Sales & Account Management MCEN SAMMAN 14 Course Plan 2014/2015

Size: px
Start display at page:

Download "Sales & Account Management MCEN SAMMAN 14 Course Plan 2014/2015"

Transcription

1 Sales & Account Management MCEN SAMMAN 14 Course Plan 2014/2015 Author: N. van Veen January 2015 Page 1 of 21

2 Course Plan Sales & Account Management MCEN SAMMAN 14 N. van Veen Contents: 0.0 Course Planning Course information & Rules of the Game Overview Learning Objectives Week Lecture Assignment Preparing Brainstorm Session Brainstorm Session Preparing Training Week Lecture Programme Training Assignment Week Lecture Consultancy Session Assignment Preparing Training Week Lecture Programme Training Week Lecture Consultancy Session Assignment Preparing Training Week Lecture Programme Training Preparing Sales Pitch Week Giving Sales Pitch Consultancy Session Final deadline report Week Assessment Criteria 17 Page Page 2 of 21

3 0.0 Course Planning week # 120 min Lectur e MBIB SALACM 14 Sales & Account Management, Week Planning 2014/2015 Chapters per textbook: Lecture Description 180 min Trainin g Training Description 120 min Consultanc y Consultancy Description & Deadlines 1 Y Hair: 1 Jobber: 1, 2, 5 Rustenburg: 1, 12 Introduction to International Sales Management Y Explanation of assignments B2B report 2 Y Hair: 3 Jobber: 9,10 Rustenburg: 4, 6 Account Management & Relationship Selling (CRM) Y Role play T1: Explanation SPIN Selling (Mega Homes Case) 3 Y Rackham: SPIN Selling Jobber: 3 SPIN Selling Value Proposition & Purchasing Decisions Y Assignment 1+2: hand in at the start of the lecture of week 3 4 Y Hair: 4 Jobber: 7,8 Rustenburg: 11 Sales Process & Personal Selling Skills Y Role play T2: Practising SPIN Selling (Canon Case) 5 Y 6 Y Hair: 5 Rustenburg: 2,3 Hair: 13,14 Jobber: 15,16, 17 Forecasting & Budgeting Sales Force Analysis & Performance Y Canon Case Role play (student to lecturer) (assessment: 30%) Y Assignment 3: hand in at the start of the lecture of week 5 7 Y Y 8 Assignment : hand in at the start of the lecture of week 7 / Sales Pitch Deadline Final B2B Sales Report (Team effort, 70%) 0.1 Course information & Rules of the Game: This course consists out of 6 lectures, 1 brainstorm session, 3 consultancy sessions, 3 training sessions and 1 presentation session: Team assessment based on the 4 team assignments (Deadline in week 8, 70%), role play (training 3, 20%) and sales pitch (lecture 7, 10%) (See chapter 8.0 for more information) Maximum 5 members per team Page 3 of 21

4 Not more than 2 members per team are the same compared to the Global Market Research teams. Teams are in Training group A and Teams are in Training group B. The 3 Training sessions have mandatory attendance and you have to come to class prepared. Teams for the role plays are the same as your assignment team. Consultancy session is scheduled every other week, minutes per team Consultancy schedule is made during lecture 1 and will remain the same for the entire block. Not handing in assignments at the agreed deadline is NO consultancy opportunity Each team assignment should be no longer than 6 pages A4 max (minimum: font size 11) Each assignment refers to the textbook: Jobber & Lancaster, 2012, Selling & Sales Management (Pearson) General sales topics are covered in assignments Your team customizes the assignments to the company of choice: Choose an industry/company/product: BASF (Chemical industry) Oracle (IT industry) PepsiCo (Food industry) Damco (Logistics industry) Or come up with your own company with significant B2B sales and have it approved by your lecturer. 0.2 Overview Learning Objectives THEORY Learning Objectives: Upon completion of the lectures, the student can: Topic: Introduction & B2B Sales Strategies Page 4 of 21

5 Explain the impact of the business environment and sales managers in Business to Business sales processes and strategies. Topic: Value Proposition & Purchasing decisions Identify the key elements of the business purchasing decision process Formulate, explain and communicate a company s value proposition and Unique Selling Points Topic: Personal Selling Skills Explain the theoretical concepts of the SPIN Selling questioning technique Point out how a sales person can counter objections and close a sale Topic: International Selling Identify the drivers of and challenges faced by companies engaging in international sales Explain how cultural differences impact sales meetings and processes Topic: Account Management & Relationship Selling Explain the concepts behind key account management (KAM) processes and strategies Demonstrate at a basic level how to develop an account plan for a KAM account Topic: Sales Organisation & Performance Identify key elements in Key Account Manager profiling and selection Formulate metrics to measure sales performance while using sales funnel concepts TRAINING Learning Objectives: Upon completion of the training sessions, the student can: Topic: SPIN Selling Apply the SPIN Selling questioning technique by demonstrating how to use situation, problem, implication and need pay off in a SPIN Selling role play at a basic level Prepare the necessary documentation and potential SPIN questioning scenarios in order to execute a successful sales meeting Apply effective non verbal communication and active listening in a sale meeting role play Demonstrate at a basic level how to counter objections and close a deal in a sales meeting SALES PITCH Learning Objectives: Upon completion of the training sessions, the student can: Topic: Sales Pitch Deliver a structured, creative and convincing customer driven sales pitch (sales presentation) 1.0 Week Lecture 1 Week 1 Topic: Introduction & B2B Sales Strategies Page 5 of 21

6 Chapters: 1,2 Learning Objectives: Upon completion of the class, the student can: Explain the characteristics of Business to Business (B2B) sales Explain how the sales profession evolved over the years Describe the personal factors determining success in sales Explain how knowledge of the business environment impacts sales success Describe the connection between a company's sales strategy and targeting & positioning strategy Key words: Success in sales, B2B versus B2C, Sales versus Marketing, Sales and the promotional mix, Personal Selling, Sales planning process, Market analysis, Sales strategy. Lecture Activity: Make a mindmap: what drives success in sales Dividing the class into teams and fill in consultancy schedule 1.2 Assignment 1 Week 1 Topic: Introduction & B2B Sales Strategies Chapters: 1,2 Questions: 1) Prepare for the industry/company of choice your internal product/service analysis a. e.g. business model canvas, 7S model, Strengths & Weaknesses. 2) Prepare for the industry/company of choice your external product/service analysis a. e.g. Porter s 5 forces, PESTE and Opportunities & Threats. 3) What are the trends in the current industry of choice? a. Include 2 news articles covering trends and developments in the industry your company of choice operates in. 4) Complete a SWOT analysis and derive strategic options your company of choice faces to compete in the global market place. 5) What are the targeting and positioning strategy/ strategies applied by your company of choice? a. Include a description of the target group(s) and a positioning grid of the company against competition. 6) Hand in assignments 1+2 at the start of the lecture of week 3 (week 3: 10 minute consultancy session) 1.3 Preparing Brainstorm Session Week 1 Topic: Introduction & B2B Sales Strategies Chapters: 1,2 Page 6 of 21

