Study Plan Department: Management Technology pdf

Detailed Curriculum practicalHours Evaluation Contents 8 Oral test and evaluation of reports Field visit and work shop Under trainers' supervision the trainee makes a field visit to a

Study Plan

Department: Management Technology

Major: Marketing

No of Units

Con Tut Lab Lec C.u Equivalents Prerequisites

Course Title

Course Code Seq

English for Specific Purposes-1 ENG 124

Equivalents Prerequisites

Course Title Course

Code Seq

Application CMT 101

Administration MAN 104

excellence VOC 107

7

1

24 2

4

18 20

Total Per Semester

No of Units

Con Tut Lab Lec C.u Equivalents Prerequisites

Course Title Course

Code Seq

Market Study SEL112

Consumer Behavior SEL113

English for Specific Purposes-2 ENG 224

Advanced Computer Application CMT 102

Distribution Channels SEL114

Course Title Course

Code Seq

Islamic Culture-2 ISL 102

Sales Communications SEL215

Product Show Skills SEL216

Total Quality Management MAN228

Customer Services SEL217

Course Title Course

Code Seq

Communications Skills ETH 101

Marketing Research SEL218

Electronic Marketing SEL219

Computer Marketing Applications SEL220

No of Units

Con Tut.

Lab Lec

C.u Equivalents

Prerequisites

Course Title

Course Code Seq

Sem

00

00

4

operative Training SEL299

Co-1

6

00

00

Con Tut Lab Lec C.u

Study Plan Subjects

Department Management Technology Major Marketing

Pre-requisites

Course description:

This course includes the essentials and

principles of Business Administration topics

The topics covered are concepts, theories, and

management jobs, (planning, organization,

orientation, and controlling), and firm jobs,

(production, marketing, finance, human

resources, purchasing and storage, and public

Contact Hours (Hour/week)

Exercises -

course objectives:

The trainee should be able to:

 Know the nature of management

 Know management theories

 Know process of decision making

 Know management jobs

 Know firm jobs

Detailed Curriculum (Theory)

Hours Evaluation

 

Contents

3Oral and written test

Hours Evaluation

 

Contents

3

 Oral and written test

Firm jobs: 

- Types of firm

- Legal forms of firms

3Oral and written test

Human resources Management: 

- Definition of human resourcesK

- Objectives of human resourcesManagement

- Organization in human resources

Management

- Jobs of human resourcesManagement

3Oral and written test

Purchasing and storage

management:

- Purchasing job

Detailed Curriculum (Theory)

Hours Evaluation

 

Contents

- Storage job

3Oral and written test

1 Bartol, Kathryn, Management, New York, Irwin, 2006

2 Roger, Kreitner, Management, Boston, M H Co., 2006

3 Weston, Fred, and Eugin Brigham, Essentials of Managerial Finance, New York, The Dryden press, 2004

References

Department Management Technology Major Marketing

Pre-requisites

Course description:

This course is designed to provide the

trainees with principles of marketing which

include major principles, marketing

environment, analyzing the purchasing

behavior and marketing mix along with

management jobs in marketing which

include sales management, planning,

organizing and controlling the marketing

activity This course also includes marketing

Contact Hours (Hour/week

Exercises

The course objectives:

The trainees should be able to:

 Differentiate between firm goals and marketing goals

 Know the environmental factors affecting the marketing activity

 Know the importance of marketing information

 Know the principles of marketing activity

 Differentiate between goods and services

Theoretical and practical subjects:

 Major principles in marketing

 Marketing environment

 Marketing mix

 Management of marketing activity

 Marketing services

Detailed Curriculum (Theory)

Hours Evaluation

Contents

4 Oral and written test

Main principles of marketing:

Marketing environment:

- Definition of marketing environment

- Partial marketing environment

- Complete marketing environment

3Oral and written test

Purchasing behavior:

- Analyzing final buyer's behavior

- Analyzing organization's behavior

8Oral and written test

Management of sales:

- Definition of sales

- Goals of sales department

- Controlling sales performance

- Planning sites and selling targets

3Oral and written test

Marketing planning:

- Principle of marketing planning

- Steps of marketing planning

Detailed Curriculum (Theory)

Hours Evaluation

Contents

3Oral and written test

Controlling marketing performance:

