diploma in sales and marketing management

8/8/2019 Diploma in Sales and Marketing Management

1/25

Website: www.lcmuk.comE-mail: [email protected]

Tel: +44 20 8385 7766Fax: +44 20 8385 7755

Buckingham House East, Stanmore, Greater London HA7 4EB

Diplomain

Sales & MarketingManagement

Detailed Syllabus

London Centreof

Marketing

SMM DIPLOMA LEVEL SYLLABI

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Title of AwardDiploma in Sales & Marketing Management

Learning Hours160 Guided Learning Hours (GLH)320 Independent Learning Hours (ILH)

StructureCandidates must attempt a minimum of four modules in total. Three modules are mandatory and the

candidate must complete at least one of the two optional modules successfully before the Award can

be issued.

Module Title GLHMandatory

Or OptionalMode of Assessment Weighting

Principles of Marketing 40 Mandatory Internally set, marked andmoderated final examination 25%

Sales Management 40 MandatoryInternally set, marked and

moderated final examination25%

Buyer Behaviour 40 MandatoryInternally set, marked and


Market Intelligence &

Planning40 Optional

Internally set, marked and


Business Management 40 OptionalInternally set, marked and


PrerequisitesCandidates must possess a minimum of at least four GCSE Level Qualifications or equivalent.

Candidates must also be able to demonstrate proficiency in English.

Guidance MaterialsEach syllabus contains a reading list with titles candidates should base their studies on. In addition,

past examination papers for each module in this Award are also posted on our website.

DeliveryThe delivery of the Award will commence in January 2010.

Internal Quality ControlAll examination papers are internally set, marked and moderated.

UNIT SPECIFICATIONS1 Title of ModulePrinciples of Marketing

2 Level


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3

3 Guided Learning Hours40

4 London Centre of Marketing Diploma in Sales & Marketing Management Award of whichthis module is a component

Qualification Title Optional orMandatoryValue of module as aProportion of theAward

London Centre of Marketing

Diploma in Sales & Marketing ManagementMandatory 25%

5 Aims and Objectives of this Module

This module is designed to provide candidates with an introduction to marketing concepts, processesand frameworks as they can be applied in a variety of organisations. More specifically, the module

aims to develop candidates' knowledge and understanding of the core role of marketing in

determining the growth potential of an enterprise, including an understanding of the significance of

the external and internal operating environments for marketing practice, methods to identify market

segments, and the impact organisations can achieve via developing and integrating the marketing mix.

Upon successful completion of the module the candidate should be able to:

Explain basic marketing concepts, principles and processes. Understand the impact of the external environment on marketing decision making. Apply marketing concepts to business and organisational settings and to case material.6 Learning OutcomesL01 Understand the impact that an organizations micro and macro environments can have on

marketing activity.

L02 Describe key marketing concepts and processes in the context of a range of organizationalsettings

L03 Explain the importance of customers and customer segments in determining the suitabilityand effectiveness of a diverse range of marketing decisions, including decisions on product,

pricing, promotional tools and place decisions.

L04 Explain the marketing activities that make up product, pricing, promotional and placedecisions


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7 ContentL01 Understand the impact that an organizations micro and macro environments can have on

marketing activity

Marketing and its Environment Marketing Dynamics The European Marketing Environment.

L02 Describe key marketing concepts and processes in the context of a range of organizationalsettings

What is strategy and what do we mean by strategic marketing Stages in the marketing planning process Implementation and control mechanisms for the strategic marketing plan International marketing key issues E-Marketing and the new media as opportunities for marketers

L03 Explain the importance of customers and customer segments in determining the suitabilityand effectiveness of a diverse range of marketing decisions, including decisions on product,

pricing, promotional tools and place decisions.

Customer and Markets Consumer Behaviour B2B Buying Behaviour Segmenting Markets and Target Marketing Marketing Information and Research

L04 Explain the marketing activities that make up product, pricing, promotional and placedecisions

What is a product? What are services? Product Management and new product development Pricing: context, concepts and strategies Marketing channels, including retailers and wholesalers; distribution and logistics Promotional tools including advertising, sales promotion, personal selling, direct marketing,

public relations and sponsorship

Integrated Marketing Communications


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8 Assessment CriteriaLearning Outcome Content Assessment CriteriaL01Understand the impactthat an organizations micro

and macro environments canhave on marketing activity

Marketing and itsEnvironment

Marketing dynamics The European marketing

environment

Describe the factors in theorganisations marketing

environment using macroenvironmental tools such as

PEST (Political, Economic,

Social-Cultural,

Technology)

Describe the factors in theorganisations micro

environment, including

competitors, customers,

suppliers, and other

stakeholders.

