Honours Diploma on
This enjoyable Programme covers the many vital knowledge and understanding needed to ensure a business or organization’s success through effective sales and marketing.
Sales and marketing are vital to every organisation - the importance of sales and marketing, and understanding, satisfying and managing the needs and expectations of clients - cannot be underestimated. This popular and successful Programme provides study and training to become knowledgeable and to develop a successful career in this vital and important field of sales marketing, marketing research and public relations; it covers many different aspects and managerial considerations and activities, including advertising, and offers the opportunity to study global marketing, business and mass communications as well.
- Summary of major topics
- What is included
- Related courses
- Study & Career development
The Programme comprises of four key ‘courses’; there are three (3) compulsory/mandatory courses of study and three (e) option/elective, as follows:-
- Sales Management & Marketing
- Advertising & Public Relations
- Advanced Management & Administration Theory & Practice
PLUS one (1)** of:
- Global Marketing Management
- Business Management & Administration
- Mass Media & Communication
(** more than one may be studied, ask the College for details)
Summarised details of each course comprising the Honours Diploma
SALES MANAGEMENT & MARKETING
- The principles of selling and salesmanship - achieving sales, income, profit.
- Internal sales personnel and commercial travelling salespeople.
- The methods of selling: creating interest, giving demonstrations, making sales transactions.
- Types and categories of consumers, commercial and corporate buyers.
- Making ongoing sales, building customer relationships, generating and following up sales leads.
- The principles of management: recruiting, training, remunerating, controlling and motivating sales personnel.
- Building effective sales teams, setting and monitoring sales targets, deciding upon sales areas.
- The organisation and control of sales teams, and the special issues regarding travelling salesmen.
- Market research: consumer research, market surveys, advertising research; their meanings, importance and the activities involved.
- Reasons for undertaking and the types of test marketing.
- Techniques and importance of sales forecasting.
- Planning, budgeting, budgetary control in sales and marketing, variances and their implications.
- Segmentation of markets, the role of brands, psychology in sales and marketing.
- Channels of distribution; which to choose, advantages and disadvantages; wholesale, retail, franchise.
- Credit and setting terms, credit limits, control over credit customers.
- The types and purposes of different discounts allowed: trade, quantity, cash, others.
- Sales forecasting and planning in connection with the product life cycle (PLC).
- Pricing strategies, factors in setting prices, the objectives of pricing.
- Direct and indirect advertising and publicity, media and their importance, sales promotion, roles and management of public relations; sales letters & literature, direct marketing.
- The Internet as a marketing and sales tool; website design, social media.
- The sales office, records, graphs, statistics, collection and analysis of data, computerised sales data.
- Export selling, international marketing, customs duties, researching overseas markets, expansion of markets and the customer-base.
ADVERTISING & PUBLIC RELATIONS
- Features and types of advertising; the aims and purposes of advertising.
- Importance of advertising to producers, vendors, consumers and the media.
- Markets, marketing, communication - advertising and the marketing mix.
- Types of advertisers: individuals, businesses, commercial, governmental, private, others.
- Advertising media: print, broadcast, direct-mail, transit, cinema, radio, television, others; websites.
- Speciality and point of sale advertising, their features.
- Advertising agencies: functions, organisations, staff, departments and the work performed in them, advertising executives and duties.
- Account groups, payments, revenues, fees, administering accounts, budgets, accounts, billing.
- Creating print, radio and television advertisements.
- Principles of media and advertising design, layout, printing processes.
- Creating direct-mail and point of sale materials.
- Copywriting: the work, technical and human aspects.
- Public relations theory and practice: definitions, objectives, programmes, techniques.
- Goodwill, public opinion, assessing and managing these aspects.
- PR departments and PR consultancies.
- PR managers, activities, relationships, traits, skills.
- The promotional mix and promotion campaign planning and operation.
- Planning and conducting sales promotion.
- Planning advertising campaigns, researching and implementing them.
- Measuring PR and advertising effectiveness.
ADVANCED MANAGEMENT & ADMINISTRATION THEORY & PRACTICE
- The evolution of management theory, principles of management.
- The classical and early theorists; Fayol, Weber, Taylor, Mayo, scientific management, authority, discipline, modern developments.