- Concept of marketing performance

control

- Stages of marketing performance control

- Types of marketing performance control

6Oral and written test

Department Management Technology Major Marketing

Course description:

This course is designed to provide the trainees

with principles of marketing study include

products, customers, competitors, and sales

Semester

Lectures 2 Practice

Contact Hours (Hour/week

Course objectives:

The trainees should be able to:

 Know the firms marketing policies

 Know the products specifications

 Classify customers

 Study the position of the competitors in the market

 Participate in selling meetings and determine the selling goal

 Prepare marketing reports

 Differentiate between different characteristics of products

 Know different types of clients

 Differentiates between different markets according to market segmentation concept

 Know different types of competitors

 Know concept of sales management

Detailed Curriculum (Theory)

 

Hours Evaluation

Contents

4Oral and written test

Introduction to market study

Detailed Curriculum (practical)

Hours Evaluation

Contents

8

Oral test and evaluation of

reports

Field visit and work shop

Under trainers' supervision the trainee makes a

field visit to an industrial company to know the types

of products produced by this company and the

properties of these products and how to make a product

report this report is to be discussed in a work shop

attended by all trainees and managed by the trainer

Under trainers' supervision the trainee makes a field

visit to a large commercial company to know the types

of clients, how the firm segments the market and how

to make a clients report The trainee makes a report

that is to be discussed in a work shop attended by all

trainees and managed by the trainer

8

Oral test and evaluation of

reports

Field visit and work shop

Under trainers' supervision The trainee makes a field

visit to a group of companies competing on a specific

product and the characteristics of the competing

companies and competing factors in the market The

trainee makes a report that is to be discussed in a work

shop attended by all trainees and managed by the

trainer

8

Oral test and evaluation of

reports

Field visit and work shop

Under trainers' supervision the trainee makes a field

visit to a large commercial company to know how to

analyze sales in the company, how to make a sales

report, and the extent of strength and weakness in the

forms written reports The trainee makes a report that

is to be discussed in a work shop attended by all

trainees and managed by the trainer

1 Bennet, Dictionary of Marketing Terms, Chicago, American Marketing Association, 2000

2 Burns, Alvin, Effective Marketing principles, N J., Prentice Hall,

Course description:

This course the students are trained to

understand and know the behavior of the

final customer and the behavior of the

industrial customer It also handles the

nature of the customer behavior and the

factors affecting that behavior it also

discusses the process of taking buying

sessions

Contact Hours (Hour/week

Course objectives

The students should be able to:

 Know types of consumers

 Understand factors affecting consumer behavior

 understand stages of consumer decision making of end consumers and industrial buyers

 Factors affecting end consumer behavior

Detailed Curriculum (Theory)

 

Hours Evaluation

Contents

6Oral and written test

Nature of consumer behavior

- Definition of consumer.

- Concept of consumer behavior

- Importance of studying consumer behavior

- Marketing concept of consumer behavior

12Oral and written test

Factors affect consumer behavior

- Environmental Factors

- Psychological FactorsK

- Training cases

9Oral and written test

Decision making of end consumer

- Types of buying decisions

- Buying decision making

- Training cases

9Oral and written test

Factors affecting industrial buyer's behavior

- Concept and properties of industrial buyer's

market

- Factors affecting industrial buyer's behavior

- Training cases

9Oral and written test

Decision making of industrial buyer

3 John, Mower, Consumer Behavior, N.J., Prentice Hall, 1995

4 William, Wikie, Consumer Behavior, New York, John Wiley

& Sons, 1994

References

Course title Distribution Channels Code SEL114 Pre-requisites Principles of Marketing (Market 102)

Course description:

This course is centered around describing

distribution channels, their jobs, policies and

strategies and the ways to construct them and

evaluate their performance knowing the

activities of distribution channels

Semester

Lectures 2 Practice

Contact Hours (Hour/week

Course objectives

Students should be able to:

 know types of distribution channels

 Know distribution policies

 Determine the needs of and distribution channels

 Control deposits

 Evaluate distribution channels

 The jobs of distribution channels

 The distribution strategies

 Constructing distribution channels

 Know types of intermediaries

 The management of reserves in distribution channels

realizes the needs of and distribution channels

Detailed Curriculum (Theory)