7 1) Prepare for the Brainstorm session by checking for general background information about your company of choice a. E.g. browse through the company s website and discuss your findings together with your team members. 2) Prepare for the Brainstorm session by acquainting yourself with the 6 Thinking Hats Procedure of Edward de Bono: a. See handout on sharepoint. 1.4 Brainstorm Session Week 1 Topic: Introduction & B2B Sales Strategies Chapters: 1,2 Activity: 6 Thinking Hats Procedure (Edward de Bono) to find answers to the question: how can the company improve its sales performance? 1.5 Preparing Training 1 Week 2 Topic: SPIN Selling Neil Rackham 1) Prepare for Training 1 the Mega Homes role play together with your team members. a. See handout on sharepoint b. Familiarize yourself with the storyline of the role play 2.0 Week Lecture 2 Week 2 Page 7 of 21

8 Topic: Value Proposition & Purchasing decisions Chapter: 3 Learning Objectives: Upon completion of the class, the student can: Identify the current market trends in B2B sales Point out the differences between organisational and consumer buying behaviour Explain the steps, roles and choice criteria in the business purchasing decision process Identify and explain a product s or service s Unique Selling Points Formulate and explain a company s value proposition Explain the characteristics of high quality sales communication material Key words: Trends in B2B sales, Organisational buyer behaviour, Business buying roles, processes and choice criteria, Purchasing decision wheel, Unique selling points, Value proposition. Lecture Activity: The Lost Computer Sale case (decision making, choice criteria) (p122/9e) 2.2 Programme Training 1 Week 2 Topic: SPIN Selling Neil Rackham Learning Objectives Upon completion of the training, the student can: Apply the SPIN Selling questioning technique at a beginners level Demonstrate how to use situation and problem questions in a SPIN Selling conversation Describe the importance of non verbal communication in sales Training Activity: Explanation SPIN Selling technique Practising situation and problem questions (S and P) Execute Mega Homes role play Mini lecture non verbal communication Prepare Fountain Pen role play in class (p463/9e). 2.3 Assignment 2 Week 2 Page 8 of 21

9 Topic: Value Proposition & Purchasing decisions Chapters: 3 Questions: 1) List and explain the main choice criteria a customer has when deciding to buy one of your company's products/services. 2) List and explain the Unique Selling Points (USPs) of one of your company's products/services. 3) Formulate using the model of Barnes, Blake and Pinder a value proposition for one of your company's products/ services. 4) Evaluate Neil Rackham's purchasing decision 'wheel' for one of your company's products. a. Evaluate which needs, options and concerns may arise? 5) Hand in assignments 1+2 at the start of the lecture of week 3 (week 3: 10 minute consultancy session) 3.0 Week Lecture 3 Week 3 Page 9 of 21

10 Topic: Personal Selling Skills Chapters: 7 & 8 Learning Objectives: Upon completion of the class, the student can: Explain the importance of sales meeting preparations Explain the theoretical concepts of the SPIN Selling questioning technique Point out the differences between features, benefits and advantages Explain how a sales person can counter objections during a sales meeting Explain the role of the customer value equation in negotiations Point out the difference between an advance and a continuation Explain how a sales person can try to close a sale Key words: Meeting preparations, SPIN Selling, Features, advantages and benefits, Countering objections, Customer value equation, Advance versus continuation, Closing. Lecture Activity: O'Brien case (meeting preparations) (p264/9e) Mordex Photocopier Company (handling objections) (p296/9e) 3.2 Consultancy Session 1 Week 3 Topic: Introduction & B2B Sales Strategies, Value Proposition & Purchasing decisions Chapters: 1,2,3 Activity: discuss assignment 1 and Assignment 3 Week 3+4 Page 10 of 21

11 Topic: Personal Selling Skills & International Selling Chapters: 5, 6, 7 & 8 Questions: 1) Develop a sales meeting preparation checklist for one of your company's products/ services. 2) Design a brochure or product flyer for one of your company's products/services. 3) Write a SPIN Selling script of a fictive sales meeting of your company of choice. a. See handout on sharepoint 4) Explore how your company of choice is organised for international selling (staffing, offices, etc) 5) Do research after how Corporate Social Responsibility and other business ethics codes impact your company of choice's sales performance. a. See Annual Reports and company webpages 6) Investigate if your company of choice ever got involved in major legal proceedings with competitors, customers, suppliers or governmental institutions regarding contract law or (EU) competition law. a. See press releases or news items 7) Hand in assignment 3 at the start of the lecture of week 5 (week 5: 10 minute consultancy session) 3.4 Preparing Training 2 Week 4 Topic: Practising SPIN Selling Neil Rackham 1) Prepare for Training 2 the Fountain Pen role play (Jobber&Lancaster, P463/9E) together with your team members. a. See handout on sharepoint b. Familiarize yourself with the storyline of the role play 4.0 Week 4 Page 11 of 21

12 4.1 Lecture 4 Week 4 Topic: International Selling Chapters: 5 & 6 Learning Objectives: Upon completion of the class, the student can: Explain the reasons for companies to decide to start selling internationally Explain how a company s market entry strategy impacts the sales organisation Give examples of how cultural differences impact sales Explain how business ethics impact the sales function Explain how contracting and international law impact the sales function Key words: Reasons to go international, Market entry strategy, Cultural differences, business ethics and Corporate Social Responsibility, Contracting and terms of trade, EU competition law. Lecture Activity: Selling in China (cultural impact) (p208/9e) 4.2 Programme Training 2 Week 4 Page 12 of 21

13 Topic: Practising SPIN Selling Neil Rackham Learning Objectives Upon completion of the training, the student can: Apply the SPIN Selling questioning technique at a basic level Demonstrate how to use implication and need pay off in a SPIN Selling conversation Explain the importance of active listening in sales meetings Explain how to counter objections in a sales meeting Explain ways how a sales person can close a deal Training activity: Recap SPIN Selling technique Recap non verbal communication Practising implication and need pay off questions (I and N) Explanation active listening techniques Execute Fountain Pen role play (Jobber&Lancaster, P433/8E, P463/9E) Explanation about how to counter objectives Explanation about how to close the deal Prepare Canon role play in class 5.0 Week 5 Page 13 of 21

