12/26/2024 6:49:08 PM	BMG 85.6 Course Outline as of Fall 2016	Inactive Course
CATALOG INFORMATION
Discipline and Nbr:  BMG 85.6	Title:  SMALL BUSINESS PROMOTION
Full Title:  Small Business Promotion, Advertising, Sales
Last Reviewed:3/8/2010

Units		Course Hours per Week			Nbr of Weeks	Course Hours Total
Maximum	1.00	Lecture Scheduled	1.00		17.5 max.	Lecture Scheduled	17.50
Minimum	1.00	Lab Scheduled	0		2 min.	Lab Scheduled	0
		Contact DHR	0			Contact DHR	0
		Contact Total	1.00			Contact Total	17.50
		Non-contact DHR	0			Non-contact DHR Total	0

Total Out of Class Hours:  35.00

Total Student Learning Hours: 52.50

Title 5 Category:  AA Degree Applicable
Grading:  Grade or P/NP
Repeatability:  00 - Two Repeats if Grade was D, F, NC, or NP
Also Listed As: 
Formerly:  BMG 85F

Catalog Description:

This course provides students with a background to promote a firm's products and services.  Promotion is a major factor in the success of a small business venture. Topics to be included are business networking including social networking, basic marketing concepts, mass selling, public relations and advertising, and overall sales.  Students will create a marketing plan that will assist in selling products and services as part of the overall business plan.

Prerequisites/Corequisites:

Recommended Preparation:
Eligibility for ENGL 100 or ESL 100; AND Course Completion or Concurrent Enrollment in BMG 85.1 or BMG 85.2

Limits on Enrollment:

Schedule of Classes Information
Description:

This course provides students with a background to promote a firm's products and services.  Promotion is a major factor in the success of a small business venture. Topics to be included are business networking including social networking, basic marketing concepts, mass selling, public relations and advertising, and overall sales.  Students will create a marketing plan that will assist in selling products and services as part of the overall business plan.

(Grade or P/NP)
Prerequisites:
Recommended:Eligibility for ENGL 100 or ESL 100; AND Course Completion or Concurrent Enrollment in BMG 85.1 or BMG 85.2
Limits on Enrollment:
Transfer Credit:
Repeatability:00 - Two Repeats if Grade was D, F, NC, or NP

ARTICULATION, MAJOR, and CERTIFICATION INFORMATION

Associate Degree:		Effective:		Inactive:
Area:
CSU GE:	Transfer Area			Effective:	Inactive:
IGETC:	Transfer Area			Effective:	Inactive:
CSU Transfer:		Effective:		Inactive:
UC Transfer:		Effective:		Inactive:
C-ID:

Certificate/Major Applicable: Certificate Applicable Course

COURSE CONTENT

Outcomes and Objectives:
At the conclusion of this course, the student should be able to:

Upon completion of this course, students will be able to:

1.  Describe the importance of networking.

2.  Prepare a first draft of a marketing or promotional plan.

3.  Communicate with target customers using both conventional and creative promotional methods.

4.  Develop pricing strategies for products and services.

5.  Develop various promotional strategies; i.e., free ink, free air.

6.  Discuss the value of sales representatives and agents.

7.  Evaluate customer services as a key to promotion.

8.  Manage a sales force and sales strategies.

Topics and Scope

1.  Research and analyze industry

    a. Life cycle of industry

    b. Future trends

2. Defining roles and goals in marketing

    a. Description of marketing to consumers or businesses

          i.    Geography

          ii.    Population density

          iii.   Natural resources

          iv.  Industrial base

          v.       Market demographics

          vi.       Customer behavior

          vii.       Market share

    b.  Competition and competitive analysis

          i.      Competitor strengths and weaknesses

          ii.      Barriers to entry

          iii.      Product comparisons

          iv.      Market risk

3. Advertising, public relations and sales promotion

    a. Writing "copy" and understanding ad positioning

    b. Defining public relations and using channels of publicity

    c. Sales promotion

          i.    Trade shows

          ii.    Coupons

          iii.   Sales "deals" to the wholesaler, distributor, representative

          iv.  Novelities and other promotional products

          v.   Writing and assembling a sales media kit including sales literature

          vi.  Business and social networking methods

    d.  Steps of selling

    e.  Novelties and other promotional products

4.  Steps of selling

    a.  Pre-approach

    b.  Prospecting

    c.  Sales presentations

    d.  Handling objections

    e.  Trial close

    f.   Close

    g.  Follow up or customer service

Assignments:

1.  Written draft of a marketing plan (minimum of 10 pages)

2.  Marketing budget

3.  Weekly reading in textbook approximately 100 pages total.

4.  Final exam in essay format

5.  Involvement in class discussion developing marketing strategies

Methods of Evaluation/Basis of Grade.

Writing: Assessment tools that demonstrate writing skill and/or require students to select, organize and explain ideas in writing.		Writing 40 - 45%
Written marketing plan, components developed each week
Problem solving: Assessment tools, other than exams, that demonstrate competence in computational or non-computational problem solving skills.		Problem Solving 20 - 25%
Development of marketing strategies
Skill Demonstrations: All skill-based and physical demonstrations used for assessment purposes including skill performance exams.		Skill Demonstrations 20 - 25%
In class performance of various inter-personal marketing skills
Exams: All forms of formal testing, other than skill performance exams.		Exams 10 - 15%
Final exam in essay format
Other: Includes any assessment tools that do not logically fit into the above categories.		Other Category 5 - 10%
Attendance and participation

Representative Textbooks and Materials:

Getting Business to Come to You, by Edwards and Douglas, 2nd edition, Tarcher & Putman Publishers, 1996 (classic in field).

How to Write a Business Plan, by McKeever.  Nolo Press.  2008.

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