Explain how the macro andmicro environmental factorscan impact an organisations

marketing decisions.

Explain key issues affectingorganisations in the

European marketing

environmentL02 Describe key marketingconcepts and processes in the

context of a range of

organizational settings

-Strategic Marketing Marketing planning,

management and control

Services and non-profitmarketing International marketing E-marketing and new

media

Outline the steps in thestrategic marketing planning

process.

Describe means to evaluatethe outcome of marketingdecisions.

Explain the additionalmarketing challenges faced

by service and not for profit

organisations and those

operating in international

settings.

Explain both theopportunities and challenges

of the internet and newmedia for marketing.L03 Explain the importance ofcustomers and customer

segments in determining the

suitability and effectiveness of a

diverse range of marketing

decisions, including decisions

on product, pricing,

promotional tools and place

decisions.

Customer and Markets Consumer Behaviour B2B Buying Behaviour Segmenting Markets and

Target Marketing

Marketing Information andResearch

Differentiate betweenmarketing approaches in

consumer markets and in

business to business markets.

Explain how to segmentmarkets and how to identify

target markets in both

consumer and business to

business settings.

Describe the role ofmarketing research in


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understanding customers

needs, expectations and

buying behaviour.L04 Explain the marketingactivities that make up product,

pricing, promotional and placedecisions

What is a product? Whatare services?

Product Management andnew product development Pricing: context, concepts

and strategies

Marketing channels,including retailers and

wholesalers; distribution

and logistics

Promotional toolsincluding advertising, sales

promotion, personal

selling, direct marketing,public relations and

sponsorship

Integrated MarketingCommunications

Describe the different levelsof the product core,

Explain the product lifecycle and the steps in thenew product development

processes.

Differentiate betweenskimming and penetration

pricing strategies.

Explain the different routesto market that a product or

service can take from

manufacturer/producer/

provider to final user. Using the integrated

communications module,

explain the different roles of

advertising, sales promotion,

public relations and selling

in achieving marketing

outcomes.

9 References

Core TextBrassington & Pettitt (2006), Principles of Marketing: 4th Edn Pearson

Supplementary TextsBaines, Fill & Page (2008), Marketing: Oxford University Press

Kotler & Armstrong (2007), Principles of Marketing: 12th Edn Pearson

Jobber (2007), Principles and Practice of Marketing: 5 th Edn McGraw-Hill


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UNIT SPECIFICATIONS

1 Title of ModuleSales Management

2 Level3


4 London Centre of Marketing Diploma in Sales & Marketing Management Award of whichthis module is a componentQualification Title Optional orMandatory

Value of module as aProportion of theAwardLondon Centre of Marketing



The aim of this module is to provide candidates with a detailed understanding of sales managementfunctions and processes in contemporary organizations. Candidates will be introduced to a wide range

of analytical, managerial and theoretical techniques used in the sales context and in the management

of a sales team.


Explain the role of sales and selling in achieving an organizations marketing objectives Explain the role and main tasks of a sales manager and the environment in which those tasks take

place.

Analyse a range of selling strategies and techniques, including forecasting and evaluation.

6 Learning OutcomesL01 Differentiate selling within a range of marketing contextsL02 Demonstrate the role of sales and sales management as tools in achieving marketing

objectives

L03 Explain the role of the sales manager in setting sales targets; recruiting the sales team; settingsales objectives and targets; and evaluating, assessing and compensating salespeople.

L04 Analyse selling functions, strategies and techniques, including relationship sellingL05 Explain the legal environment for selling and key ethical issues.


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7 ContentL01 Differentiate selling within a range of marketing contexts

Sales in B2C, B2B, not for profit and other contexts Sales Settings Sales as one tool in the promotional mix International Selling The sales career

L02 Demonstrate the role of sales and sales management as a tool in achieving marketingobjectives.