14 5.1 Lecture 5 Week 5 Topic: Account Management & Relationship Selling Chapters: 9 & 10 Learning Objectives: Upon completion of the class, the student can: Describe the characteristics of key account management (KAM) Explain why companies adopt key account management strategies Identify the difference between KAM and transactional selling Point out how a company can go about selecting accounts for the KAM programme Demonstrate how to develop an account plan at a basic level Key words: Key Account Management, Reasons to adopt a KAM strategy, KAM selling versus transactional selling, Relationship management, Account selection, Business Planning, Developing account plans. Lecture Activity: Account plan formulation exercise 5.2 Consultancy Session 2 Week 5 Topic: Personal Selling Skills & International Selling Chapters: 5, 6, 7 & 8 Activity: discuss assignment Assignment 4 Week 5+6 Page 14 of 21

15 Topic: Account Management, Relationship Selling, Sales Organisation & Performance Chapters: 9,10, 15,16, 17 Questions: 1) Formulate a 3 month account plan as if you were a sales manager for your company of choice. a. How many and what kind of new leads (existing, new business) are you planning to generate b. What relationship development activities can you think of? 2) Formulate sales team performance evaluation criteria for your company of choice, based on sales pipeline management terminology. 3) Merge all sales assignment material into a report. a. Include an introduction, recommendation and conclusion. b. Please write a recommendation using all information you gathered so far about how your company of choice can boost its sales performance in ) Also include in your report a 1 pager (A4) about your team s key learnings of the course. 5) Hand in the first draft of the report at the start of the lecture of week 7 (week 7: 10 minute consultancy session) 5.4 Preparing Training 3 (20%) Week 6 Topic: Assessment SPIN Selling Neil Rackham 1) Prepare for Training 3 the Canon role play together with your team members. a. See handout on sharepoint b. Familiarize yourself with the storyline of the role play c. Prepare a Call Plan (see sharepoint) for the meeting d. Prepare questions for each SPIN stage e. Formulate your USPs and product benefits for the customer f. Think about objections the customer may have and how you can counter these g. Prepare promotion materials you want to bring to the meeting 6.0 Week 6 Page 15 of 21

16 6.1 Lecture 6 Week 6 Topic: Sales Organisation & Performance Chapters: 15,16, 17 Learning Objectives: Upon completion of the class, the student can: Identify what personal traits make someone a good Key Account Manager Explain why sales managers use DISC profiling techniques Explain the concepts of sales pipeline management and the sales funnel Formulate metrics to measure sales success Explain the characteristics of a successful sales pitch Key words: DISC profiling, Customer management skills, Customer performance management, Sales pipeline management, Sales funnel, Lead generation, Opportunity management, Sales KPIs, Sales pitch. Lecture Activity: Sales funnel exercise. 6.2 Programme Training 3 Week 6 Page 16 of 21

17 Topic: Assessment SPIN Selling (20%) Neil Rackham Learning Objectives Upon completion of the training, the student can: Prepare the necessary documentation and potential SPIN questioning scenarios in order to execute a successful sales meeting Demonstrate how to use situation, problem, implication and need pay off in a SPIN Selling role play at a basic level Apply the SPIN Selling questioning technique by demonstrating how to use situation, problem, implication and need pay off in a SPIN Selling role play at a basic level Demonstrate at a basic level how to counter objections in a sales meeting Demonstrate at a basic level how to close a deal in a sales meeting Training activity: Recap SPIN Selling technique Recap non verbal communication Recap active listening and countering objectives Recap closing the deal Execute Canon role play in class 6.3 Preparing Sales Pitch (10%) Week 7 Topic: Sales Pitch M62/Dragon s Den 1) Prepare together with your team a 5 minute sales pitch to be held during the lecture in week 7. a. Present 1 product or service provided by your company of choice. i. 5 minutes per team ii. 5 minutes class feedback b. Be to the point, yet creative i. Recommended to focus on 1 product ii. Tell the class what audience they are! (Students, retailers, manufacturers?) iii. A sales pitch is a one way conversation, yet interact with the audience! c. Be enthusiastic and inspired i. What is in it for the customer? ii. How would the customer benefit? iii. What are the USPs? iv. Develop the customer s needs! d. Give the pitch a start and end! 7.0 Week 7 Page 17 of 21

18 7.1 Giving Sales Pitch (10%) Week 7 Topic: Sales Pitch (10%) M62/Dragon s Den Learning objectives Upon completion of the class, the student can: Deliver a structured, creative and convincing customer driven sales pitch (sales presentation) Evaluation criteria Your Sales pitch will be evaluated for the following criteria: Presentation Skills a. Convincing b. Structure c. Audience interaction d. Timing (max 5 min) Content a. Clarity b. Creativity c. Customer driven 7.2 Consultancy Session 3 Week 7 Topic: Account Management, Relationship Selling, Sales Organisation & Performance Chapters: 9,10, 15,16, 17 Activity: discuss assignment Final deadline report (70%) Week 8 All grades are team grades, unless the lecturer decides otherwise. 8.0 Assessment Criteria Page 18 of 21

19 The student will receive one grade in Osiris for the assessment (100%). This assessment consists out of: a report in which all 4 assignments are included (70%) by the student teams; a sales skill assessment per team (30%) consisting out of a role play (20%) and sales pitch (10%) The Report Each team assignment should be no longer than 6 pages A4 max (minimum: font size 11). Each assignment should refer to the elements of the textbook as discussed in the lecture: Jobber & Lancaster, 2012, Selling & Sales Management (Pearson). Besides the answers to the assignment questions, the final report (70%) should contain: A front page listing the company of choice and the students names Table of contents, page numbers and (sub)chapter headings Proper referencing (APA standards, see document on sharepoint) Introduction and conclusion Maximum 30 pages (excluding Appendix) The consultancy sessions will be used to discuss the feedback, given by the lecturer, to the first version of the assignments. If students do not submit their assignment in time, then there is no consultancy session or feedback opportunity. Report Assessment Template: The Sales Skill Assessment Page 19 of 21

20 During the training sessions the following sales skills are practised and subsequently assessed per team: General sales meeting habits, SPIN Selling questioning technique Preparation for a sales meeting role play. The 3 Training sessions have mandatory attendance and you have to come to class prepared. The last training session of will be used to assess the role play (20% of the total grade). This assessment role play is executed in the same composition of teams as those formed for the assignments. Role Play Assessment Template: The Sales Pitch The lecture in week 7 is used for each team to give a sales pitch about a product/service of their company of choice for the assignments. The sales pitch evaluation counts for 10%. During the sales pitch the following sales skills are assessed per team: Content of presentation Delivery of presentation Sales Pitch Assessment Template: Page 20 of 21

