 1899, 2012 & 2015, and
Prevention of Money Laundering Act, 2002
7 Banker’s Book Evidence Act 1891, Information Technology Act, 2008

12
 Credit and Credit Risk Management

Unit Coverage
No
1 Principles of lending, Forms of advances; interest rates, Base rate, MCLR, RLRR
Different, Types of security- Primary and collateral. Different types of borrowers –
individual, proprietary, partnership, companies, Trusts. Different type of Charge
Overview of various types of credit facilities – fund based and non – fund based. Term
loans, cash credit, overdraft facilities, bills purchase/discount, BG and LC. Introduction
to Lending arrangements- sole/multiple/consortium/syndication. Overview of Retail
credit, Corporate & Institutional Credit (Wholesale Banking),
2 Balance Sheet Analysis, Ratio Analysis, Funds Flow and Cash Flow Analysis.
3 Credit policy of the bank including Lending Norms, Due Diligence,
4 Cash Credit & Overdraft facility, Determining operating cycle and working capital
requirements, inventory and receivable norms, types of Working capital facilities.
Projected turnover method (Nayak Committee), Projected Balance Sheet Method,
CMA, Flexible approach to Current Ratio. Concept of MPBF (Tandon Committee),
Credit Monitoring Arrangement (CMA)], Cash Budget Method of Lending. Proposal
Writing for Working capital advances. Bill Finance
5 LC and Bank Guarantees - financial, performance, deferred payment, RBI guidelines on
LCs/Guarantees, Proposal Writing for BGs and LCs.
6 Overview of Bridge Finance & Channel Finance , Term Loan Assessment and Appraisal,
Technical feasibility, economic viability, projected profitability, repayment methods &
schedules, documentation, disbursal and monitoring, verification of end use, Proposal
Writing, Monitoring & follow-up. Overview of Project Finance.
7 MSME Financing-Banks’ schemes, Financing of Trade and Services sector. CGTMSE,
Mudra Yojana, IDBI MSME Products
8 Documentation – Types of Securities, Charge creation, search, filing, modification,
satisfaction, floating/fixed, Pari- passu charge, CERSAI.
9 Credit Monitoring – Compliance with sanction terms, Pre & Post-sanction follow-up,
proper documentation, PSR, effective credit monitoring mechanism, early warning
signals, SMA, CRILC, Red Flagged Accounts credit monitoring tools. Financial Follow up
Reports, QIS, Credit Delivery System, Bank’s prescribed formats for reporting (like PSR,
MMR, QMR),
10 Credit Risk Assessment - borrower/ facility rating; internal/external; hurdle/default
rating; risk assessment for new borrowers, Credit Risk Management.

13
 Financial Planning and Wealth Management

Coverage
Uni
t No
1 Importance of financial planning, Objectives of financial planning, need of financial
planning, essentials of financial counselling, role of financial adviser.
2 Concepts of investments - Financial and non-financial forms of investment - objectives
of financial investment, investment methods -security and non-security forms of
investments, concept of portfolio, sources of investment information, investment
instruments. NPS, Gold Schemes of Government of India.
3 Financial markets: Money Market, Foreign Exchange Market, Capital Markets - primary
and secondary – Major players and instruments in secondary market, Functioning of
stock exchanges, trading and settlement procedures at NSE and BSE, Stock markets
guidelines on primary and secondary markets.
4 Valuation of Securities: Fixed income instruments, Bond Yield, YTM, YTC and current
yield. Interest rate risk, Overview of valuation of fixed income and equity securities.
5 Analysis of risk & return: Concept of total risk, factors contributing to total risk,
systematic and unsystematic risk; default risk, market risk, purchasing power risk. Risk
& risk aversion.
6 Economic analysis and forecasting, Overview of Fundamental & Technical Analysis,
Economy-Industry-Company framework, Objectives of fundamental analysis, Concept
of intrinsic value.
7 Investment Approach - Asset Allocation: Product suite across the risk-reward
spectrum. An integrated approach to asset allocation, Risk Profiling, changing asset
allocation, Portfolio revision and rebalancing, Recap of various investment products,
Financial Modelling for different segments of customers (from under-privileged to
HNIs) and mapping the bank financial products.
8 Introduction to derivatives - forwards and swaps, Futures, options, introduction to
interest rate swaps. Utility in different business scenarios, marketing these products.
9 Tax implications - equity market investments, mutual funds, other investments,
insurance, real estate investments, and investment avenues for claiming tax benefits
under various sections.

