Business Development Manager Table of contents


Table of Content
 


Business Development Basics

  • What is Business Development
  • Business Development and Other Departments
  • Skills for Business Development
  • Business Development Drivers
  • Business Development Process

Management Basics

  • What is Management
  • Features of Management
  • The Purpose of Management
  • Need for Management
  • Management Styles

Developing Marketing Strategies and Plans

  • Mission Statement
  • The Market
  • Competition - Direct and indirect
  • Sample Marketing Plan Outline

Capturing Marketing Insights

  • Marketing Information Systems
  • Analysing the Macro environment
  • Marketing Research
  • Measuring Marketing Productivity
  • Forecasting and Demand Measurement
  • Marketing Mix Modelling

Analysing Consumer Markets

  • Factors influencing consumer behaviour
  • Major Psychological Processes
  • Buying Decision Process

Analysing Business Markets

  • Organisational Buying
  • Business Buying Decision Process
  • Procurement Process
  • Managing B2B Customer Relationships

Environmental Analysis

  • PEST
  • Anticipating Changes in the Law
  • Economic Factors
  • International Factors
  • Social Factors
  • Technological Factors
  • Competitive Intelligence

Segment-Target-Position

  • Segmentation
  • Targeting
  • Positioning
  • Branding

Marketing Strategies

  • Strategic Intent
  • Ansoff’s Product/Market Matrix
  • The Boston Matrix
  • Bowman’s Strategy Clock
  • Generic Strategies – Michael Porter (1980)
  • The danger of Being ‘Stuck in the Middle’
  • Marketing Control
  • Internal Marketing
  • The Balanced Scorecard
  • Gap Analysis
  • KPI

SWOT Analysis

  • Bringing the SWOT Elements Together
  • SWOT Analysis – Exercise
  • The Marketing SWOT

Products and Markets

  • Market Development
  • Related Diversification
  • Unrelated Diversification
  • New Product Development

Prospecting, Objection Handling and Closing

  • Prospecting
  • Formulating Prospect Definitions
  • Searching out Potential Accounts
  • Sales Resistance
  • Closing Sales

Sales Forecasting

  • Types of Personal Selling Objectives
  • Analyzing Market Potential
  • Market Indexes
  • Sales Potential and Sales Forecasting
  • Sales Forecasting Methods
  • Qualitative Forecasting Methods
  • Projection of Past Sales
  • Time-Series Analysis
  • Exponential Smoothing
  • Regression Analysis
  • Econometric Model Building and Simulation
  • Converting Industry Forecast to Company Sales Forecast

Key Account Management

  • What is Key Account Management (KAM)?
  • Benefits and Need for KAM
  • Key Account Manager Skills
  • KAM vs Sales or Account Management
  • Key Account Management Process
  • Key Account Management Levels
  • Identify Key Accounts
  • Implementing Key Account Management
  • Best Practices for KAM

CRM

  • Who is Customer
  • What is CRM?
  • CRM Components
  • CRM Types
  • Social CRM
  • CRM Strategy

Relationship Management

  • What is Relationship?
  • Need for Business Relationship
  • Customer-Supplier Relationship Development
  • Relationship Management Theories
  • Customer Management Strategies

Digital Marketing

  • Introduction
  • E-Commerce
  • Search Engine Optimization
  • Social Media
  • Behavioral Targeting
  • Email Marketing
  • Customer Relationship Management

E-Commerce Marketing Practices

  • Pure-Click Companies
  • Brick-and-Click Companies
  • M-Commerce

Conflict and Negotiation

  • Overview of Conflict
  • Types of Conflict
  • Causes of Conflict
  • Conflict Management Technique
  • Negotiation and Conflict
  • Negotiation Basics
  • Preparing for the Negotiation Process
  • The Seven Basic Steps in Negotiation
  • Best Alternative to a Negotiated Agreement (BATNA)
  • Tactics for Negotiation Process

Influence Building

  • Influencing and Persuasion Techniques
  • Influence and Organizational Politics
  • Connect and Influence
  • Influencing Others as a Leader

International Marketing

  • International Marketing Basics
  • International Marketing Plan
  • International Marketing Research
  • Segmentation, Targeting and Positioning
  • Market Entry and Expansion Strategies
  • Global Competition Analysis
  • International Branding and Packaging
  • Pricing for International Markets
  • Dumping and Countertrade
  • Transfer Pricing
  • Global Promotion
  • International E-Marketing


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