The sales perspective The role of selling in marketing and in achieving marketing objectives The role of the sales manager Alternative ways to structure a sales team: by product or product line, by geographic territory,

by type of buyer and others

L03 Explain the role of the sales manager in setting sales targets; recruiting the sales team; settingsales objectives and targets; and evaluating, assessing and compensating salespeople.

Recruitment and Selection of sales people Motivation and Training Organisation and Compensation Sales Control, including forecasting, budgeting and sales force evaluation

L04 Analyse selling functions, strategies and techniques, including relationship selling. Sales Responsibilities and Preparation Personal Selling skills Key Account Management Relationship Selling Direct Marketing Internet and IT Applications in Selling and Sales Management

L05 Explain the legal environment for selling and key ethical issues. Law and Ethical Issues in selling

8 AssessmentLearning Outcome Content Assessment CriteriaL01 Differentiate sellingwithin a range of marketing

contexts

Sales in B2C, B2B, not forprofit and other contexts.

Sales Settings Sales as one tool in the

promotional mix

International selling The sales career

Explain how the salesprocess can differ between

consumer and

organizational and/or

business to business

contexts. Demonstrate how the role


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and importance of the

sales function in a range of

organizations including

profit and not-for profit

settings as well as small,

medium and largerenterprises.

Explain the additionalissues and challenges that

face the international sales

organization.L02 Demonstrate the role ofsales and sales management as

a tool in achieving marketing

objectives.

The sales perspective The role of selling in

marketing and in

achieving marketing

objectives

The role of the salesmanager Alternative ways to

structure a sales team: by

product or product line,

by geographic territory, by

type of buyer and others

Describe the similaritiesand differences between

the sales perspective and

the broader marketing

perspective.

Explain the role of salesand sales management inachieving marketing and

organizational objectives.

Discuss differentapproaches to structuring

the selling function and

the advantages and

disadvantages of each.L03 Explain the role of thesales manager in setting sales

targets; recruiting the salesteam; setting sales objectives

and targets; and evaluating,

assessing and compensating

salespeople.

Recruitment and Selectionof sales people

Motivation and Training Organisation and

Compensation

Sales Control, includingforecasting, budgeting and

sales force evaluation

Describe the tasks of thesales manager.

Explain methods ofrecruitment and selectionof sales people.

Analyse the differentmotivational and

compensation methods for

sales people.

Explain the methods forsetting budgets and for

evaluating both sales

people and sales outcomes

used by sales managers.L04 Analyse selling functions,strategies and techniques,

including relationship selling. Sales Responsibilities and

Preparation

Personal Selling skills Key Account Management Relationship Selling Direct Marketing Internet and IT

Applications in Selling

and Sales Management

Explain the roles of andselling skills needed by the

sales person.

Differentiate betweenselling and key account

management.

Assess the contexts inwhich relationship selling

is the most appropriate

form of selling.

Explain the role of sales indirect marketing and


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internet marketing.

Describe the key sales andsales management IT

applications in use today.L05 Explain the legalenvironment for selling andkey ethical issues.

Law and Ethical Issues inselling

Explain key sales laws andregulations in an EUcontext.

Analyze key ethical issuesand dilemmas faced by

sales managers and sales

people.

9 ReferencesCore TextJobber and Lancaster (2005), Selling and Sales Management: 7th Ed Pearson

Supplementary TextsDonaldson (2007), Sales Management; Theory & Practice: 3rd Ed Palgrave

Rogers (2007), Rethinking Sales: Management Wiley


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UNIT SPECIFICATIONS

1 Title of ModuleBuyer Behaviour

2 Level3



Qualification TitleOptional orMandatory

Value of module as aProportion of theAward



5 Aims and Objectives of this ModuleThe aim of this module is to provide candidates with knowledge of the factors that influence buyer

behaviour in different contexts, such as buying for self, gift buying, buyer behaviour in groups (e.g.

households or families) and buying in organisations. Relevant theories of consumer and organisational

behaviour will be explored and critiqued so that candidates can gain insights into how and why buyers

behave the way they do. Candidates will also be expected to relate theories of buyer behaviour tocontemporary marketing practices.


Differentiate between buyer behaviour in consumer and organisational settings. Discuss the personal, social, cultural and marketing influences on consumers at different stages of

the buying process.