21 Resit Opportunities In case a student team fails the assignment and/or skills part, an evaluation meeting will be scheduled with the lecturer, to provide the student insights into why he/she didn t pass the assignment and/or skills part. In case you didn t pass either the assignment part or the skills part or both, you must register for the first Sales & Account Management re sit opportunity possible (i.e. the next block). However, due to the nature of the sales skills training sessions, these sessions are mandatory to attend. If a student misses or fails the skill training sessions, then the course coordinator will assess whether the student can repair the assignment during the next block or whether the student will have to join the skill training sessions again at the first opportunity possible (the next study year). You will only receive your grade if both the assignment part AND the skills part are assessed at a sufficient level (5,5 and above). The re sit is a group assignment/skills evaluation if more than 1 group member didn t pass and an individual assignment/skills evaluation if 1 group member didn t pass. The specific details of the re sit of the assignments/ skills evaluation are always agreed upon with the lecturer. See the study guide for registration deadlines. Page 21 of 21

Business Plan. A Template for Social Enterprise. Business Name. Investing in social enterprise. Understanding Finance. Business Plan Outline

Business Plan. A Template for Social Enterprise. Business Name. Investing in social enterprise. Understanding Finance. Business Plan Outline Business Plan A Template for Social Enterprise Business Name Business Plan Outline Executive Summary Mission Values & Social Impact Policy Context Business Model Financial Risk & Relationship SWOT Notes

More information

MARKETING MANAGEMENT & STRATEGY

MARKETING MANAGEMENT & STRATEGY MARKETING MANAGEMENT & STRATEGY Equivalent QCF level: Level 7 Credit Value: 30 Learning time (hours): 300 UNIT PURPOSE This unit provides the learner with an understanding about the importance of creating

More information

Release: 1. BSBMKG519 Plan and implement business-to-business marketing

Release: 1. BSBMKG519 Plan and implement business-to-business marketing Release: 1 BSBMKG519 Plan and implement marketing BSBMKG519 Plan and implement marketing Date this document was generated: 14 January 2016 BSBMKG519 Plan and implement marketing Modification History Release

More information

Promote and Sell Products and Services to Clients

Promote and Sell Products and Services to Clients Unit 4: Promote and Sell Products and Services to Clients Unit code: QCF Level 3: Credit value: 4 Guided learning hours: 34 Aim and purpose J/601/5337 BTEC Nationals This is a preparation for work unit,

More information

MKTG 338 Professional Selling Fall, 2013

MKTG 338 Professional Selling Fall, 2013 MKTG 338 Professional Selling Fall, 2013 Instructor: TC Dale Email: tdale@pdx.edu Office: SBA 439 Office Phone: 503-725-3707 Office Hours: Mondays 1:00-2:00 & By Appt. Cell Phone: 360-600-7461 Section

More information

Marketing Travel and Tourism Products and Services

Marketing Travel and Tourism Products and Services Unit 5: Marketing Travel and Tourism Products and Services Unit code: QCF Level 3: Credit value: 10 Guided learning hours: 60 Aim and purpose R/600/9489 BTEC National The unit provides learners with an

More information

ebusinessplan Competition Guide

ebusinessplan Competition Guide ebusinessplan Competition Guide Success depends on having a powerful vision right from the beginning BASIC RULES Do: 1. Submit a plan for an ecommerce business 2. Limit your submission to 6 pages 3. Give

More information

Even their body language is retail! They re head and shoulders above other training companies

Even their body language is retail! They re head and shoulders above other training companies Negotiation skills First Friday is a leading provider of training & development and change management services with a portfolio of 100+ clients across the UK, Europe and South Africa. Our team is unique;

More information

Georgia Department of Education

Georgia Department of Education Marketing Career Cluster Marketing and Entrepreneurship Course Number 08.44100 Course Description: Marketing and Entrepreneurship is the second course in the Marketing and Management Career Pathway. Marketing

More information

MARKETING COURSES Student Learning Outcomes 1

MARKETING COURSES Student Learning Outcomes 1 MARKETING COURSES Student Learning Outcomes 1 MKT 371: Consumer and Buyer Behavior 1. Compare and contrast different perspectives that characterize the study of consumer behavior (e.g. cognitive vs. behavioral).

More information

Music Events Management

Music Events Management Unit 11: Music Events Management Unit code: QCF Level 3: Credit value: 10 Guided learning hours: 60 Aim and purpose T/600/6939 BTEC National The aim of this unit is to develop the skills and knowledge

More information

The Entrepreneurial Way

The Entrepreneurial Way The Entrepreneurial Way Workshop Wednesday 30 January The Essentials of Marketing Fiona Mulliner Today s Session What marketing is Where marketing fits into a business How to develop a robust marketing

More information

Marketplace International 2012 Ireland, Partners for Growth

Marketplace International 2012 Ireland, Partners for Growth Marketplace International 2012 Ireland, Partners for Growth HELPING CUSTOMERS BUY Helping Customers Buy Suzanne Bosscher Profile Head of Marketing Food Services, Aramark Ireland Over 20 years Developing

More information

COMMERCE AND ACCOUNTING SCHEME OF ASSESSMENT

COMMERCE AND ACCOUNTING SCHEME OF ASSESSMENT JCE Commerce & Accounting Scheme of Assessment Page 1 BEC 2011 Botswana Examinations Council Private Bag 0070 Gaborone Plot: 54864 Western Bypass Tel: 3184765/ 3650700 Fax: 3164203/ 3185011 JCE Commerce

More information

IFT 16 New Exhibitor Web-Briefing

IFT 16 New Exhibitor Web-Briefing Present IFT 16 New Exhibitor Web-Briefing Information & Insights You Need To Succeed at IFT 16 Participant Custom Learning Objectives This briefing will... 1. Provide new exhibiting companies and contacts

More information

Use social media to get more sales leads, increase your pipeline, close faster, improve customer relationships and meet your sales team's goals

Use social media to get more sales leads, increase your pipeline, close faster, improve customer relationships and meet your sales team's goals HOW TO FIND, MANAGE AND CLOSE MORE BUSINESS USING THE SOCIAL MEDIA 2-Day Training Use social media to get more sales leads, increase your pipeline, close faster, improve customer relationships and meet

More information

Guide to Market Research and Analysis

Guide to Market Research and Analysis The Orangeville & Area Small Business Enterprise Centre (SBEC) 87 Broadway, Orangeville ON L9W 1K1 519-941-0440 Ext. 2286 or 2291 sbec@orangeville.ca www.orangevillebusiness.ca Supported by its Partners:

More information

Young Enterprise Company Programme and the Business Administration and Finance Diploma

Young Enterprise Company Programme and the Business Administration and Finance Diploma Young Enterprise Company Programme and the Business Administration and Finance Diploma About Young Enterprise With more than 5,500 schools, colleges and universities participating in its programmes, Young

