Bachelor in Sales & Marketing

Module Aims and Description

Explore the statutory responsibilities of managers as learners look into the legalities of business and business executives.
The focus of this module is on business law and we shall identify legal issues in various business situations, as well as analyse and apply legal rules to resolve different problem situations. However, our starting point is the legal system itself, in this case the English legal system which is quite distinct from other legal systems. The basis for the study of any area of law must commence with an understanding of the legal system and the law making process. To this end, we shall examine the various sources of law in the English legal system and the structure and frameworks of the courts.

Learning Outcomes

– Explain the law making process and sources of law in the English legal system.
– Identify legal issues in a variety of business situations.
– Analyse and apply legal rules to resolve factual problem situations.
– Demonstrate an appreciation of the British, European and international perspectives.

Module Aims and Description

This module aims to identify mechanisms for the setting of organisational goals and their achievement as part of the process of business planning.

Learning Outcomes

1. Understand the structure of a business plan.
2. Know how to carry out appropriate analysis to facilitate the development of strategy for an organisation.
3. Understand the key concepts central to competitive analysis and developing market strategy.
4. Understand the role of measuring and monitoring business plan implementation.

Module Aims and Description

This module aims to identify competing perspectives on the nature of entrepreneurial management as both a function and a process supporting the process of organisational change and development.

Learning Outcomes

1. Understand a range of management styles and approaches which support entrepreneurship in the modern workplace.
2. Assess management styles and approaches.
3. Be able to select appropriate management styles suited to particular organisational situations.
4. Understand the benefits, disadvantages and risks of group innovation and decision making.

Module Aims and Description

Business in the modern world. This module focuses on governance and equality as a means to do right in business.
This module contains many interrelated ideas, models and theories. Throughout, however, your aim should be to focus on trying to understand the various theories, assessing how they apply to your organisation, and using them in your own work.

Learning Outcomes

– Describe what managers do and the roles that they fill.
– Assess the use of the various models and theories of management in relation to organisations today.
– Identify the factors in the wider economy that may affect your organisation’s operations.
– Assess how a manager’s power and authority can best be used to achieve the organisation’s purpose.

Module Aims and Description

Marketing and sales are fundamental to business, whatever the sector. In the private sector, it is accepted that marketing and sales planning is essential to achieve profitability and market success. In the public sector and in the charitable sector, the focus is not on profit making but on customer (or more broadly, stakeholder) satisfaction. Marketing is increasingly playing a key role in the non-profit sector to build awareness of issues and promote causes, taking the perspective of not just customers (recipients) but also donors.

Learning Outcomes

1.1 Differentiate between consumer and business customers
1.2 Differentiate between internal and external customers
2.1 Evaluate models which can be used to assess the marketing environment
2.2 Analyse the internal and external environments for a chosen business.
3.1 Explain how to perform market segmentation and targeting for specific business scenarios.
3.2 Explain how market positioning works
3.3 Explain how to perform portfolio analysis.
3.4 Analyse growth strategies used by chosen organisations.
4.1 Analyse how a marketing plan is likely to affect sales
4.2 Discuss factors that must be considered in order to achieve marketing and sales objectives.
4.3 Explain the impact of marketing activities for pre-sales, sales and post-sales phases.
4.4 Analyse ways in which the sales team can provide useful input to marketing plans
4.5 Explain the importance of co-ordination between the Sales team and the Marketing team to achieve business objectives
5.1 Evaluate the importance of the sales function to an organisation.
5.2 Analyse the functions of territory sales and key account sales
5.3 Analyse the importance of sales plans, objectives and forecasting figures for the other functions within an organisation

Module Aims and Description

Structure provides a framework within which the work of the organization is logically grouped and carried out. Structure fulfils another important role – it facilitates relationships between people in the organization. It defines the allocation of responsibilities and where people belong – who they report to, who they work with, who their leaders are, who makes decisions and how decisions are made. It is said that there are two dimensions to organizational structure – the formal structure as defined in organization charts and then the everyday relationships of people in the organization.
In this unit we will develop an understanding of the factors that shape the design of structure within organisations, and how the organisational structure can influence management strategy.