Explain how knowledge and understanding of buyer behaviour is used in marketing decisionmaking.

6 Learning OutcomesL01 Explain the importance of consumer behaviour and decision making to marketing strategy.L02 Outline and explain the steps in a range of consumer decision making processes.L03 Explain the role and impact of individual (psychological), social and cultural factors in

consumer decision-making and buying behaviour.

L04 Describe the characteristics of organisational buyer behaviourL05 Explain the strengths and weaknesses of the dominant theories of consumer behaviour and

organisational buyer behaviour


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7 ContentL01 Explain the importance of consumer behaviour and decision making to marketing strategy.

An introduction to consumer behaviour in marketing Consumers impact on marketing strategy and marketings impact on consumers Consumer vs. organizational and/or business to business buying behaviour How consumer behaviour information is gathered by marketers

L02 Outline and explain the steps in a range of consumer decision making processes Stages in the consumer decision making process: problem recognition, information search,

evoked set, evaluation of alternatives, purchase, and post-purchase behaviour.

Alternative forms of decision making: limited problem-solving; habitual decision making ,extended problem-solving

Heuristics and decision rules and how they impact consumer decision making

L03 Explain the role and impact of individual (psychological), social and cultural factors inconsumer decision-making and buying behaviour.

Perception, learning, information, and memory Motivation, values and involvement Attitudes and attitude change Expectancy theory, drive theory, cognitive dissonance theory, and approach-avoidance

conflict theory

Group influence on consumer decision making, including reference groups, aspirationalgroups and family

Influence of social class, income, culture and sub-cultures on consumer decision making andbuying behaviour

Lifestyles and European cultures New times, new consumers

L04 Describe the characteristics of organisational buyer behaviour Models of organizational and business to business decision-making The buying centre concept and buying criteria Supply chain issues

L05 Explain the strengths and weaknesses of the dominant theories of consumer behaviour andorganisational buyer behaviour

Consumer Behaviour theories including expectancy theory, drive theory, cognitivedissonance theory, and approach-avoidance conflict theory and the theory of reasoned action

Organisational Buying Behaviour theories including the relationship life cycle theory andnetwork theory


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8 AssessmentLearning Outcomes Content Assessment CriteriaL01 Explain the importanceof consumer behaviour and

decision making to marketingstrategy.

An introduction toconsumer behaviour in

marketing Consumers impact on

marketing strategy and

marketings impact on

consumers

Consumer vs.organizational and/or

business to business

buying behaviour

How consumer behaviourinformation is gathered by

marketers

Explain how knowledgeof consumer behaviour

helps marketers makebetter decisions.

Describe the differencesin the consumer vs. the

organizational decision

making process.

Describe the tools thatare used to gather

information about

consumer needs,

expectations and buying

behaviourL02 Outline and explain thesteps in a range of consumer

decision making processes

Stages in the consumerdecision making process:

problem recognition,

information search, evoked

set, evaluation of

alternatives, purchase, and

post-purchase behaviour.

Alternative forms ofdecision making: limited

problem-solving; habitual

decision making ,extended problem-solving

Heuristics and decisionrules and how they impact

consumer decision making

Explain each of the stepsin the consumer

decision making process.

Determine situations inwhich consumers use

limited, habitual or

extended decision

making forms.

Identify and explaintools that individuals use

to make decisions.

L03 Explain the role andimpact of individual

(psychological), social and

cultural factors in consumer

decision-making and buying

behaviour.

Perception, learning,information, and memory

Motivation, values andinvolvement

Attitudes and attitudechange

Expectancy theory, drivetheory, cognitive

dissonance theory, and

approach-avoidance

conflict theory

Group influence onconsumer decision

making, including

reference groups,

aspirational groups and

family

Influence of social class,

Explain the perceptualprocess and perceptual

selection.

Discuss how learning,information and

memory assist

consumers in decision

making.

Identify products and/orservices that are

marketed towards

different consumer

motivational needs and

desires.

Explain the impact ofattitudes on consumer

decision making and the

challenges marketers

face in changing


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income, culture and sub-

cultures on consumer

decision making and

buying behaviour

Lifestyles and Europeancultures

New times, newconsumers

consumer attitudes.