More information

Key Account Management: The role of the Sales Manager

Key Account Management: The role of the Sales Manager Key Account Management: The role of the Sales Manager Presented by Tim Royds MA (Sales Management), Dip (Sales), FInstSMM,, FCIM, BSc (Hons( Hons) Purpose of the session To provoke thought. To reinforce

More information

Week 3. COM1030. Requirements Elicitation techniques. 1. Researching the business background

Week 3. COM1030. Requirements Elicitation techniques. 1. Researching the business background Aims of the lecture: 1. Introduce the issue of a systems requirements. 2. Discuss problems in establishing requirements of a system. 3. Consider some practical methods of doing this. 4. Relate the material

More information

CAM Diploma (Level 4)

CAM Diploma (Level 4) CAM Diploma (Level 4) 130 Web Analytics and Social Media Monitoring Assignment Brief and Mark Allocation April 2016 Candidates must answer ALL tasks. Business format and presentation is worth 10% of the

More information

OCR LEVEL 3 CAMBRIDGE TECHNICAL

OCR LEVEL 3 CAMBRIDGE TECHNICAL Cambridge TECHNICALS OCR LEVEL 3 CAMBRIDGE TECHNICAL CERTIFICATE/DIPLOMA IN IT COMPUTER GAME DESIGN H/502/5671 LEVEL 3 UNIT 32 GUIDED LEARNING HOURS: 60 UNIT CREDIT VALUE: 10 COMPUTER GAME DESIGN H/502/5671

More information

MARKETING STRATEGY TEMPLATE

MARKETING STRATEGY TEMPLATE MARKETING STRATEGY TEMPLATE START-UP ORGANISATION, PRODUCT OR SERVICE 1 Executive Summary rundown of what s in the document (often completed last) Purpose Use this template to capture the key information

More information

Programme: BSc Hons International Hospitality Management

Programme: BSc Hons International Hospitality Management Programme: BSc Hons International Hospitality Management Course Title: HUMAN RESOURCE MANAGEMENT Course Code: HRMT301 Credit hours: 3 Prerequisite/s: Nil Co-requisite/s: Nil Lecturer/s: Ms. Ioanna Karanikola

More information

COURSE GUIDE 2014/2015. International HRM & EU Labour Law

COURSE GUIDE 2014/2015. International HRM & EU Labour Law COURSE GUIDE 2014/2015 Details: Course Title: International HRM & EU Labour Law Course Code: MBIB-IHRMEULL-14 Period 2014/2015 Term A & C Course Variant: Full time Type of Course: Obligatory course Developer

More information

Marketing Audit Checklist

Marketing Audit Checklist A marketing audit should be done at the beginning of the marketing planning process. It takes a close look at the current business landscape internally and externally. The questions are designed to prompt

More information

Module Management Information

Module Management Information Module Information for BM2275, 2015/6 - APPROVED Module Title/Name: Business to Business Marketing&Relationship Management Module Code: BM2275 School: Aston Business School Module Type: Standard Module

More information

Personal Selling and Promotional Skills for Hospitality

Personal Selling and Promotional Skills for Hospitality Unit 19: Personal Selling and Promotional Skills for Hospitality Unit code: F/601/0489 QCF Level 3: BTEC National Credit value: 10 Guided learning hours: 60 Aim and purpose The aim of this unit is to enable

More information

OCR CAMBRIDGE LEVEL 2

OCR CAMBRIDGE LEVEL 2 Cambridge T E C OCR CAMBRIDGE LEVEL 2 CERTIFICATE/DIPLOMA IT BUSINESS IT SKILLS T/601/5012 LEVEL 2 UNIT 3 GUIDED LEARNING HOURS: 60 UNIT CREDIT VALUE: 10 BUSINESS IT SKILLS T/601/5012 LEVEL 2 AIM OF THE

More information

BE 2015 A BUSINESS EXCELLENCE INITIATIVE EXCELLENCE IN CUSTOMER MANAGEMENT SELF ASSESSMENT QUESTIONNAIRE

BE 2015 A BUSINESS EXCELLENCE INITIATIVE EXCELLENCE IN CUSTOMER MANAGEMENT SELF ASSESSMENT QUESTIONNAIRE BE 2015 A BUSINESS EXCELLENCE INITIATIVE 2015 CUSTOMER MANAGEMENT SELF ASSESSMENT QUESTIONNAIRE BE 2015 Self Assessment Guidelines l l l l l l The Criterion contains questions on the Processes and Results.

More information

OUTLINE - MEDIA BUSINESS PLANNING DOCUMENT Carry out research and answer the following questions: What does your business do? BACKGROUND What makes your business special (USP)? Why are you suitable to

More information

New HITEC Exhibitor On-Boarding Web-Briefing

New HITEC Exhibitor On-Boarding Web-Briefing Present New HITEC Exhibitor On-Boarding Web-Briefing How to Have a Productive and Positive Exhibiting Experience Participant Custom Learning Objectives This briefing will... 1. Provide new exhibiting companies

More information

Note: This is a sample syllabus for reference of Cairo University faculty member. Please contact Professor Hassan El Alfy for more information.

Note: This is a sample syllabus for reference of Cairo University faculty member. Please contact Professor Hassan El Alfy for more information. SYLLABUS: MARKETING 4340 Sales Management Note: This is a sample syllabus for reference of Cairo University faculty member. Please contact Professor Hassan El Alfy for more information. Course Description:

More information

Chapter 2 INDUSTRIAL BUYING BEHAVIOUR: DECISION MAKING IN PURCHASING

Chapter 2 INDUSTRIAL BUYING BEHAVIOUR: DECISION MAKING IN PURCHASING Chapter 1 THE ROLE OF PURCHASING IN THE VALUE CHAIN The role and importance of the purchasing and supply function in the value chain. The difference between concepts such as ordering, buying, purchasing,

More information

Executive Development Workshop. A Systems Approach to Inventory Management

Executive Development Workshop. A Systems Approach to Inventory Management Executive Development Workshop A Systems Approach to Inventory Management OVERVIEW Inventory management is important from the view point that it enables to address two important issues - maintaining adequate

More information

Guide to a winning business plan

Guide to a winning business plan Guide to a winning business plan Guide to a winning business plan How to use the guide: The following fields are mandatory to use and are evaluated by the judges when you submit an entry in Venture Cup

More information

SWOT analysis and PEST analysis

SWOT analysis and PEST analysis SWOT analysis and PEST analysis (Notes to accompany templates) The SWOT analysis is an extremely useful tool for understanding and reviewing the company s position prior to making decisions about future

