CERTIFICATE IN BUSINESS
MANAGEMENT COURSE OUTLINES
Document Created by: Sivashankar Santhanam
NQF LEVEL 3 CERTIFICATE IN BUSINESS MANAGEMENT COURSE
OUTLINE
Entry Requirements
Trainees will be required to have:
1. Schooling requirements;
O level qualification or Botswana General Certificate of Secondary Education (BGCSE)
Certificate
2. Work experience;
Of at least two years
UNIT 1 INTRODUDCTION TO BUSINESS
UNIT TITTLE: INTRODUCTION TO BUSINESS
LEVEL 3
Learning Outcomes and Indicative Content:
Candidates will be able to:
1. Understand and describe the nature and purpose of business in
terms of what businesses do, what resources they need and who
they are accountable to
1.1 Explain the needs of different stakeholders in a business;
owners/shareholders, customers, employees, management,
suppliers, creditors and government
1.2 Describe the inputs required by a business; labour, suppliers,
finance, land, management skills
1.3 Describe accountability; owners/shareholders and other
Stakeholders
2. Describe the structure and classification of business
2.1 Classify businesses by sector; primary, secondary, tertiary
2.2 Describe advantages and disadvantages of different forms of
legal structure; sole trader, partnership, franchise, private limited
UNIT CODE: IM
DURATION: 10 DAYS
company, public limited company
2.3 Describe the difference between the private sector and the public
sector in terms of ownership and objectives
3. Understand the different objectives that exist in a business and
appreciate the different stakeholder perspectives
3.1 Define and understand the terms corporate aims, corporate
objectives and corporate strategy
3.2 Describe how objectives might change through the life of a
business; survival, break-even, growth, profit maximisation,
market share, diversification
3.3 Describe the different objectives of the various stakeholders,
including government, and how they might conflict
3.4 Explain how stakeholder objectives might affect the behaviour
and decisions of a business
4. Understand how the external environment creates opportunities
and threats for a business
4.1 Describe the effect on businesses of changes in external factors;
interest rates, exchange rates, inflation, unemployment, the
business cycle, government legislation, technology
4.2 Explain how firms can use PEST (political, economic, social and
technological influences) analysis as part of a business strategy.
4.3 Understand and describe other influences on business activity;
environmental, cultural, moral and ethical
5. Understand the factors that influence the scale of production, the
location of production and the choice between different types of
production process
5.1 Describe the process and its associated advantages and
disadvantages; job, batch, flow, lean and cell
5.2 Describe the factors that influence the location of a business;
availability of land, labour, closeness to market, transport routes,
government grants, planning permission and environmental
factors
5.3 Explain and give examples of economies and diseconomies of
scale
6. Explain the need for, and describe the means of, achieving control
over quality and stock levels in production
6.1 Explain the importance of quality and its impact on the business
6.2 Describe different approaches to achieving quality; self-checking
versus inspection, TQM (Total Quality Management),
benchmarking, continuous improvement (kaizen)
6.3 Explain the costs and benefits of holding stock
6.4 Outline the benefits and problems associated with the JIT (Just In
Time) system of stock management
7. Understand and describe the marketing process in terms of
identifying, targeting and satisfying customers
7.1 Explain marketing strategy in terms of company objectives,
available resources and market possibilities
7.2 Describe various methods of market research; primary and
Secondary
7.3 Explain how a market for a product can be segmented e.g.
clothes, vehicles, holidays etc
8. Understand and explain marketing strategy and marketing planning
8.1 Define and explain the importance of the marketing process.
8.2 Explain the marketing mix (4 Ps) as part of a marketing plan.
8.3 Illustrate with a diagram and to explain the product life cycle.
8.4 Explain how the marketing mix might change at different points of
the product life cycle
8.5 Define marketing terms; niche market, mass market, USP (Unique
Selling Point)
9. Understand the purpose of and describe the main accounting terms
and statements
9.1 Define and describe basic accounting terms; fixed costs, variable
costs, revenue, profit, break-even, working capital
9.2 Explain the purpose of budgets and cash flow forecasts;
advantages and disadvantages
9.3 Explain the role, purpose and limitations of final accounts; balance
sheet and profit and loss statement
9.4 Explain the use of ratios to analyse business performance;
gearing, current ratio and Return on Capital Employed (ROCE) in
relation to risk, liquidity and profitability
10. Describe and explain relevant sources of finance for different
business purposes
10.1 Identify short term, medium term and long term sources of finance
10.2 Select appropriate source of finance to match a business need
e.g. overdraft for temporary expansion of stock levels
10.3 Explain the relative benefits and drawbacks of each type of
Finance
11. Understand the importance of human resources to an organisation
and explain the need for human resource planning
11.1 Explain the relationship between organisational objectives and
human resources
11.2 Describe workforce planning in action; recruitment, selection,
induction and training
11.3 Define and give equation for labour turnover
12. Understand motivation in theory and in practice
12.1 Outline principal theories; Taylor, Mayo, Maslow and Herzberg
12.2 Describe and explain the benefits of motivation in practice;
job enrichment, job enlargement, empowerment, team working
12.3 Financial incentives - describe the benefits and drawbacks of