Discuss how social,demographic, and

cultural factors can

impact consumer

decision making. Explain how new tools

and technology such as

the internet have

impacted consumer

behaviour.L04 Describe thecharacteristics of

organisational buyer

behaviour

Models of organizationaland business to business

decision-making

The buying centre conceptand buying criteria

Supply chain issues

Analyze alternativemodels of organizational

and business to business

buying behaviour.

Explain the buyingcentre concept and itsimpact on organizational

marketing.

Discuss the challenges ofmanaging supply chains

in marketing.L05 Explain the strengthsand weaknesses of the

dominant theories of

consumer behaviour and

organisational buyer

behaviour

Consumer Behaviourtheories including

expectancy theory, drive

theory, cognitive

dissonance theory, and

approach-avoidanceconflict theory and the

theory of reasoned action

Organisational BuyingBehaviour theories

including the relationship

life cycle theory and

network theory

Analyze key consumerbehaviour theories in

terms of their ability to

explain consumer

decision making.

Explain the importanceof supplier relationships

and relationship theory

to organizational

marketing.

Analyze the traditionalvs. the more recent

theories of

organizational buying

behaviour.

9 ReferencesCore TextSolomon (2007), Consumer Behaviour: A European Perspective: Pearson

Supplementary TextsSchiffman et al (2008), Consumer Behaviour: 4th Ed Pearson

Blyth (2007), Consumer Behaviour: Thompson (Cengage)

Foxall (2002), Consumer Behaviour Analysis: Routledge


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UNIT SPECIFICATIONS

1 Title of ModuleMarket Intelligence and Planning

2 Level3


4 London Centre of Marketing Diploma in Sales & Marketing Management Award of whichthis module is a componentQualification Title Optional orMandatory

Value of module as aProportion of theAwardLondon Centre of Marketing

Diploma in Sales & Marketing ManagementOptional 25%


The aim of this module is to introduce candidates to the range of information sources andinformation gathering techniques that they will need to operate in a marketing context and to develop

marketing plans. Candidates will learn how to identify these sources of information and then

critically evaluate them for importance, value, impact, and validity. Candidates will also evaluate a

range of types of marketing information, including numerical information, images, text, and

multimedia and determine how these sources and types of information can be used or manipulated to

improve marketing planning and decision making.


Identify and interpret relevant sources of information for specific marketing purposes. Apply relevant techniques for summarising and re-expressing various kinds of information (e.g.

compile tables and graphs, derive descriptive statistics, calculate percentages, and draw maps of

marketing data).

Critically evaluate the validity, reliability and relevance of various forms of information in amarketing context.

Apply information in all its forms to marketing planning.

6 Learning OutcomesL01 Find and retrieve marketing related information from relevant sources.L02 Critically evaluate marketing-related information in a range of forms for reliability, validity

and relevance.


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L03 Create appropriate summaries of relevant information for marketing purposes, either innumerical, textual or visual formats

L04 Outline and describe the steps in the marketing planning process and identify informationneeds at each stage.

L05 Identify and summarise relevant information for different stages in the marketing planningprocess.

7 ContentL01 Find and retrieve marketing related information from relevant sources.

Understand and interpret marketing information Find and retrieve marketing information from a range of sources including informational

databases, library sources, market research reports and in-company or commercial documents

Develop information search and evaluation skills such as how information can be classified;the tools for holding information types; searching on the internet; types of information;

classifications of information; tools for bibliographic information retrieval; and searching the

Internet

L02 Critically evaluate marketing-related information in a range of forms for reliability, validityand relevance.

Evaluate information for relevance, currency, fitness for purpose, quality and source Develop critical thinking skills Apply basic numerical skills to the analysis of numerical information

L03 Create appropriate summaries of relevant information for marketing purposes, either innumerical, textual or visual formats. Collate and synthesize marketing information Apply basic numerical skills to the analysis of numerical information and provide

interpretation

Summarize in writing information from textual, visual or numerical sources for marketingpurposes

Correctly reference informationL04 Outline and describe the steps in the marketing planning process and identify information

needs at each stage.

Identify and describe the stages of situational analysis; objective setting and strategyformulation, developing appropriate marketing tools and tactics, implementation and

control.

Outline the information needs at each stage of the marketing planning process.L05 Identify and summarise relevant information for different stages in the marketing planning

process.

