Certified Business Development Manager

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Business Development Basics 5 Topics | 1 Quiz

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What is Business Development

Business Development and Other Departments

Skills for Business Development

Business Development Drivers

Business Development Process

Quiz – Business Development Basics

Management Basics 5 Topics | 1 Quiz

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What is Management

Features of Management

The Purpose of Management

Need for Management

Management Styles

Quiz – Management Basics

Developing Marketing Strategies and Plans 4 Topics | 1 Quiz

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Mission Statement

The Market

Competition – Direct and indirect

Sample Marketing Plan Outline

Quiz – Developing Marketing Strategies and Plans

Capturing Marketing Insights 6 Topics | 1 Quiz

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Marketing Information Systems

Analysing the Macro environment

Marketing Research

Measuring Marketing Productivity

Forecasting and Demand Measurement

Marketing Mix Modelling

Quiz – Capturing Marketing Insights

Analysing Consumer Markets 3 Topics | 1 Quiz

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Factors influencing consumer behaviour

Major Psychological Processes

Buying Decision Process

Quiz – Analysing Consumer Markets

Analysing Business Markets 4 Topics | 1 Quiz

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Organisational Buying

Business Buying Decision Process

Procurement Process

Managing B2B Customer Relationships

Quiz – Analysing Business Markets

Environmental Analysis 7 Topics | 1 Quiz

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PEST

Anticipating Changes in the Law

Economic Factors

International Factors

Social Factors

Technological Factors

Competitive Intelligence

Quiz – Environmental Analysis

Segment-Target-Position 4 Topics | 1 Quiz

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Quiz – Segment-Target-Position

Marketing Strategies 11 Topics | 1 Quiz

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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

Quiz – Marketing Strategies

SWOT Analysis 3 Topics | 1 Quiz

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Bringing the SWOT Elements Together

SWOT Analysis – Exercise

The Marketing SWOT

Quiz – SWOT Analysis

Products and Markets 4 Topics | 1 Quiz

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Market Development

Related Diversification

Unrelated Diversification

New Product Development

Quiz – Products and Markets

Prospecting, Objection Handling and Closing 5 Topics | 1 Quiz

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Prospecting

Formulating Prospect Definitions

Searching out Potential Accounts

Sales Resistance

Closing Sales

Quiz – Prospecting, Objection Handling and Closing

Sales Forecasting 12 Topics | 1 Quiz

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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

Quiz – Sales Forecasting

Key Account Management 9 Topics | 1 Quiz

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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

Quiz – Key Account Management

CRM 6 Topics | 1 Quiz

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Relationship Management 5 Topics | 1 Quiz

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What is Relationship?

Need for Business Relationship

Customer-Supplier Relationship Development

Relationship Management Theories

Customer Management Strategies

Quiz – Relationship Management

Digital Marketing 7 Topics | 1 Quiz

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Introduction

E-Commerce

Search Engine Optimization

Social Media

Behavioral Targeting

Email Marketing

Customer Relationship Management

Quiz – Digital Marketing

E-Commerce Marketing Practices 3 Topics | 1 Quiz

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Pure-Click Companies

Brick-and-Click Companies

12.3 M-Commerce

Quiz – E-Commerce Marketing Practices

Conflict and Negotiation 10 Topics | 1 Quiz

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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

Quiz – Conflict and Negotiation

Influence Building 4 Topics | 1 Quiz

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Influencing and Persuasion Techniques

Influence and Organizational Politics

Connect and Influence

Influencing Others as a Leader

Quiz – Influence Building

International Marketing 12 Topics | 1 Quiz

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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

Quiz – International Marketing