YEAR 11 – Business
Exam Content for TERM1 Exam
2014 – 2015
TOPICS AND SUBTOPICS FOR TERM1 EXAM WITH LEARNING OBJECTIVES
UNIT’S NAME: Motivating Workers
Sub unit’s name: The importance of a well-motivated workforce, Methods of
motivation
Book reference: Cambridge Textbook Chapter 12
Objectives:
 • Define motivation
 Explain Taylor’s motivational theory
 Understand Maslow’s hierarchy of needs
 Apply the motivational theories to everyday workers
 Analyse what motivates workers
 Understand the difference between financial and non-financial motivational factors
Key terms: motivation, theories, satisfaction, fulfillment, financial rewards, non-financial
rewards, wages, job rotation, job fulfillment, commission, piece-related pay
TOPICS AND SUBTOPICS FOR TERM1 EXAM WITH LEARNING OBJECTIVES
UNIT’S NAME: Organisation and Management
Sub unit’s name: The role of management, Leadership styles, Trade Unions.
Book reference: Cambridge Textbook Chapter 11, 15
Objectives:
 Discuss and understand the different functions of management that occur in business
 Examine the importance of delegation within management
 Define trade union
 Analyse the benefits of workers being trade union members
Key terms: Planning, organising, coordinating, commanding, controlling, delegation, strategic
decisions, tactical decisions, operational decisions, human resources, marketing, accounting
and finance, production / operations, administration, trade union, advise, represent.
TOPICS AND SUBTOPICS FOR TERM1 EXAM WITH LEARNING OBJECTIVES
UNIT’S NAME: Organisation and Management (This was not fully completed due to
diagnostic tests last week)
Sub unit’s name: Leadership styles
Book reference: Cambridge Textbook Chapter 13
Objectives:
 Examine the importance of delegation within management
 Demonstrate the main leadership styles and their characteristics
 Recommend and justify the appropriate leadership styles appropriate in certain
circumstances
Key terms: Autocratic, laissez-faire, democratic
TOPICS AND SUBTOPICS FOR TERM1 EXAM WITH LEARNING OBJECTIVES
UNIT’S NAME: Recruitment, Selection and Training of workers
Sub unit’s name: The methods of recruiting and selecting workers, The importance of
training and the methods of training
Book reference: Cambridge Textbook Chapter 14
Objectives:
 Examine the difference between recruitment and selection
 Illustrate the main stages in the recruitment and selection of staff
 Explain the differences between internal and external recruitment of staff
 Explore the benefits and limitations of both part-time and full-time workers
 Examine the importance of training to both employees and businesses
 Understand the advantages and disadvantages of different types of training
Key terms: recruitment, selection, job application, job specification, internal recruitment,
external recruitment, training.
TOPICS AND SUBTOPICS FOR TERM1 EXAM WITH LEARNING OBJECTIVES
UNIT’S NAME: Recruitment, Selection and Training of workers
Sub unit’s name: The importance of training and methods of training, why reducing the
size of the workforce might be necessary.
Book reference: Cambridge Textbook Chapter 14
Objectives:
 Discuss the benefits and limitations of induction training, on-the-job training and offthe-job training.
 Illustrate the difference between dismissal and redundancy
 Understand the reasons why downsizing might be necessary in some situations.
Key terms: induction, on-the-job, off-the-job, dismissal, redundancy, downsizing.
TOPICS AND SUBTOPICS FOR TERM1 EXAM WITH LEARNING OBJECTIVES
UNIT’S NAME: Internal and External Communication
Sub unit’s name: Why effective communication is important and the methods used to
achieve it.
Book reference: Cambridge Textbook Chapter 12
Objectives:
 Analyse effective communication and its importance to a businesses
 Discuss the benefits and drawbacks of different communication methods included
those based on Information Technology
 Recommend and justify which communication method to use in specific situations
 Explain how communication barriers arise and discuss the problems of ineffective
communication
Key terms: communication, barriers, effective, limitations
TOPICS AND SUBTOPICS FOR TERM1 EXAM WITH LEARNING OBJECTIVES
UNIT’S NAME: Marketing, competition and the customer
Sub unit’s name: The role of marketing, market changes.
Book reference: Cambridge Textbook Chapter 16
Objectives:
 Identify and satisfy customer’s needs.
 Discuss the ways to maintain customer loyalty and build customer relationships
 Explain the reasons why customer patterns may change and the importance of
identifying changing customer’s needs.
Key terms: Customer’s needs, loyalty, consumer, competition
TOPICS AND SUBTOPICS FOR TERM1 EXAM WITH LEARNING OBJECTIVES
UNIT’S NAME: Marketing, competition and the customer
Sub unit’s name: Concept of niche marketing and mass marketing
Book reference: Cambridge Textbook Chapter 16
Objectives:
 Identify the benefits and limitations of both niche and mass marketing strategies
 Explain the potential benefits of segmentation to a business
 Recommend and justify an appropriate method of segmentation in given circumstances
 Describe the uses of market research to a business
Key terms: niche marketing, mass marketing, segmentation, market research, primary
research, secondary research
TOPICS AND SUBTOPICS FOR TERM1 EXAM WITH LEARNING OBJECTIVES
UNIT’S NAME: Market Research, Marketing Mix
Sub unit’s name: The role of market research used, presentation and use of market
research results, Product.
Book reference: Cambridge Textbook Chapter 16, 17
Objectives:
Assess the factors influencing the accuracy of market research data
Analyse market research data shown in the form of graphs, charts and diagrams, draw
simple conclusions from such data
 Examine the costs and benefits of developing new products
 Discuss brand image and its impact on sales and customer loyalty
Key terms: Accuracy of information, market research data, developing new products, brand
image, customer loyalty
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TOPICS AND SUBTOPICS FOR TERM1 EXAM WITH LEARNING OBJECTIVES
UNIT’S NAME: Marketing Mix
Sub unit’s name: Product, Price
Book reference: Cambridge Textbook Chapter 19, 20
Objectives:

Identify the role of packaging

Describe the product life cycle: main stages and extension strategies; draw and
interpret a product life cycle diagram

Explain how stages of the product life cycle can influence marketing decisions, e.g.
promotion and pricing decisions

Examine pricing methods: cost plus, competitive, penetration, skimming and
promotional; their benefits and limitations

Recommend and justify an appropriate pricing method in given circumstances

Understand the significance of price elasticity: difference between price elastic
demand and price inelastic demand; importance of the concept in pricing decisions
Key terms: Packaging, product life cycle, extension strategies, marketing decisions, pricing
methods, price elasticity
TOPICS AND SUBTOPICS FOR TERM1 EXAM WITH LEARNING OBJECTIVES
UNIT’S NAME: Marketing Mix
Sub unit’s name: Place, Promotion
Book reference: Cambridge Textbook Chapter 21, 22
Objectives:

Understand distribution channels and explain the advantages and disadvantages of
different channels

Recommend and justify an appropriate distribution channel in given circumstances

Evaluate the aims of promotion and the different forms of promotion and how they
influence sales, e.g. advertising, sales promotion

Examine the importance of the marketing budget in making promotion decisions; need
for cost effectiveness in spending the marketing budget
Key terms: Distribution channels, promotion, marketing budget, cost effectiveness
TOPICS AND SUBTOPICS FOR TERM1 EXAM WITH LEARNING OBJECTIVES
UNIT’S NAME: Marketing Mix, Marketing Strategy
Sub unit’s name: Technology and the Marketing Mix, Justify marketing strategies
appropriate to a given situation, The nature and impact of legal controls related to
marketing
Book reference: Cambridge Textbook Chapter 22,
Objectives:

Define and explain the concept of e-commerce

Examine the opportunities and threats of e-commerce to business and consumers

Discuss the use of the internet and social networks for promotion

Examine the importance of different elements of the marketing mix in influencing
consumer decisions in given circumstances

Recommend and justify an appropriate marketing strategy in given circumstances

Discuss the impact of legal controls on marketing strategy, e.g. misleading promotion,
faulty and dangerous goods
Key terms: E-commerce, social networks, customer decisions, marketing strategy, legal
controls
TOPICS AND SUBTOPICS FOR TERM1 EXAM WITH LEARNING OBJECTIVES
UNIT’S NAME: Marketing Strategy
Sub unit’s name: The opportunities and problems of entering new markets abroad
Book reference: Cambridge Textbook Chapter 24
Objectives:

Understand the growth potential of new markets in other countries

Discuss the problems of entering foreign markets, e.g. cultural differences and lack of
knowledge

Examine the benefits and limitations of methods to overcome such problems, e.g. joint
ventures
Key terms: new markets, foreign markets, cultural differences, knowledge