Identify appropriate sources of information to assist marketers in conducting a situationalanalysis (macro environment, microenvironment and internal environment) for marketing

planning

Summarise and interpret relevant situational analysis information whether textual ornumerical


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Identify appropriate stages in the planning, implementation and evaluation processes ofmarketing where marketing research should be carried out.

Identify appropriate stages in the planning, implementation and evaluation process ofmarketing where additional information should be gathered, interpreted and used to improve

decision making.

Discuss ethical issues that may arise in the gathering, interpreting or using of information.

8 Assessment CriteriaLearning Outcome Content Assessment CriteriaL01 Find and retrievemarketing related information

from relevant sources.

Understand and interpretmarketing information

Find and retrieve marketinginformation from a range of

sources including

informational databases,library sources, market

research reports and in-

company or commercial

documents

Develop information searchand evaluation skills such as

how information can be

classified; the tools for

holding information types;

searching on the internet;

types of information;classifications of information;

tools for bibliographic

information retrieval; and

searching the Internet

Understand and interpretmarketing information.

Find and retrieve marketinginformation from a range of

sources including

informational databases,

library sources, marketresearch reports and in-

company or commercial

documents

Develop information searchand evaluation skills such as

how information can be

classified; the tools for

holding information types;

searching on the internet;

types of information;

classifications of information;tools for bibliographic

Describe a range of the typesof sources where marketing

related information can be

gathered and organize these

sources in terms of their

value and reliability. Explain key rules for

searching for reliable

information on the internet.

Explain key rules forsearching for reliable

information in informational

databases and library sources.


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information retrieval; and

searching the InternetL02 Critically evaluatemarketing-related information

in a range of forms for

reliability, validity andrelevance.

Evaluate information forrelevance, currency, fitness

for purpose, quality and

source Develop critical thinking

skills

Apply basic numerical skillsto the analysis of numerical

information

Given three pieces ofmarketing information

related to a particular

marketing problem, criticallyevaluate each for relevance,

quality and reliability.

L03 Create appropriatesummaries of relevant

information for marketing

purposes, either in numerical,textual or visual formats.

Collate and synthesizemarketing information

Apply basic numerical skillsto the analysis of numerical

information and provideinterpretation

Summarize in writinginformation from textual,

visual or numerical sources

for marketing purposes

Correctly referenceinformation

Provide a concise andaccurate synthesis of given

sets of marketing

information and reference

appropriately. Using numerical techniques,

summarize and chart given

marketing numerical

information.

L04 Outline and describe thesteps in the marketing planning

process and identify

information needs at eachstage.

Identify and describe thestages of situational analysis;

objective setting and strategy

formulation, developingappropriate marketing tools

and tactics, implementation

and control.

Outline the informationneeds at each stage of the

marketing planning process

Outline and explain the stepsin the marketing planning

approach.

Describe the kinds ofinformation that marketers

need at each stage of the

marketing planning process.

L05 Identify and summariserelevant information for

different stages in the

marketing planning process.

Identify appropriate sourcesof information to assist

marketers in conducting a

situational analysis (macro

environment, microenvironment and internal

environment) for marketing

planning

Summarise and interpretrelevant situational analysis

information whether textual

or numerical

Identify appropriate stages inthe planning,

implementation and

evaluation processes ofmarketing where marketing

Identify information needsand sources at each stage of

the marketing planning

process.

Given a body of information,determine whether the

information is macro

environmental, micro

environmental or internal

and summarise that

information.

Discuss where marketingresearch may be needed in

the strategic marketing

planning process.

Explain the types of ethicalissues that may arise in


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9 ReferencesCore TextsCallingham (2004), Market Intelligence (MRS series): Kogan Page

Cottrell (2005), Critical Thinking: Skills Palgrave

Supplementary TextsMurphy (2005), Competitive Intelligence: Gower Publishing

research should be carried

out.

Identify appropriate stages inthe planning,

implementation and

evaluation process ofmarketing where additional

information should be

gathered, interpreted and

used to improve decision

making.

Discuss ethical issues thatmay arise in the gathering,

interpreting or using of

information.

information gathering and

use and discuss means to deal

with these issues

appropriately.