More information

Business Plan Guide for a Small Business

Business Plan Guide for a Small Business Business Plan Guide for a Small Business A Business Plan is a written document that describes the path of your business venture. It describes what you want to do and how you plan to do it, usually covering

More information

Accredited Training in Sales and Marketing

Accredited Training in Sales and Marketing Accredited Training in Sales and Marketing...invest in a Brighter Future academy 2 academy s Introduction 03 Profile of Ethos Academy s head tutor 06 Course Details Level 1 Award in Sales and Marketing

More information

Guide to Business Planning

Guide to Business Planning Voluntary Sector Support Guide to Business Planning PROMOTING EXCELLENCE IN VOLUNTARY AND COMMUNITY SERVICES www.communityimpactbucks.org.uk Community Impact Bucks is a registered charity no:1070267 company

More information

Student s Signature Completion Date. High School Teacher s Signature. Recommended Letter Grade High School. COCC Review Instructor s Signature

Student s Signature Completion Date. High School Teacher s Signature. Recommended Letter Grade High School. COCC Review Instructor s Signature 4 Credits College Now/CTE Student Outcomes Checklist www.cocc.edu/college-now Student s Signature Completion Date High School Teacher s Signature Recommended Letter Grade High School COCC Review Instructor

More information

ClickClickMedia.com.au - jeremy@clickclickmedia.com.au

ClickClickMedia.com.au - jeremy@clickclickmedia.com.au Sara Gonzalez Jeremy Decker ASK A QUESTION POST A COMMENT SUBMIT TECHNICAL QUERIES SHARE YOUR TIPS PROVIDE FEEDBACK DIAL IN AND LISTEN VIA YOUR TELEPHONE! 1800 896 323 81178679# AdWords Webinar Understanding

More information

Customer Relationship Management Masterclass in Retail Banking

Customer Relationship Management Masterclass in Retail Banking IN HOUSE Customer Relationship Management Masterclass in Retail Banking What is CRM in retail banking and how should it be managed effectively? Relationship management life cycle and personality types

More information

Overview MBA Programme Courses 2015-2016

Overview MBA Programme Courses 2015-2016 Overview MBA Programme Courses 2015-2016 copyright 2016 Stichting Hotelschool The Hague, The Netherlands All rights reserved. No part of this publication may be reproduced, stored in a retrieval system,

More information

Information Systems. Credit value: 10 Guided learning hours: 60. Aim and purpose. Unit introduction. Learning outcomes

Information Systems. Credit value: 10 Guided learning hours: 60. Aim and purpose. Unit introduction. Learning outcomes Unit 3: Information Systems Unit code: QCF Level 3: Credit value: 10 Guided learning hours: 60 Aim and purpose H/601/7256 BTEC National The aim of this unit is to ensure learners understand how organisations

More information

FPA Professional Development Plan Template

FPA Professional Development Plan Template FPA Professional Development Plan Template Introduction A Professional Development Plan (PDP) sets out the identified learning activities that support the development of technical competencies, professional

More information

David Jobber University of Bradford

David Jobber University of Bradford 8th edition David Jobber University of Bradford Geoffrey Lancaster London School of Commerce Prentice Hall FINANCIAL TIMES An imprint of Pearson Education Harlow, England London New York Boston San Francisco

More information

All the details of the PwC s Mini MBA Programme. The value of knowledge PwC s Mini MBA Programme

All the details of the PwC s Mini MBA Programme. The value of knowledge PwC s Mini MBA Programme All the details of the PwC s Mini MBA Programme The value of knowledge PwC s Mini MBA Programme Contents The value of knowledge 3 Mini MBA structure 4 Business breakdown and map 5 Modules Corporate and

More information

Marketing Propedeuse (EN)

Marketing Propedeuse (EN) MPEN-MKG-14 2014-2015 Term: A, B Status: obligatory Fulltime MATERIE Nienke.vanveen@hu.nl Course site: https://cursussen.sharepoint.hu.nl/fem/24/mpen-mkg-14/default.aspx Author: Nienke van Veen e-mail:

More information

Customer Experience Audit

Customer Experience Audit SOLUTION OVERVIEW Customer Experience Audit Understanding customer experience is vital Developed in partnership with Customer Experience Foundation The Customer Experience Audit provides a fast, independent

More information

BSB51107 - Diploma of Management BSBCUS501A Manage quality customer service ASSESSMENT COVER SHEET

BSB51107 - Diploma of Management BSBCUS501A Manage quality customer service ASSESSMENT COVER SHEET BSB51107 - Diploma of Management BSBCUS501A Manage quality customer service ASSESSMENT COVER SHEET PARTICIPANTS FULL NAME:..... Participant declaration: I certify that this work is my own, that I have

More information

Guidelines to Building an Effective Marketing Plan

Guidelines to Building an Effective Marketing Plan Guidelines to Building an Effective Marketing Plan Building an Effective Marketing Plan Too often the new fiscal year comes upon us but there was never really any down time to build the new plan. As a

More information

CUSTOMER RELATIONSHIP MANAGEMENT FOR SME BANKING SYLLABUS

CUSTOMER RELATIONSHIP MANAGEMENT FOR SME BANKING SYLLABUS SYLLABUS This course is intended for those interested in how to develop and deliver a Customer Relationship Management based approach for SME banking customers. It is geared for senior and middle management

More information

info@regionalbusinesspartners.co.nz

info@regionalbusinesspartners.co.nz Appendix 1: Qualifying Service Subjects Services covering the following subjects may qualify for the Voucher Scheme. SERVICES THAT ARE NOT ELIGIBLE INCLUDE Consultancy Services Staff and Industry Training.

More information

Project Planning With IT

Project Planning With IT Unit 17: Project Planning With IT Unit code: QCF Level 3: Credit value: 10 Guided learning hours: 60 Aim and purpose Y/601/7321 BTEC National The aim of this unit is to ensure learners understand the processes

More information

Marketing and Sales, Marketing and Sales Fundamentals

Marketing and Sales, Marketing and Sales Fundamentals Marketing and Sales, Marketing and Sales Fundamentals Orsys, with 30 years of experience, is providing high quality, independant State of the Art seminars and hands-on courses corresponding to the needs

More information

Lesson 1. Assessing the Marketplace

Lesson 1. Assessing the Marketplace Assessing the Marketplace Your first lesson consists of four assignments that cover the first four chapters. These assignments provide a useful overview of the contemporary marketing environment and all

More information

The Link Between Business Intelligence And Profitability

The Link Between Business Intelligence And Profitability The Link Between Business Intelligence And Profitability Sponsored by x February 27, 2013 1 PM EST Download handouts (PDF) : www.mdm.com/slides or info@mdm.com Session Leader J. Michael Marks, Managing

