Module 1 - Marketing, Selling and the Modern Commercial World

• Products: goods and services, product benefits, essentials and luxuries, the choice factor

• The commercial world, types of industrial, trading, distributive and service-providing enterprises

• Buying motives of consumers and of corporate buyers, determining buyer motives

• The need for sales and marketing, their differences, the aims and activities of marketing

Module 2 - The Market and Marketing

• The marketing mix, the 4 + 3 Ps, market strategy, market creation, market segmentation, surveys
• Market, consumer and advertising research, test marketing, niche markets
• Factors which affect price, costs involved, product demand, profit goals, government, brand and image
• Overcoming competition, product differentiation and unique selling points

Module 3 - Channels of Distribution

• Channels, distribution direct to consumers, wholesalers, retailers, other intermediaries
• What wholesalers and retailers seek in products, selecting the right channel(s) for products
• Internet marketing, terminology, advantages of e-marketing, search engines, browsers
• Websites, structure, navigation, additional functionality, measuring web traffic, pay-per-click (PPC)

Module 4 - Forecasting and Planning in Sales and Marketing

• Why forecasting and planning are needed, factors to consider, durable and fashion goods
• Durability and safety of products, quality and QMS, expectations, performance, standards, reliability
• Product life cycle (PLC), stages, implications for sales and marketing managers, product ranges
• Budgets, data for sales/marketing budgets, budgetary control, review, analysis, variances, dangers

Module 5 - The Promotional Mix

• Target audiences, integrated marketing communication, the ‘P’s’ of the promotional mix, effective media
• Direct and indirect advertising, advert content and design, effective packaging, advertising agencies
• Sales promotion campaigns, special offers, web-based sales, exhibitions, public relations, consultancies
• Social media, viral marketing, sponsorship, behavioural marketing, influencers, media agencies

MOdule 6 - Marketing Strategy, International and Global Marketing

• The marketing process, customer value and satisfaction, customer value propositions, marketing orientations
• Integrated marketing programmes, creating customer relationships, strategic marketing models
• Export selling, researching overseas markets, PESTEL analysis, import controls, duties, problems
• Agents, alliances, joint ventures, export payments, internet export selling/online marketing, globalization

Module 7 - The Importance of Selling and Salesmanship in the Modern Commercial World

• Commercial selling, profit, persuasion, the role and art of selling, customer needs and demands
• Sales personnel, product knowledge, personal selling, skills needed, adapting to situations
• The steps in a selling transaction, creating attention, interest, desire, making a sale, related and on-going sales
• Sales demonstrations, the steps and their aims, training, selling the benefits of services

Module 8 - Travelling Sales Personnel

• Comparing internal and travelling sales personnel, work, environment, hours, assistance
• Attributes required by travellers, finding leads, researching prospects, making appointments
• Planning sales journeys, follow-ups, journey cycles, seeing new prospects, sales techniques, practical tips
• Sales reports and records, their importance to sales managers, uses and analysis

Module 9 - Management & Leadership, Training & Developing Sales Personnel

• Planning, organising, coordinating, motivating, controlling, technical and human managerial aspects
• Leadership, task-oriented and relationship-oriented styles, setting objectives, implementing policies
• Recruiting sales personnel, job descriptions, advertising, applications, interviews, selecting
• The induction process, training sales assistants and travellers, methods of training

Module 10 - Developing a Sales Team

• Expansion into new markets, area managers, team leaders, recruiting new salespeople, sales territories
• Controlling sales teams, setting sales targets, salesforce remuneration, benefits, allowances, promotion
• Sales conferences, conventions and seminars, complex sales organisations, group sales managers
• COVID-19, virus outbreaks, sales manager’s added roles and responsibilities, remote-working, priorities

Module 11 - Credit Terms and Discounts

• Credit, credit facilities, monthly accounts, credit cards, leasing, rental, hire purchase, agreements
• Consumer protection acts, dangers in allowing credit, credit policy, limits and control, creditworthiness
• Trade discount, quantity, cash, regular custom and prompt payment discounts, RRP, trade-ins
• Private labelling and own branding, manufacturers’ guarantees and warranties, after-sale service

Module 12 - Sales Letters, Circulars and Literature

• Objectives, layout, appearance, contents of sales letters, styles of writing, training sales staff
• First approach sales letters, follow-up letters, circulars, sales literature, catalogues, brochures, leaflets
• The sales office, organisation and control, sources of information, processing data, data protection
• Sales records, importance and use, obtaining data, sales analyses, graphs and statistics

WHAT IS INCLUDED IN THE MODEST CIC FEE

 Your CIC Fee includes:-

• Your enrolment/registration with Cambridge International College, and your own high-quality, professionally produced and illustrated comprehensive International CIC Study & Training Publications.
• A 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 Self-Assessment Tests, Training Tests and Examinations.
• Self-Assessment Tests and Recommended Answers for them, and a Progress Chart.
• Two Progress/Training Tests (which can be used as ‘Past Papers/Questions’) with an optional Tutorial Support Service.
• The Final Examination** sat under Invigilation/Supervision in your own area - full details, guidance and explanation of how your Examination 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.  **An Assignment Option is available instead of an Exam for the ‘Covid-19’ (Corona) virus period.
• The prestigious Cambridge International College Diploma on successful completion of your Study & Training and on passing the Final Examination.
• 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.

Additionally:

• 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.

• Marketing Administration Honours (Higher) Diploma 21 months (flexible)
• International Marketing Mastery of Management Graduate Diploma One year (flexible)
• Marketing Administration EBA: Executive Business Administration 3 years (flexible)
• International Business & Trade Diploma 12 months (flexible)

This Program provides the route to career success in a wide range of sales and marketing posts, as well as providing essential skills and knowledgeable for business people, entrepreneurs, managers and directors.  Whether involved in specific elements of sales or selling, dealing with customers, marketing or research, this Program provides the path to becoming an effective and valuable sales and marketing professional.

Marketing in particular is a vital and required element of further studies in management and business; CIC provides further and higher general and specialised studies in marketing and international marketing, and a wide range of related areas.

There is a wide range of options for further study - see the "Related Courses" section for suggestions - which include Honours Diplomas, ABA & Baccalaureate Programmes, and the 'Double Award' EBA & BBA Bachelor degree Programme.  You are welcome to ask the College for advice, and of course you can see details of these Programmes on this website.