Types and jobs of distribution channels

- Concept of distribution channels

- Jobs of distribution channels

- Types of distribution channels

- Determinants of choosing distribution channels

- Training cases

4Oral and written test

Distribution polices

- Types of distribution channels

- Factors affecting distribution policies

- Training cases

Forming marketing channels

- Evaluating marketing channels

- Steps of constructing marketing channels

- Training cases

Detailed Curriculum (Theory)

Requirements of distribution channels

- Determining the requirements of distribution

channels

- Improving distribution supply systems

- Training cases

10

Physical distribution in distribution channels

Management of distribution channels storage:

Management of transport and handling:

- Concept of transport and handling

- Importance of transport and handling

- Planning transport and handling

- Controlling transport and handling

- Training cases

4

Evaluation of distribution channels

- Importance of evaluation of distribution

Detailed Curriculum (practical)

 

Hours Evaluation

Contents

8

Oral test and evaluation of

reports

Field visit and workshop

Under trainer' supervision the trainee chooses a

product from the market and writes a report about

distribution channels of that product, number of

intermediaries, and the reasons for choosing

intermediaries The reports to be discussed in a work

shop

6

Oral test and evaluation of

reports

Field visit and workshop

Under trainer' supervision the trainee chooses a

product from the market and writes a report about how

the producing company builds distribution channels

for this product

8

Oral test and evaluation of

reports

Field visit and workshop

Under trainer' supervision the trainee chooses a

company and writes a report about how this company

determines and supplies the requirements of

distribution channels with which it deals and the other

services it provides for these channels The reports

made by the trainees to be discussed in work shops

supervised by the trainer

8

Oral test and evaluation of

reports

Field visit and workshop

Under the supervision of the trainer the trainee

chooses a distribution channel and writes a report about

stock management in that channel considering: safety

storage, determining the economic quantity of demand,

determining levels of stock, and methods of storage

control The reports made by the trainees are discussed

in work shops supervised by the trainer

1 Kotler, Philip and Gary Armstrong, Principles of Marketing, N.J., Prentice-Hall, 1989

2 Louis, stern, and Adel Al-Ansary, Marketing Channels, N.J., Prentice Hall, 1992

3 Rosenbloom, Bert, Marketing Channels: A management View, Hinsdale, The Dryden Press, 2004

References

Department Management Technology Major Marketing

Course description

This course has been designed to provide

trainee with both theoretical and practical

skills necessary for managing the process of

contacting customers and negotiating with

them to successfully settle the deal

Semester

Lectures 2 Practice

Contact Hours (Hour/week

Exercises

Course objectives

The students should be able to:

 Describe the elements of effective communications

 Practice communications properly

 Negotiate with customers

 Achieve the marketing goals as a result of communications and negotiation

Detailed Curriculum (Theory)

Hours Evaluation

Contents

4Oral and written test

Nature of sales communications

- Definition of sales communication

- Importance of sales communication

-Tasks of sales communication

4Oral and written test

Skills of sales communications

- Elements of sales communications

- Characteristics of sales communications

- Skills of sales communications

- Restricts of sales communications

- Treating restricts of sales communications

- Training cases

2Oral and written test

Promotion cycle in sales communication

Stages of sales communication

- Determining customers

- Preparing for a sales meeting

- Presenting a sales offer

- Replying to objections

- Completing a bargain

- Caring for customers

Detailed Curriculum (practical)

Hours Evaluation

Contents

6

Oral test and evaluation of

reports

Field visit and workshop

Under trainer' supervision the trainees visit a firm

and write a reports about how the firm determines its

potential customers Then the reports are discussed in a

workshop

6

Oral test and evaluation of

reports

Field visit and workshop

Under trainer' supervision the trainees visit a firm

and write a reports about how the firm planes sales

meetings The reports are discussed in a workshop

6

Oral test and evaluation of

reports

Field visit and workshop

Under trainer' supervision the trainees visit a firm and

writes a report about how salesmen in this firm present

sales offers The reports are discussed in a workshop

6

Oral test and evaluation of

reports

Field visit and workshop

Under trainer' supervision the trainees visit a firm

and writes a report about how salesmen in this firm

reply to customer objections The reports are discussed

in a workshop

6

Oral test and evaluation of

reports

Field visit and workshop

Under trainer' supervision the trainees visit a firm

and writes a report about how salesmen in this firm

complete bargains with customers The reports are