- Organisational theory: objectives, categories, ownership, environmental factors and interaction.
- Open and closed systems theory.
- Coordination, cooperation, structure, control.
- Communication and communication theories and channels.
- Organisational structures, planning, growth and development, organisation charts.
- Systems and systems diagrams.
- Duties and responsibilities of executives, delegation, responsibility.
- Mission, vision, values, MBWA.
- Motivational theory: human relations, social psychology; self-realisation, motivation-hygiene, expectancy theory.
- The theories of Argyis, Maslow, McGregor, Likert, Herzberg, Vroom, Handy; intrinsic and extrinsic factors.
- Leadership theory: traits, style, contingency; theorists.
- Building and developing workgroups, group behaviour, norms, cohesiveness.
- Managing change, creating and managing culture.
- Moss Kanter, learning organisations and entrepreneurship.
- Strategic management; the theories of Fayol, Chandler, Andrews, Ansoff, BCG, Porter, SWOT.
- Environmental and competitive barriers to entry, industrial competitiveness.
- Corporate objectives, policies, business ethics, social responsibilities.
GLOBAL MARKETING MANAGEMENT
- Globalisation, the international marketing mix, international business.
- International products and markets and the product life cycle.
- Product decisions for global markets: standardisation or adaptation, designing and introducing new products.
- Positioning products in global markets; developing an international marketing strategy.
- Brand equity and branding decisions; private, manufacturer and market brands; green marketing.
- International pricing decisions and strategies; factors affecting pricing strategy; market skimming, penetration strategy.
- Terms of global business, sales and delivery, payments, export finance, currencies, freight forwarders.
- Distribution decisions and global channel structures; customer and product characteristics.
- Logistics management; order handling and documentation; transport, international retailing.
- Global communications, tools and processes, global buyer and seller relationships; messages and media.
- International advertising and promotion strategies; global public relations and sales promotions.
- Cross-cultural sales negotiations, Hofstede’s cultural theory, gap analysis model, culture and organisations.
- Knowledge management and transferring learning and best practice to global markets and employees; managing and creating effective project groups.
- Organising global marketing programmes, their structure and control; global accounts and budgets.
OR: BUSINESS MANAGEMENT & ADMINISTRATION
- Capital and the financing of businesses, sources of capital, share issues.
- Working capital, cash and funds flow; revenue, income, expenditure, overheads.
- Business units: sole-proprietors, partnership firms, limited liability companies.
- Board of Directors, formation, responsibilities and duties.
- Business organisation; structure, reporting, spans of control.
- Business environment, trading enterprises; factors in business location.
- Planning and forecasting in business, the business plan; starting or taking over a business.
- Budgeting and budgetary control, the master budget and sub-budgets.
- Management of personnel: recruiting, selecting, inducting, training, controlling, remunerating.
- Motivation, human resources; health and safety in the workplace, communication, job analysis.
- Principles of selling, sales and marketing management, market research, sales promotion.
- Prices and pricing policy.
- Office management, office organisation, set-up, equipment, data and information.
- Production management, production methods, materials handling.
- Credit, credit control, credit limits and bad debts; discounts: trade, quantity, others.
- Stock and inventory control, stocktaking.
- Purchasing and resourcing, suppliers.
- Financial accounting, books of account, interpretation, accounting ratios.
OR: MASS MEDIA AND COMMUNICATION
- Media professionals and the “politics” of representation: stars, personalities and celebrities.
- Dominant practices and forms of reality media: reality, truth, freedom, ethics, responsibilities.
- Media businesses in the digital age.
- Methods and techniques of mass communication.
- Regulation and public policy.
- The impact of social media and global media; global media production.
- Audiences: producing audiences, the range of activities of media professionals.
- Propaganda and manipulation of audiences, media effects and moral panics, from ‘effects’ to influence.
- Identifying audience activity; from ‘effects’ to uses and gratifications, media, context and meaning.
- Researching media audiences, ethics and audience research. Branding, identity and consumption.
- Media and power, conceptualisation, ideology; discourse, power in communication, global news.
- Mass society, mass media and social change; theories of mass society, who the “masses” are.