More information

AAA School of Advertising Part Time Bachelor of Arts in Marketing Communication

AAA School of Advertising Part Time Bachelor of Arts in Marketing Communication AAA School of Advertising Part Time Bachelor of Arts in Marketing Communication 2014 CURRICULUM BA IN MARKETING COMMUNICATION DURATION: 4 YEARS COURSE STRUCTURE YEAR 1: 5 MODULES 1. Principles of Marketing

More information

LCCI International Qualifications. Level 3 Certificate in Selling and Sales Management. Extended Syllabus. Effective from 2007

LCCI International Qualifications. Level 3 Certificate in Selling and Sales Management. Extended Syllabus. Effective from 2007 LCCI International Qualifications Level 3 Certificate in Selling and Sales Management Extended Syllabus Effective from 2007 For further information contact us: Tel. +44 (0) 8707 202909 Email. enquiries@ediplc.com

More information

Welcome to Marketeach! Here is the sample lesson plan that you requested be sent to you. The next page is a summary of the entire set of lesson plans.

Welcome to Marketeach! Here is the sample lesson plan that you requested be sent to you. The next page is a summary of the entire set of lesson plans. Dear Educator, Welcome to! Here is the sample lesson plan that you requested be sent to you. The next page is a summary of the entire set of lesson plans. We at created this program to allow teachers to

More information

Is your website generating leads for your business?

Is your website generating leads for your business? Is your website generating leads for your business? By Denis Finnegan Finn Media Ltd Sales Focused Digital Marketing Twitter: @finnmediamkt @denispfinnegan For event : #DEW Web: www.finnmedia.ie Facebook:

More information

Learning Objectives. Strategic Planning Concepts for Marketing Communications. Strategic Planning. Business Planning Process.

Learning Objectives. Strategic Planning Concepts for Marketing Communications. Strategic Planning. Business Planning Process. CHAPTER 4 Strategic Planning Concepts for Marketing Communications Learning Objectives Identify the distinctions and relationships between the various types of planning Describe the key variables that

More information

Reports to Head of General Insurance Marketing and Sales

Reports to Head of General Insurance Marketing and Sales JOB DESCRIPTION Title: Senior Marketing Manager General Insurance Functional line: Reports to Head of General Insurance Marketing and Sales The role exists because: Police Mutual has to communicate its

More information

LECTURE 1 Introduction To Integrated Marketing Communications. Marketing satisfying needs and wants through the exchange process.

LECTURE 1 Introduction To Integrated Marketing Communications. Marketing satisfying needs and wants through the exchange process. LECTURE 1 Introduction To Integrated Marketing Communications Marketing satisfying needs and wants through the exchange process. The Marketing Management Process 1. Situation analysis (PESTL). 2. Objectives.

More information

Creating Client Value. A practical, proven and tailored approach to consultative, value-based selling. Sales Coaching. Sales Manager Programme

Creating Client Value. A practical, proven and tailored approach to consultative, value-based selling. Sales Coaching. Sales Manager Programme Creating Client Value A practical, proven and tailored approach to consultative, value-based selling Sales Coaching Sales Manager Programme Negotiating Client Value Commercial Acumen Strategic Account

More information

SALES NEGOTIATION FOR RESULTS

SALES NEGOTIATION FOR RESULTS EXPAND YOUR SALES EXPERTISE & SUCCESS WITH BRIGHT*STAR TRAINING THE SALES PROCESS 18-19 March 2013, Auckland 8-9 April 2013, Wellington 21-22 March 2013, Auckland 10-11 April 2013, Wellington 25-26 March

More information

Foundations in Marketing 6-8 February, 2012 MBA at Pforzheim University

Foundations in Marketing 6-8 February, 2012 MBA at Pforzheim University Foundations in Marketing 6-8 February, 2012 MBA at Pforzheim University A) Aim of the course The course will provide the students with a comprehensive understanding of the concepts and principles of Marketing

More information

Management Accounting

Management Accounting Unit 7: Management Accounting Unit code: QCF Level 3: Credit value: 10 Guided learning hours: 60 Aim and purpose J/502/5419 BTEC National The aim of this unit is to enable learners to understand how important

More information

DIPLOMA IN EVENT MANAGEMENT (Dip. Event Man.) with PR, Online PR & Social Media modules (Evening Course - 10 Weeks)

DIPLOMA IN EVENT MANAGEMENT (Dip. Event Man.) with PR, Online PR & Social Media modules (Evening Course - 10 Weeks) DIPLOMA IN EVENT MANAGEMENT (Dip. Event Man.) with PR, Online PR & Social Media modules (Evening Course - 10 Weeks) Please find enclosed the details you requested in reference to the above course. The

More information

Course outline. Code: CMN275 Title: Advertising Channel Planning and Purchasing

Course outline. Code: CMN275 Title: Advertising Channel Planning and Purchasing Course outline Code: CMN275 Title: Advertising Channel Planning and Purchasing Faculty of: Arts and Business School of: Communication and Creative Industries Teaching Session: Semester 1 Year: 2016 Course

More information

Lesson Plan. Course Title: Web Technologies Session Title: Web Site Planning & Design

Lesson Plan. Course Title: Web Technologies Session Title: Web Site Planning & Design Lesson Plan Course Title: Web Technologies Session Title: Web Site Planning & Design Lesson Duration: 3 Hours Performance Objective: Upon completion of the lesson, students will understand how to develop

More information

ACCOUNT MANAGER HANDBOOK

ACCOUNT MANAGER HANDBOOK ACCOUNT MANAGER HANDBOOK INTRODUCTION An account manager or key account manager performs sales and relationship-building activities and assists in managing the account. An organization hiring an account

More information

Course Instructor: Leo Leung Tel: 2616-8244

Course Instructor: Leo Leung Tel: 2616-8244 LINGNAN UNIVERSITY Department of Marketing and International Business MKT3311 Selling and Sales Management Course Description and Schedule Second Term, 2015-16 Course Instructor: Leo Leung Tel: 2616-8244

More information

What is a sales methodology?

What is a sales methodology? What is a sales methodology? What is a Sales Methodology? A sales methodology provides the pathway, skills and steps required for the sales professional to complete the task of winning business. It ensures

More information

Sales Management and Personal Selling (BUS 3115) Fall 2003 Detailed Weekly Schedule

Sales Management and Personal Selling (BUS 3115) Fall 2003 Detailed Weekly Schedule Sales Management and Personal Selling (BUS 3115) Fall 2003 Detailed Weekly Schedule Below are the topics we ll cover in each class. I highly recommend you read the assigned chapters and jot down your answers

More information

Digital Strategy is a 15-credit elective module which sits within the suite of Level 6 modules.

