Diploma in Marketing & Sales Management

Course topics & key dates

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Course topics by year

YEAR 1

Marketing Principles

  • Market segmentation and target market selection
  • Competitive analysis and product positioning
  • Buyer Behaviour
  • Assessing profitability and setting prices
  • Managing channel conflict
  • Communication objectives and promotion
  • Integrated Marketing Plans

Customer Relationship/Sales Force Management

  • Sales force structure and territory alignment
  • Evaluating profitability and sales force performance 
  • Sales force compensation
  • Selling via agents and channel partners
  • Recruiting, Selecting, and Training the Sales Force
  • Utilizing technology
  • Developing an Integrated Sales Program

YEAR 2

Market Research

  • The Process of Market Research
  • Opportunity Formulation
  • Sampling
  • Survey Design
  • Focus groups
  • Data Sources and Collection
  • Data Analyses

Financial Management

  • Interpreting Financial Statements
  • Evaluating Financial Performance Ratios
  • Break-even and Contribution Analyses
  • Evaluating the Performance of Marketing Campaigns
  • Evaluating the Performance of Sales Promotions
  • Customer Lifetime Value Analysis
  • Sales Forecasting

YEAR 3

Marketing Strategy

  • Strategic Issues in Marketing
  • Strategic Marketing Frameworks
  • Marketing Strategy Simulation
  • Evaluating Market Segments
  • Evaluating alternative marketing strategies

Integrated Marketing Communications

  • Creative Strategy
  • Executing Communications Plans
  • Digital Marketing
  • Social Media

Program Schedule

2019-2020

Online registration closes for the current session 1 August 31, 2019
Classes commence for all years 2 September 16, 2019
Last class of 2019 December 2, 2019
First class of 2020 January 13, 2020
Last class of 2020 March 23, 2020
Spring Workshop April 2-3, 2020
Graduation for 3rd-year students April 24, 2020

1 All applications received after this date will be considered for the next academic year. To be considered for admission, a $500 deposit MUST accompany the application, with the balance of the course fee, paid in full by August 31. See section on Fee information for further details. Applicants will be notified of the admission status within 2 weeks of receipt of their completed application.

2 Classrooms are located on the UBC Point Grey campus (see online map at www.maps.ubc.ca). All classes meet on Mondays, 7:00 pm to 9:00 pm

 

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