Learning Outcomes

– Discuss the development of organizations in their historical, social and cultural contexts, and the choices that this creates for the management of organizations
– Demonstrate an appreciation for the role of administration, control and human relations in organizations
– Critically evaluate the factors that shape the design of organizational structure
– Assess how an organization’s business environment and chosen strategy influence its structure
– Assess the impact of strategic changes such as growth, downsizing, mergers and acquisitions, on organizational structure
– Identify the pros and cons of the international dimension on various organizational structures

Module Aims and Description

The people in an organisation determine whether the organisation is successful or not. Think for a moment about any organisation – in doing this you will also be thinking about people. Every organisation has people within it, and the success of the organisation is largely due to those people.

Learning Outcomes

1. Understand the concept of performance management
2. Understand different approaches to performance appraisal
3. Know how to carry out an effective appraisal interview
4. Know how to use performance management procedures

Module Aims and Description

The external environmental influences on the business environment fall into a number of categories – political, economic, legal, ethical, technological, cultural and media factors as well as the competitive forces in the industry. Some of these factors are macro factors whilst others are micro factors. Politics is an important influence in both the macro and micro environments.
In this unit we will learn the Impact of politics on business and how it may help or hinder business. This module will educate learners on economic impact, exports and government support.

Learning Outcomes

– Demonstrate an understanding of the impact of the political factors on the macro environment of business.
– Demonstrate an understanding of the impact of political factors on the micro environment and the competitive nature of the industry in which the business operates.
– Critically evaluate the usefulness of international trade theories.
– Demonstrate knowledge of the relationship between politics, economics and management.
– Identify the impact of legal issues in a variety of business situations.
– Demonstrate an appreciation of national and international perspectives in legislation.

Module Aims and Description

In this module, we discuss the content and nature of the three financial statements: the balance sheet, the profit and loss account and the cash flow statement. We then establish the importance of measuring financial performance, position and stability, going on to show how this can be achieved through the use of a range of key financial ratios. These are divided into two main groups: gearing and capital structure. Within this framework, we discuss the significance of concepts such as liquidity and depreciation, and their impact on the financial position of a business.
Learners will complete exercises in accounts throughout this module to understand what they are telling us and the actions that analysis can precipitate.

Learning Outcomes

– Understand the importance of measuring financial performance
– Explore the financial position of organisations through the use of financial ratios
– Use key groups of financial ratios to assess financial performance
– Determine the financial stability of an organisation

Module Aims and Description

On successful completion of this module, learners will have knowledge of numeric exercises and will understand their use within the context of the business.

Learning Outcomes

1.1 Explain the value of different statistical techniques used to solve management problems
1.2 Demonstrate the use of a statistical technique to solve a specific management problem
2.1 Demonstrate how statistical techniques can be used to make forecasts
2.2 Explain how predictions made can be used to improve profitability
3.1 Describe how operational conditions can be changed to improve efficiency
3.2 Discuss how limits can be placed on production volumes to improve profitability
4.1 Discuss the role of scheduling techniques in reducing inefficiencies
4.2 Explain how projects can be managed in more effectively using networks
5.1 Analyse key processes in inventory control
5.2 Explain how organisations can operate more efficiently using inventory controls
6.1 Explain how indexation is able to make comparisons over time
6.2 Use indexation to determine financial values at different points in time

Highlights the need for managers to view the role of marketing as critical to their organisation. The crucial role of marketing in contributing to the success of organisations is emphasised.

Marketing is a key business function covering a wide range of activities and employing many people.

This unit develops the knowledge necessary to understand key concepts of the marketing mix, marketing planning and marketing research. As an introduction to marketing, it explains the strategic purpose of the marketing function and how it contributes to business success. The unit provides a basic understanding of the role of the marketing function, with particular emphasis placed on the role of marketing research and how it contributes to marketing planning and the development of a marketing mix for a target group of customers.

In addition, the unit provides an opportunity to develop, analyse and evaluate key marketing techniques in order to obtain a better understanding of them.