Aims : To develop an understanding of general marketing principles and their application to business

Assessment guidance:  Learners will then be required to conduct an investigation of a
business and analyse its marketing strategy. They will also develop
a marketing plan for a specific product or service.

Learning outcomesThe learner will:	Assessment criteriaThe learner can:
1 Understand the role of marketing inbusiness	1.1  Explain how marketing can be defined1.21.2 Explain the contribution of marketing to the achievement of business objectives1.3 Analyse the external factors influencing marketing1.4 Explain the role of marketing in a not for profit business   1.5 Explain the elements of the marketing process
2 Understand the principles of marketing	2.1 Explain the different elements of themarketing mix2.2 Explain methods of segmenting markets2.3 Evaluate the benefits of segmenting markets 2.4 Analyse different methods of researching a market   2.5 Explain how current technology impacts on marketing activity
3 Understand the application of themarketing mix in a specific business	3.1 Review the market segments for a specific product or business3.2 Analyse how the business positions itsproducts or services3.3 Explain how products are distributed 3.4 Analyse the use of pricing strategies   3.5 Analyse the promotional strategy used by the business
4 Be able to develop a marketing planfor a specific product or service	4.1 Propose strategic aims and objectives for the plan4.2 Determine the target market/s for marketing activity, with justification4.3 Analyse the macro and micro environmentalfactors influencing the marketing planning 4.4 Propose a marketing mix for the product or service   4.5 Explain how factors relevant to the implementation of the plan have been considered

 

Indicative Content
1. Understand the role of marketing in business

Marketing definitions

• Differing definitions by various marketing bodies/associations e.g. CIM

Business objectives

• To introduce a new product
• To enter a new market
• To expand market share
• To increase sales
• To increase profits

Marketing contribution to business objectives

• Building competitive advantage
• Improving customer focus
• Increasing customer satisfaction
• Enhancing reputation
• Improving quality

External factors

• Political, economic, social and technological factors
• Pressure groups, competitors, Porter’s competitive forces

Not for profit marketing

• Providing information in order to change attitudes e.g. health campaigns
• Providing information and generating income e.g. charities
• Social marketing e.g. political campaigns

Marketing process

• Marketing audit
• Environmental analysis
• SWOT analysis
• Setting aims and objectives
• Planning
• Constraints
• Options

2. Understand the principles of marketing

Elements of the marketing mix

• Product mix: products and brands, features and benefits, product life cycle, Boston Matrix, product development, positioning

• Price: cost plus, competitive, psychological, skimming, use of strategies in different markets

• Promotion: above and below the line promotion, public relations, ethics in promotion, internet promotion, direct marketing, choice of strategy

• Place: types of distribution channel, managing distribution channels, use of Internet in distribution, choosing appropriate distribution channel
• Shift from 4Ps to 7Ps product-service continuum, the extended marketing mix, the soft elements of marketing e.g. people

Methods of segmenting markets

• Demographic
• Socio-economic
• Geographic
• Psychographic
• Benefits of segmentation

Marketing research methods

• Primary, secondary
• Qualitative/quantitative
• Surveys, questionnaires
• Sampling methods
• Interviews, structured, unstructured, focus groups
• Observation
• Experimentation
• Ethnography

Impacts of new technology

• Use of social media, Facebook, Linked in, Twitter
• Viral marketing
• Mobile marketing

3. Understand the application of the marketing mix in a specific business

Market segment description

• Demographic
• Socio-economic
• Geographic
• Psychographic

Positioning and product mix

• Analysis of positioning
• Products and brands offered
• Product life cycle analysis
• Boston Matrix analysis
• Product development process
• Porter’s competitive forces
• Stakeholder analysis

Methods of distribution

• Analysis of distribution channels
• Management of distribution channels
• How channels reach target market

 

Pricing strategies

• Analysis of strategies used

 

Promotional strategies

• Analysis of strategies used

 

4. Be able to develop a marketing plan for a specific product or service

Aims and objectives

• To introduce a new product feature or service
• To enter a new market
• To expand market share
• To increase sales
• To increase profits
• To enhance reputation

Target markets

• Specific demographic
• Geographic area
• Socio economic group
• Defined psychographic group

Macro environmental analysis

• Use of tools such as PEST

Micro environmental analysis

• Use of tools such as analysis of strengths, weaknesses, opportunities and threats

(SWOT)

Proposed marketing mix

• Proposed product development
• Proposed product positioning
• Proposed pricing strategy
• Proposed promotional strategy
• Proposed distribution strategy

Implementation factors

• Barriers to implementation of the plan and their resolution
• Marketing budget
• Monitoring and controlling the marketing plan