14
 Marketing and Relationship Management

Unit Coverage
No
1 Principles and components of marketing, meaning and scope of Marketing, principles
of marketing. Distinction between marketing and selling, components of marketing
mix, marketing and customer value, market research and survey and MIS.
2 Data Mining and analysis, retrieval of data of existing customer details through back-
office and branch systems, marketing of bank product/services through CBS, cross-
marketing through asset products.
3 Marketing segmentation, positioning, targeting and promotion.
Part I - Constructing of customer database, identifying market segments and targets,
brand positioning, managing marketing channels, competitors, marketing
communication, advertising and sales promotion, events and public relations.
Part II - What is Catchment area? Mapping of catchment area, lead generation,
prospecting – need analysis, product pitching, group study on USPs of all bank products
– both asset & liability products. Conducting Activity – Selling techniques/strategies.
Activity Planning.
4 Marketing through social media networks and other digital channels like Internet
banking, mobile banking and its challenges. Analysis of Competitor’s channels.
5 Cross selling and upselling bank products – advantages and benefits, Marketing of
allied products like life insurance, general insurance, health insurance, Mutual Funds,
Demat accounts, PPF, Travel cards, Credit cards, etc., Misselling - comparative analysis -
Concept of Service to Sales.
6 Relationship Marketing, CRM, Basic determinants of CRM, Functions of CRM model-
Relationship banking, Importance of building relationship and its advantages to the
Bank.

15
 Rural and Inclusive Banking

Unit Coverage
No
1 Overview of Rural economy, Indian Population features, demographic factors,
Economic life of rural people, share in National income, Trends in per capita income,
rural money markets, rural indebtedness and rural poverty - main causes and methods
of measuring rural poverty. Rural infrastructure, Role of Information and
communication technologies in rural banking.
2 Introduction to Agriculture, meaning and its components. Types of crops like cereals,
pulses, oil seeds, commercial crops, concepts of annual crops and perennial crops.
Details of allied activities and related activities to agriculture and horticulture. Types of
soil, sources of irrigation, Seasons of cultivation, monsoon and its suitability for
agriculture etc. Definition of small marginal farmers, tenant farmers, share croppers,
oral leases. Measurement of land etc. Importance of Agriculture in Indian economy.
Understanding credit requirements of agriculturists for various needs/purposes.
Agricultural advances, Concepts of Short Term, Medium Term and Long term.
Seasonality, adequacy and timeliness of agricultural Credit. Risk Management in
Agriculture Lending - Weather Risk, Yield Risk, Market Risk, Natural calamities.
3 Short term loans - crop loans, Gold loans to agriculture and Farm Produce Marketing
Loan. Kisan Credit Card (KCC) Assessment of credit requirement under KCC -
Production credit component, investment credit component, personal loans etc. PAIS
for KCC, agricultural marketing, APMC, E- NAM and other marketing channels of
agriculture produce. Crop insurance scheme- Pradhan Mantri Fasal Bima Yojana,
Various subventions from GOI.
4 Agri. term loans -Assessment of requirement (NABARD unit cost concept), margin
requirement, economic size, fixing of repayment, moratorium. Financing allied to
agriculture such as dairy, poultry, Sheep and Goat rearing, Sericulture, Piggery and
fisheries. Rural Go-down, transport finance, farm mechanization, minor irrigation,
plantation and horticulture, Hi-tech agriculture activities like poly house cultivation.
Financing Agri. Loans under cluster approach.
5 Definition of Priority Sector - Latest guidelines of RBI. Mandated targets prescribed by
RBI. Introduction to Small and medium Enterprises (SME), Classification - (Micro (mfg.),
Small (mfg.) Micro & Small (service) Medium manufacturing and Medium service,
Investment criteria – computation of investment in plant and machinery / equipment
and furniture and turn over Village and Cottage Industries, Advances to weaker
sections, Common guidelines of RBI on PSA.
6 Service Area Approach, Lead Bank Scheme, PLP of NABARD, Credit plans, SAMIS.

