9/1/2024 4:18:30 AM |
| Changed Course |
CATALOG INFORMATION
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Discipline and Nbr:
BMG 85.6 | Title:
SMALL BUSINESS PROMOTION |
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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 |
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| 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:
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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:
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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:CSU;
Repeatability:00 - Two Repeats if Grade was D, F, NC, or NP
ARTICULATION, MAJOR, and CERTIFICATION INFORMATION
Associate Degree: | Effective: | | Inactive: | |
Area: | | |
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CSU GE: | Transfer Area | | Effective: | Inactive: |
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IGETC: | Transfer Area | | Effective: | Inactive: |
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CSU Transfer: | Transferable | Effective: | Fall 1983 | Inactive: | Fall 2016 |
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UC Transfer: | | Effective: | | Inactive: | |
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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:
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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
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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:
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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:
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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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