Certified Business Development Manager

Course details

Managing business development for an organization involves having strategic acumen for steering business development executives. It also involves providing insight and direction to business development function of organization, for increased growth and profits.

Why should I take Business Development Manager Certification?
The certification validates your skills in managing business development department of the company. The certificate attests to your skills in various skills, concepts, tools and techniques of business development like environmental analysis, key account management, relationship management, digital marketing, e-commerce marketing practices, conflict and negotiation, influence building and international marketing.

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

Updated on 01 February, 2019