16
7 SHGs, MFIs, JLGs, and guidelines of NABARD and RBI on SHG financing, FPOs and FPCs
8 Govt. sponsored schemes - Details of PMEGP, NRLM, NULM, SRMS and DRI. Concept
of Back-Ended subsidy and Subsidy Reserve Fund Account.
9 Financial Inclusion -Guidelines issued by Govt. of India, RBI and Use of Business
correspondent, Business facilitators.
10 NABARD and its role in rural development, Scheme of RIDF and other Central Subsidy
Schemes implemented by NABARD.
11 Sanction-Gupta committee formats, documentation, disbursement. Field visits- asset
(end use) verification, pre-post sanction inspection. Follow – up and Inspection of
advances. Mortgage (Equitable), creation of charge on agricultural land, Insurance,
canvassing new business, conducting farmers meetings.

17
 Core Banking Solutions-II

Unit Coverage
No
1 CBS module relating to loan accounts, account opening, modification and closing.
2 Managing disbursements, recovery in the loan account, changing interest rate and
interest table.
3 Managing review date updating, limit, history modification, security attachment, re-
schedulement.
4 Handling of subsidy accounts.
5 Managing CC / OD accounts – Limit, limit node maintenance, history, modification,
Drawing Power Maintenance, Security Attachment, TOD / Adhoc Limits.
6 Accounting for Processing / Documentation Charges, Inspection Charges etc.
7 Handling of KCC accounts.
8 Handling Inland Bills - Lodgement / Purchasing / Discounting.

18
 Term III
S.NO TERM 3 – LIST OF SUBJECTS
1 TRADE FINANCE
2 RECOVERY MANAGEMENT
3 BRANCH MANAGEMENT & OPERATIONAL RISK MANAGEMENT
4 BUSINESS DEVELOPMENT
5 BEHAVIORAL SKILLS FOR CUSTOMER MANAGEMENT
6 RETAIL BANKING
7 CORE BANKING SOLUTIONS

19
 Trade Finance

Unit Coverage
No
1 Introduction to Trade Finance – Domestic and International Trade, India’s Balance of
Trade, Special features of International Trade.
2 Method Of International Trade Settlement – Open Account, Documentary collection.
Risks in International Trade and mitigants, Documentary credit, Types of LC – Parties,
Mechanism with illustrations. Advisory Services to Importers/Exporters
3 Documents involved in International Trade – Statutory Documents, Financial
Documents, Transport Documents, Risk Bearing Documents.
4 Trade Finance Regulations – Guidelines of RBI, FEDAI, DGFT, and ICC rules [INCO terms,
URC, UCPDC, URDG…], Foreign Trade Policy 2015-20 as relevant to Bankers.
RBI master directions relating to imports, exports & guarantees.
5 Export finance: Pre-shipment finance - export packing credit (EPC); Pre-shipment
credit in foreign currency (PCFC), Post-shipment finance; Purchase and discount of
export bills; Advance against bills sent for collection; Negotiation of export bills
(documents under letters of credit), Export bills discounting scheme (EBR scheme),
policies & Guarantees offered by ECGC, Advances against receivables from the
government; Advances against undrawn balances, overdue bills & crystallisation.
Overview of Deferred payment exports
6 Financing of Imports – Types of credit facilities [LCs, CC…], Exchange Control
Regulations, Monitoring import bill payments, overdue bills & crystallisation. Types of
financing other than from banks External Commercial Borrowings including Supplier’s
credit & Buyer’s credit.
7 Project Exports, Turnkey Exports and Construction Contracts, Concepts of interest
rates currency wise, LIBOR & MIBOR.
8 Overview of Supply chain management -financial solutions; Dealer financing, Vendor
financing/Channel financing/Distributor financing Invoice financing, Transport
financing.
9 Reporting requirements to RBI viz. R returns, Export Data Processing and Monitoring
System (EDPMS) and Import Data Processing and Monitoring System (IDPMS) RBI
Caution List, ECGC Specific Approval list.

