Marketing Management Outline

Course Description:
This course covers the nature, importance, and techniques on sales management. The organization and the different aspects of organizing and strategic planning for selecting applicants for an effective sales force are also emphasized. This also discusses planning for effective marketing.

 Objectives:
1. To equip students the concepts, principles, and theories in business management.
2. To prepare the students in organizing and managing activities in manufacturing and service-related businesses.
3. To develop students’ awareness and responsiveness to present issues affecting the business environment.
4. To help students seek employment and entry-level jobs or positions of responsibility as marketing manager, marketing executives or marketing director.



Course Contents

Unit 1- Introduction to Marketing Management: 
       Introduction, Market and Marketing, the Exchange Process,
      Core Concepts of Marketing, Functions of Marketing,
      Importance of Marketing, Marketing Orientations

Unit 2- The marketing process: 
      Introduction, Marketing Mix
      -The Traditional 4Ps,
      The Modern Components of the Mix
     - The Additional 3Ps,
       Developing an Effective Marketing Mix,
         Marketing Planning,
        Marketing Implementation and Control,

Unit 3- Marketing Environment: 
       Introduction, Environmental Scanning, Analysing the Organization’s Micro Environment,
      Company’s Macro Environment,
      Differences between Micro and Macro Environment,
      Techniques of Environment Scanning,

Unit 4-Understanding the Marketing-Information Systems (MIS): 
        Introduction, Characteristics of MIS, Benefits, Types, Components,
        Marketing Research

Unit 5- consumer buying behavior:
     Introduction, Characteristics,
    Types of Buying Decision Behaviour: Henry Assael Model,
    Consumer Buying Decision Process,
    Buyer Decision Process for New Products,
    Buying Motives, Buyer Behaviour Models

                         

UNIT 6- Business Buyer Behaviour: 
     Introduction, Characteristics of Business Markets,
     Differences between Consumer and Business Buyer Behaviour,
     Buying Situations in Industrial/Business Market,
    Buying Roles in Industrial Marketing,
     Factors that Influence Business Buyers,       
     Steps in Business Buying Process

Unit 7- Segmentation, 
     Targeting and Positioning: Introduction,
     Concept of Market Segmentation,
     Benefits of Market Segmentation,
     Requisites of Effective Market Segmentation,
   The Process of Market Segmentation,
    Bases for Segmenting Consumer Markets,
     Targeting (T), Market Positioning (P)

Unit 8-Product Management: 
      Decisions, Development and Lifecycle Strategies:
   Introduction, Levels of Products, Classification of Products,
   Product Hierarchy,
   Product Line Strategies,
   Product Mix Strategies,
   Packaging and Labelling,
    New Product Development, Product Life Cycle (PLC)

Unit 9-Product Management-Brand and Branding Strategy: 
         Introduction, Brand and Branding,
     Advantages and disadvantages of branding,
     Brand Equity,
     Brand Positioning,
    Brand Name Selection,
     Brand Sponsorship,
     Brand Development

Unit 10-Pricing: 
     Introduction,
     Factors Affecting Price Decisions,
     Cost Based Pricing,
     Value Based and Competition Based Pricing,
     Product Mix Pricing Strategies,
     Adjusting the Price of the Product, Initiating and Responding to the Price Changes,

Unit 11-Distribution Management: 
        Introduction, Need for Marketing Channels,
       Decisions Involved in Setting up the Channel,
       Channel Management Strategies,
       Introduction to Logistics Management,
       Introduction to Retailing,
       Wholesaling,

Unit 12- Promotion Management-Managing Non-Personal Communication Channels: 
        Introduction,           
       Integrated Marketing Communications (IMC),
       Communication Development Process,
      Budget Allocation Decisions in Marketing Communications,
      Introduction to Advertising,
      Fundamentals of Sales Promotion,
       Basics of Public Relations and Publicity

Unit 13-Personal Communication Channels: 
      Introduction,
    Personal Selling,
    Sales Management Basics,
    HR Practices in Sales Management,
     Evaluation of Training,
    Personal Selling Process,
    Direct Marketing,

Unit 14-Customer Relationship Management and Other Contemporary Issues: 
     Introduction, Relationship Marketing Vs. Relationship Management,
     Definitions of Customer Relationship Management (CRM),
   Forms of Relationship Management, Managing Customer Loyalty and Development, Reasons Behind Losing Customers by Organisations,
     Significance of Customer Relationship Management,
    Social Actions Affecting Buyer-Seller Relationships,
     Rural Marketing,
     Services Marketing,
     E-Marketing or Online Marketing

Unit 15-International Marketing Management: 
    Introduction, Nature of International Marketing,
    International Marketing Concept,
     International Market Entry Strategies,
     Approaches to International Marketing,
     International Product Policy,
     International Promotions Policy,
      International Branding,
   Country of Origin Effects,
     International Pricing