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BUSINESS ADMINISTRATION Tract 1. Infrastructure INTRODUCTION TO BUSINESS ADMINISTRATION
1-1. Business Basics Business Organization; Franchises; Licenses and Permits; Business Insurance; Books and Records
1-2. Business Organization The Accounting Office; Principles of Company Organization; Chain Organization
1-3. Accounting Basics Revenues; Accounting Tools; Accounts Payable; Disbursements; Accounting Reports
1-4. Financial Reports The Balance Sheet; The Operating Statement; Managing Cash Flow
1-5. Financial Planning Budgets and Forecasts; Forecasting Sales; Projecting Expenses; Departmental Budgets
1-6. Human Relations The Human Relations Department; Employee Recruitment; Selecting and Hiring Employees; Employment; Regulations and Laws
1-7. Business Ethics The Importance of Ethics; Ethical Responsibilities; Responsibilities to Customers; Principles of Ethical Conduct ______________________________________________________________________ Tract 2. Finance BUSINESS PLANNING
2-1. Components of a Business Plan The Business Statement; Analyzing the Business; Business History; Product Description; Customer Description
2-2. Market Analysis Product/Service Mix; Analyzing the Market; Customer Analysis; Competition Analysis
2-3. Market Planning Media Analysis; Advertising Budget; Advertising Planning
2-4. Financial Planning Proforma Operating Statement; Projecting Revenues; Pricing; Estimating Expenses; Fixed vs. Variable Expenses; Proforma Cash Flow Statement; Proforma Financial Statement
2-5. Return on Investment Determining Working Capital Requirements; Present Value; Net Present Value; Internal Rate of Return; Departmental Budgets
2-6. The Business Plan The Abstract; Business Statement; Description of the Market; Presentation
2-7. Financing a Business SBA Funding; SBICs and MESBICs; Venture Capital ______________________________________________________________________ Tract 3. Marketing SALES AND MARKETING
3-1. Understanding Marketing Products; The Elements of Marketing; The Influence of Market Position; The Role of the Sales Department
3-2. Understanding Transactions Transactions; Marketing Strategies; Sales Obstacles; Benefits; Phases of Behavioral Marketing; Organizational Buying Behavior
3-3. Understanding Customer Behavior The Buying Decision; Complex Buying Decisions; Low-Involvement Buying Decisions; Repetitive Buying Decisions; Cultural Influences; Reference Groups; Product and Price
3-4. Understanding Pricing Strategies Pricing and Costs; Pricing Influences; Organizational Pricing Strategies; The Marketing Challenge
3-5. Marketing Organization Organizing for Marketing; The Marketing Department; Staff; The Retail Sales Force; The External Marketing Force; Responsibility and Accountability
3-6. Market Research and Planning Supply and Demand; Market Planning; Targeting the Market; The Marketing Budget
3-7. Marketing Communications Media Analysis; Budgeting Media Expenditures; Public Relations; Press Releases
3-8. Personal Selling The Importance of Personal Selling Sales Preparation; Establishing Rapport; Determining Customer Needs Overcoming Obstacles; Educating the Customer; Closing Sales; Follow-Up
______________________________________________________________________ Tract 4. Communications BUSINESS COMMUNICATIONS
4-1. Written Communication Research and Planning; Audience Identification; Purpose; Grammar and Style; Tone; Editing and Revision; Correspondence; Memoranda; Reports and Proposals
4-2. Electronic Communication E-mail structure; E-mail etiquette; Writing an effective subject line; The greeting; Composing the body; Text messaging
4-3. Interpersonal Communication Effective persuasion; Positive vs. negative responses; Communications style; Emotive vocabulary; Gestures; Body language; Information gathering; Effective listening; Persuasive communication ;
4-4. Telephone Communication Common flaws in verbal communication.; Enunciation; Projecting the voice; Common problems with telephone grammar; Projecting personality; Principles of effective telephone communication; Identification; Using reflective phrases; Ending the call
4-5. Dealing with Anger and Stress Categories of complaints; Defining the problem; Work-related stress; Stress-inducing influences; Coping with stress; Dealing with irate people
______________________________________________________________________ Tract 5. Automation BUSINESS AUTOMATION
Virtual Company
Managing Products Price Analysis Creating Customer Records Updating Customer Records Managing Vendors Managing Sales Expenses Reports Cumulative Exercises
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