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UNIT SPECIFICATIONS

1 Title of ModuleBusiness Management

2 Level3



Qualification TitleOptional orMandatory

Value of module as aProportion of theAward


Diploma in Sales & Marketing ManagementOptional 25%

5 Aims and Objectives of this ModuleThe aim of this module is to provide a broad, yet integrated view of management in organisations.

Candidates will gain insights into the theory and practice of management, including management

processes; styles of management and leadership across cultures; factors influencing management

thought and practice; and analytical approaches to management strategy.


Describe core management functions, practices, and processes. Conduct a comparative analysis of management and leadership styles both domestically and

across cultures.

Identify external factors that impact management and management decision making. Develop strategic management directions for the organisation.6 Learning OutcomesLO1 Identify relevant managerial roles and functions across a range of organisations and

organisational structures.

LO2 Determine external and other factors that influence type, style, structure and outcomes ofmanagement.

LO3 Evaluate alternative styles of management and leadership both domestically and acrosscultures.

LO4 Critically evaluate the theory and practice of strategic management.


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7 ContentLO1 Identify relevant managerial roles and functions across a range of organisations and

organisational structures.

Identify different organisational structures and how they can influence management roles andfunctions.

Identify theories of management thinking and practice Explain core management skills and competencies. Discuss key functions of communicating, co-ordinating, decision-making, planning,

implementation and control.

Describe aspects of personal time management.

LO2 Determine external and other factors that influence type, style, structure and outcomes ofmanagement.

Traditional managerial approaches and Boundary Management approaches The external environment and its impact on management The market and its impact on management and managerial tasks New and evolving technologies and their impact on management Globalisation and internationalisation and impacts on management Managing change and diversity.

LO3 Evaluate alternative styles of management and leadership both domestically and acrosscultures.

Alternative management styles Humanistic style of management Theories of leadership, including principles of ethical and moral leadership. National culture and management International management styles including European and South East Asian.

LO4 Critically evaluate the theory and practice of strategic management. Theoretical perspectives on strategic management practice. Assessing resources and capabilities to achieve sustainable competitive advantage Knowledge management


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8 Assessment CriteriaLearning Outcomes Content Assessment CriteriaLO1 Identify relevantmanagerial roles and functions

across a range of organisationsand organisational structures.

Identify differentorganisational structures

and how they can influencemanagement roles and

functions.

Identify theories ofmanagement thinking and

practice

Explain core managementskills and competencies.

Discuss key functions ofcommunicating, co-

ordinating, decision-

making, planning,implementation and

control.

Describe aspects of personaltime management.

Evaluate alternative theoriesof management thinking

and practice. Explain core management

competencies and the key

functions of management.

LO2 Determine external andother factors that influence

type, style, structure and

outcomes of management.

Traditional managerialapproaches and Boundary

Management approaches

The external environmentand its impact on

management

The market and its impacton management and

managerial tasks

New and evolvingtechnologies and their

impact on management

Globalisation andinternationalisation and

impacts on management

Managing change anddiversity.

Differentiate betweentraditional approaches to

management and Boundary

Management approaches.

Identify and discuss theexternal and internal factors

that can impactmanagement and

management decision

making.

Discuss the challenges tomanagement of operating

internationally.

LO3 Evaluate alternative stylesof management and leadership

both domestically and across

cultures.

Alternative managementstyles

Humanistic style ofmanagement

Theories of leadership,including principles of

ethical and moral

leadership.

National culture andmanagement

International managementstyles including Europeanand South East Asian.

Describe alternative stylesof management.

Explain the benefits andchallenges of a humanistic

style of management in

relation to other more

traditional styles.

Outline and discussalternative theories of

leadership.

Discuss alternative styles ofmanagement often found inother regions of theworld.


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LO4 Critically evaluate thetheory and practice of strategic

management.

Theoretical perspectives onstrategic management

practice.

Assessing resources andcapabilities to achieve

sustainable competitiveadvantage

Knowledge management

Explain what is meant bystrategic management

practice.

Discuss means by which anorganisation can achieve a

sustainable competitiveadvantage.

Explain the role andbenefits of knowledge

management within an

organisation.

9 ReferencesCore TextMorden, T. (2004), Principles of Management: Ashgate Publishing

Supplementary TextsHitt, M., Black, S. and Porter, L.W. (2009), Management: Pearson


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diploma in sales and marketing management

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