- Making media: writing, still images, web design, moving images, animation, game design, audio production.
- Imagining, planning, telling, imaging, designing, editing, theorising; documentaries.The ‘consumer society’, history of consumerism and advertising; cultures of consumerism.
- National, international & global marketing.
- Advertising in the digital age; the future of advertising and marketing.
WHAT IS INCLUDED IN THE FEE FOR THIS HONOURS GROUP DIPLOMA PROGRAMME
Your CIC Fee includes:-
- Your enrolment/registration with Cambridge International College, and your own high-quality, professionally produced and illustrated comprehensive International CIC Core Study Publications for each of the four (4) ‘courses’ of study.
- CIC’s detailed, professional ‘Study & Training Guide’ with full instructions on how to study to achieve success and gain top results. The Guide includes detailed advice on how to answer Tests and Examinations.
- Training Tests, Questions and Exercises (which can be used as ‘Past Papers/Questions’), and Recommended Answers for most of them.
- An Examination set for each of the 4 core courses; each Examination is sat under Invigilation/Supervision in your own area - full details, guidance and explanation of how your Examinations will be arranged and how Invigilation is conducted will be provided when you register. Note, CIC arranges Examinations in over a hundred countries worldwide for thousands of Members every year; it is a flexible, straightforward process and will be arranged when YOU are ready to write your Examination.
- A prestigious Cambridge International College Diploma on successful completion of Study & Training and on passing the Examination for EACH of the 4 core courses, PLUS the International Honours Group Diploma when all 4 courses have been completed - this is a total of 4 awards - 4 individual Diplomas plus the Honours Diploma.
- Your personal page on CIC’s Member Services website with access to results, despatch details, advice and guidance, and more: www.cambridgeinternationalcollege.co.uk
- Regular information and news including: Newsletters with details of special offers and new Programs and much more; and Competition Forms; by email and post.
- Everything needed for your Study & Training success is included in the CIC Fee.
Further Study and Training Advice, and Assistance is available before, during and after CIC Study & Training; Members may ask CIC’s team of experienced Consultants for advice on further study and Programmes to improve career prospects and advancement.
CIC’s experienced and helpful staff can assist with numerous special requests, such as reference/recommendation letters and transcripts, and more, by post and email.
- International Marketing Mastery of Management Graduate Diploma One year (flexible)
- Marketing Administration Executive Business Administration (EBA) 3 years (flexible)
- Marketing Administration (BMA) Baccalaureate 2 years (flexible)
- International Business & Trade Diploma 12 months (flexible)
- Business Development Honours Diploma 21 months (flexible)
This Honours Diploma Programme teaches a wide range of important marketing-based subjects and so it is the path to career success and good positions in a very wide range of business, management and administration posts in sales and marketing, advertising, PR and international marketing. Also, covering advanced management and administration subjects including motivation, leadership and strategy, and more - the knowledge and ability to become a successful manager, administrator, executive and leader in business has been provided; CIC Members who have completed this Programme have gained high career success, recognition, promotion and better employment, improved salaries and benefits.
The Programme also provides access to higher studies in marketing and related areas, as well as management and different specialisation areas; higher study includes CIC’s Baccalaureate and Executive Business Administration programmes, graduate degree level and other studies with CIC and other institutions worldwide.
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Duration & Assessments
The standard Study Period is 21 to 24 months, but this is flexible; the course can be completed in a shorter period, or longer if required.READ MORE »
To gain your Honours Diploma you need to sit and pass a written Examination/Assessment on each of the 4 Subjects in your Honours Diploma ‘group’. Full and clear details about this are provided to you, including in your personal Study & Training Guide, after you have enrolled. The clear information explains when, where and how your Examination/Assessment will be arranged - it is a simple and straightforward process, which hundreds of thousands of other Members have successfully gone through. If you study well and follow the advice in the CIC Study & Training Guide, then you should be able to achieve your prestigious Honours Diploma in good time!
(See the “WHAT IS INCLUDED” section for this Course, and/or the “FAQs - Frequently Asked Questions” section of this website, if you would like more information.)
Four (4) Diplomas AND the Honours Diploma, certifying you have high levels of knowledge and work expertise in sales, marketing and management.