Digital Strategy is a 15-credit elective module which sits within the suite of Level 6 modules. Module Specification: Digital Strategy Digital Strategy is a 15-credit elective module which sits within the suite of Level 6 modules. To gain the CIM Level 6 Diploma in Professional Marketing a pass in

More information

Course outline. Code: CMN248 Title: Creative Advertising

Course outline. Code: CMN248 Title: Creative Advertising Faculty of: Arts and Business School of: Communication and Creative Industries Teaching Session: Semester 1 Year: 2016 Course Coordinator: Dr Kelly Choong Email: kchoong@usc.edu.au Course outline Code:

More information

Business Plan Template

Business Plan Template Staunton Creative Community Fund 10 Byers Street, Staunton, VA 24401 540-213-0333 www.stauntonfund.com courtney@stauntonfund.com Business Plan Template So you have an amazing, innovative idea for a new

More information

CIM Level 4 Certificate in Professional Marketing

CIM Level 4 Certificate in Professional Marketing CIM Level 4 Certificate in Professional Marketing Customer Experience (2102) March 2015 Assignment The assignment comprises THREE compulsory tasks Task 1 is worth 25 marks Task 2 is worth 40 marks Task

More information

Individual Development Planning. Staff Guidelines

Individual Development Planning. Staff Guidelines Individual Development Planning Staff Guidelines Guidelines for Creating a Development Plan What is an individual development plan? It s a document created by you, the staff member, then discussed with

More information

ACCELERATING SALES DEVELOPMENT WITH CRM. A best practice guide to integrating sales and CRM

ACCELERATING SALES DEVELOPMENT WITH CRM. A best practice guide to integrating sales and CRM ACCELERATING SALES DEVELOPMENT WITH CRM A best practice guide to integrating sales and CRM Accelerating Sales Development with CRM A best practice guide to integrating sales and CRM In a web enabled business

More information

Online Marketing Training

Online Marketing Training Online Marketing Training Level: 1 Duration: 3 Days Time: 9:30 AM - 4:30 PM Cost: 697 Overview Online Marketing is all about ensuring your business, product or service is maximising the potential of the

More information

Recruit & Retain Customer Service Representatives

Recruit & Retain Customer Service Representatives Recruit & Retain Customer Service Representatives How can you find & keep the best reps to help your business grow? Recruit & Retain Customer Service Representatives by Illinois worknet is licensed under

More information

Sell products/services to customers

Sell products/services to customers Overview What this Unit is about This Unit is about the activities involved within the sales cycle in matching products/services to customers needs. It focuses upon face-to-face selling activity, and also

More information

Business Plan template

Business Plan template template If you re considering establishing or purchasing a small business, it s important that you have a Business Plan. This plan will help provide you with an essential road map for your new business.

More information

Before starting to market your club, it is important to understand what marketing is.

Before starting to market your club, it is important to understand what marketing is. Marketing Plan Understanding Marketing Before starting to market your club, it is important to understand what marketing is. In its basic form it s the process of communicating the value of what you offer

More information

Sales Director Job description.

Sales Director Job description. Sales Director Job description. CONTENTS 1. Reporting to 3 2. Line reports 3 3. Scope of role 3 4. Main responsibilities 3 4.1 Team management 3 4.2 Sales and targets 3 4.3 Client focus and communications

More information

CIM Level 4 Certificate in Professional Marketing

CIM Level 4 Certificate in Professional Marketing CIM Level 4 Certificate in Professional Marketing Customer Experience (2102) June 2015 Assignment The assignment comprises THREE compulsory tasks Task 1 is worth 25 marks Task 2 is worth 40 marks Task

More information

More Enquiries, Same Budget: Solving the B2B Marketer s Challenge

More Enquiries, Same Budget: Solving the B2B Marketer s Challenge More Enquiries, Same Budget: Solving the B2B Marketer s Challenge You need to increase inbound enquiries, both in volume and quality, but your budget is restricted. Sound familiar? Prospect Analytics offers

More information

Training Objectives and Course Modules

Training Objectives and Course Modules 1. MARKET DEVELOPMENT Penetrating new markets allows your producers to generate business growth and a more sustainable business practice. In this series of workshops, participants will learn how to successfully

More information

Human Resource Management

Human Resource Management Human Resource Management Red Deer College Certificate Program Program Overview: This program is designed to provide Human Resource Professionals with a strategic and coherent approach to the management

More information

Marketing the benefits of your energy efficient business. Gill Hutchinson, Federation of Small Businesses

Marketing the benefits of your energy efficient business. Gill Hutchinson, Federation of Small Businesses Marketing the benefits of your energy efficient business Gill Hutchinson, Federation of Small Businesses Marketing - what s it all about? Some Definitions Marketing (n) A loose assortment of fluffy activities

More information

Web Activity Tracking

Web Activity Tracking SalesFUSION White Paper Five Ways Web Visitor Tracking can Improve your B2B Lead Generation Capabilities Web Activity Tracking Web analytics as a technology category has enjoyed explosive growth in the

More information

Integrated Communication

Integrated Communication Integrated Communication Integrated Communication is a 15-credit mandatory module which sits within the suite of Level 4 modules. To gain the CIM Level 4 Certificate in Professional Marketing a pass in

More information

A guide to using the business plan template

A guide to using the business plan template A guide to using the business plan template Small Business Development Corporation 13 12 49 smallbusiness.wa.gov.au The small business specialists Writing your business plan This is guide is to assist

More information

A guide to B2B Marketing Planning

A guide to B2B Marketing Planning A guide to B2B Marketing Planning Whether you run your own business, you are a managing director or you are a senior marketer in a large corporation, planning is a fundamental part of a successful business.

More information

Email Marketing Strategy Guide NewZapp.co.uk - 2007. Introduction. Where are you now?

Email Marketing Strategy Guide NewZapp.co.uk - 2007. Introduction. Where are you now? Email Marketing Strategy Guide NewZapp.co.uk - 2007 Introduction In recent years Email Marketing has seen huge growth in the UK and worldwide. In this document we ll look at the key areas of an Email Marketing

More information

Full-time MSc in Retail Management Course structure and content

Full-time MSc in Retail Management Course structure and content Full-time MSc in Retail Management Course structure and content Course modules Term 1 Managing Brands and Consumer Equity Understanding and Managing People and Organisations Integrated Marketing Communications

More information

Developing a Marketing Plan. Develop a strategic marketing plan to successfully grow your business and increase profits

Developing a Marketing Plan. Develop a strategic marketing plan to successfully grow your business and increase profits Developing a Marketing Plan Develop a strategic marketing plan to successfully grow your business and increase profits Learning Objectives At the end of this module, you will be able to: Understand the

More information