20
 Recovery Management

Unit Coverage
No
1 Recap of monitoring of accounts, early warning signals, close monitoring to avoid
slippage.
2 IRAC Norms - Income Recognition and Identification of NPAs, P R Khanna
Committee on asset classification - RBI guidelines on Renewal/Review of limits,
Technical NPAs, Prudential guidelines on Restructuring of Advances by banks –
norms, agricultural advances, Asset Classification, Provisioning for Assets, Interest
not collected account, Advances under collection account, Partial write-off,
unsecured exposures, Recovery Policy of the Bank, Special features of the Policy
relating to different sectors.
3 Stressed Assets Management - Quick mortality accounts, Special Mention Accounts
(SMA), Monitoring of Standard assets, Review of SMA, Sub-standard, Doubtful and
Loss assets, Different Recovery Methods -compromise settlements, One-Time
Settlements (OTS), Lok Adalats, Filing of suits, Debt Recovery Tribunals (DRT) –
Appellate Tribunal – DRT Act, SARFAESI ACT 2002 & 2004. Wilful defaulters, EWS,
Preventive & Curative Measures of NPA Management, IBC
4 Project finance- rescheduled loans, consortium advances, Govt. guaranteed accounts,
Staff accounts, and advances to PAC/FSS, Wilful defaulters – RBI guidelines &
Reporting.
5 Overview of Rehabilitation and restructuring of corporate debt – CDR

21
 Branch Management and Operational Risk Management
Unit Coverage
No
1 Introduction to Management - Concept, Nature, Importance. Levels of Management.
Business Ethics – what, how and why? Governance & Social Responsibility. Functions of
Management - Planning, Organizing, Staffing, Directing, coordinating and controlling.
Organizational structure of the Bank and role of branch banking. Highlights of the business
performance of the Bank (QOQ).
2 Business budgeting, Preparing for senior officers’ visits, performance review meetings,
replying visit reports and presenting branch requirements, proposals for such requests.
Data Management and Data Analytics.
3 People management, Performance Appraisal forms (PAFs), Service Regulations, Code of
Conduct - specific to the Bank , team Management , conflict resolution, allotment and
rotation of duties specific to the Bank. Career Management – Skill Development, Vertical
and Horizontal movements, assuming ownership and responsibility, Specialization –
Planning for career advancement/progression for self and for team members.
4 Official Language Policy (OLP), maintenance of OLP records.
5 Branch location, Selection of Premises – owned and leased, Lease deed execution,
payment of rents, payment of other expenses like utilities, colouring and whitewashing,
display boards, cleaning and upkeep of branch premises.
6 Security aspects at branch level, Keys management, Gun licenses, Liaison with police and
civil authorities. Compliance to Shops and Establishment Act, Labour acts and other
applicable local laws/rules.
7 Exercise of Financial and Miscellaneous Powers, competent authority for sanction of
various expenses for branch requirements, submission of proposals and monitoring of
these aspects.
8 Records maintenance, space management, segregation and destruction of old records,
Record of Furniture & Fittings – Depreciation, Maintenance and management of computer
systems, AMCs, insurance of assets.
9 Customer amenities, Customer committee meetings, Organizing Customer meets.
10 Analysis of Branch’s GL and PL accounts, Transfer pricing, Monitoring of Non customer
accounts in CBS. Scrutiny of Post EOD reports, monitoring of critical & dormant accounts.
11 Branch Inspection and Audit aspects- Preparing for and attending for various types of
audits, Annual inspection reports, Statutory audits, Revenue audits, Concurrent Audits,
special investigations, reply and closure of these reports.
12 Operational Risk Management, Frauds – Areas, Monitoring, Prevention and Management,
Preventive Vigilance.

