Certified Business Development Manager

Course details

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

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

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

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

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

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

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

• Segmentation
• Targeting
• Positioning
• Branding

• 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

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

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

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

• 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

• 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

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

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

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

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

• 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

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

• 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