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 Business Development

Unit Coverage
No
1 General Introduction to Business Development in Retail Branches

2 Environmental Scanning - Catchment Mapping, Scoping, Understanding Potential

of Existing Customers and Data Mining
3 Branch Activity Planner
4 Lead Management Process
5 Changing Business Practices - Digital Banking and ADC - Addressing Requirements
of Different Segments of Market
6 Impact of Internal and External Surveys on Business Development
7 Evolving Business and Marketing Strategies - Loyalty Programmes, Profiling and
Financial Planning

23
 Behavioral Skills for Customer Management

Unit Coverage
No
1 Email Writing - External Emails, correction and feedback. Letter writing - format, direct
& indirect, correction and feedback.
2 Advanced Oral Communication – presentations - content, delivery, techniques, skills,
practice telephonic conversations – Etiquette, Do’s & Don’ts, Practice.
3 Customer Retention – Dynamic Customer Management Skills, Long term Relationship.
Customer Oriented Behaviour – Customized approach, customer Delight.
4 Emotional Intelligence - Using Emotional Intelligence to enhance customer
engagement, Business communication. Transactional Analysis - communicating to build
relations following principles of Transactional Analysis.
5 Workplace Effectiveness – Attitude at workplace and importance of perception with
good interpersonal skills.
6 Lateral Thinking – New Generation Banking.
7 Team Dynamics – for better Interpersonal relationship with Superiors, Subordinates
and Peers. Employee Ownership and Commitment – Passion at work place, Career
Effectiveness and Intrinsic Motivation.
8 Stress management. Conflict Management (Managing conflicts between generation
gap).

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 Retail Banking

1 Definition and concepts - advantage/disadvantages, opportunities, challenges. Liability

products/remittance products of the Bank.
2 Strategies for increasing retail banking business – Product innovation, quality service
and quickness in delivery, new delivery channels, tapping unexploited potential, cross
selling, business process outsourcing, Tie-up arrangements.
3 Special features of Retail Credit - volume driven, credit assessment capability,
documentation, and processing capability, regular and constant follow – up, skilled
human resource, technological support.
4 Issues in Retail Credit - knowing the customer, technological issues, organizational set –
up, product innovation, pricing of products, processing charges, rural orientation,
customer service. Special emphasis on MUDRA and CGTMSE Schemes of Govt of India.
MSME Advances – Importance and promotion.
5 Auto Loans -Two Wheeler Loan, Four wheeler Loan.
6 Home Loans, Home Loans to NRIs / PIOs, Home Improvement Loan, Interest Subsidy
Scheme for Housing for the urban poor. CERSAI – objectives and features/Creation of
charge with CERSAI.
7 Loan against Future Rent Receivables; Mortgage Loan, Reverse Mortgage Loan.
8 Advances against Securities, Loan for financing Individuals for subscription to Public
Issues /IPO.
9 Education Loan/ Career Development Loan
10 Loan to Professionals like Doctors, Chartered accountants and other Personal Loans etc.
11 Traders Loan, Advances against Gold Ornaments /Jewellery
12 Retail loan processing mechanism and issues, Proposal Writing for Retail Loans

25
 Core Banking Solutions – III

Unit Coverage
No
1 Trade Finance – CBS modules related to: Foreign Currency Deposit Accounts, NRO
NRE a/s.

2 Letters of credit – Inland and foreign, Guarantees – Inland and foreign.

3 Foreign Inward Remittances, Foreign Outward Remittances, SWIFT.

4 Forward contracts.

5 Imports – FIBC/FIBL/Buyers Credit.

6 Exports - Pre shipment Export, Pre shipment credit- PC and PCFC, Post shipment.

7 Exports- FBC/FBP/FBD/FCB/PSDL

8 Statutory Returns – R Returns, NRDCSR, IBSBR, CRMS.

9 Recovery Management, Re-phasement, Amendment, Prepayment, etc. Compromise

settlement.

10 Leveraging technology in day to day operations – Converting Finacle reports to Excel,

Analysis and Mail merging, Excel tools used in branch operations – Example: Pivot
table, Data filters etc.

11 EOD processes.

26