different means of remuneration; piecework, time-based wage,
salary, commission, profit sharing, share ownership, fringe
benefits
Assessment Criteria:
• Assessment method: written examination
• Length of examination: three hours
• Candidates should answer four questions from a choice of eight, each
question carrying equal marks
Recommended Reading
ABE, ABE Study Manual – Introduction to Business, ABE
Marcouse I, Martin B, Surridge M, Wall N – Business Studies (2003), Hodder
and Stoughton
ISBN: 0340811102
Barrat M, Mottershead A – Business Studies: Student’s Book (2000),
Longman
ISBN: 058240575
UNIT 1 INTRODUCTION TO QUANTITATIVE METHODS
UNIT TITTLE: INTRODUCTION TO QUANTITATIVE METHODS
LEVEL 3
Learning Outcomes and Indicative Content:
Candidates will be able to:
1. Demonstrate the rules of numeracy
1.1 Apply the four rules to whole numbers, fractions and decimals
1.2 Express numbers in standard form
1.3 Multiply and divide negative numbers
2. Apply calculations
2.1 Compare numbers using ratios, proportions and percentages;
2.2 Obtain values for simple financial transactions involving
purchases, wages, taxation, discounts
2.3 Determine values for simple and compound interest
Depreciation
2.4 Convert foreign currency
2.5 Make calculations using a scientific calculator including roots
and powers; logarithms and exponential values
2.6 Evaluate terms involving a sequence of operations and use of
Brackets
2.7 Interpret, transpose and evaluate formulae
2.8 Approximate data using rounding, significant figures
2. Use algebraic methods
3.1 Solve linear and simultaneous equations
UNIT CODE: IQM
DURATION: 10 DAYS
3.2 Solve quadratic equations using factorisation and formulae
3.3 Solve equations using roots or logarithms
3.4 Determine the equation of a straight line through two points and
also when given one point and its gradient
3.5 Determine the gradient and intercepts on the x or y axes for a
straight line
3. Construct and use: graphs, charts and diagrams
4.1 Draw charts and diagrams derived from tabular data: eg bar
charts, pie charts, scatter diagrams
4.2 Plot graphs, applying general rules and principles of graphical
construction including axes, choice of scale and zero
4.3 Plot and interpret mathematical graphs for simple linear,
quadratic, exponential and logarithmic equations
4.4 Identify points of importance on graphs eg maximum, minimum
and where they cut co-ordinate axes
UNIT 1 INTRODUCTION TO ACCOUNTING
UNIT TITTLE: INTRODUCTION TO ACCOUNTING
LEVEL 3
UNIT CODE: IA
DURATION: 10 DAYS
Learning Outcomes and Indicative Content:
Candidates will be able to:
1. Describe and explain briefly the nature and scope of accounting
1.1 Briefly explain and describe the purpose of financial and
management accounting
1.2 Briefly explain and describe who are the different users of
financial information
1.3 Explain and describe the essential differences between a sole
trader, a partnership and a limited company
1.4 Briefly explain and describe the role and the function of
accounting concepts, standards and principles and Statements
of Standard Accounting Practice (S.S.A.P.’s) and Financial
Reporting Standards (FRS’s)
2. Describe, explain and accurately reflect double entry bookkeeping
principles and adjustments from books of original entry such as
day books to the trial balance stage
2.1 Explain, describe and accurately reflect bookkeeping entries
and adjustments in the books of a business
2.2 Explain, describe and accurately reflect the bookkeeping entries
necessary to complete a two or a three column cash book
2.3 Accurately prepare control accounts and suspense accounts
including any necessary adjustments
2.4 Accurately prepare a trial balance that reflects, as appropriate,
any necessary adjustments in the books of a business
3. Prepare a set of final annual accounts, including any appropriate
adjustments needed, for a sole trader, a partnership and a limited
company
3.1 Explain, describe and accurately prepare a trading account for a
sole trader, a partnership and a limited company
3.2 Explain, describe and accurately prepare a profit and loss
account for a sole trader, a partnership and a limited company
3.3 Explain, describe and accurately prepare an appropriation
account for a partnership and a limited company
3.4 Explain, describe and accurately prepare a balance sheet for a
sole trader, a partnership and a limited company
4. Understand the need for and complete accurately a cash flow
Statement
4.1 Outline and describe the requirements for a cash flow statement
4.2 Complete accurately a cash flow statement (under the
requirements of FRS 1) using either the direct (ie cash) method
or the indirect (ie accruals) method
4.3 Understand and describe the uses of a cash flow statement
5. Undertake some financial ratio analysis of a company’s accounts
and make reasoned judgements and comments on company
performance based on their figures
5.1 Accurately calculate a range of financial and accounting ratios
principally the following: return on capital employed (ROCE);
gross profit and net profit to sales ratio; asset turnover; working
capital ratio, acid test ratio; debtor days; creditor days; capital
gearing ratio
5.2 Describe and explain accurately the results of any ratio
Calculations
6. Describe, explain and calculate accurately different elements of
Costs
6.1 Describe and explain the nature, purpose and objectives of cost
and management accounting
6.2 Describe, explain and understand the following cost terms;
direct and indirect cost; overhead cost, fixed and variable cost
7. Describe, explain and calculate labour and material costs
7.1 Calculate material costs using the following three methods of
material (stock) valuation:
FIFO (first in first out); LIFO (last in first out); AVCO (average
cost)
7.2 Calculate labour costs, given a range of figures on wage and
payroll rates and labour hours
8. Describe and explain the essential concepts and principles of
break-even analysis and undertake calculations accurately to
demonstrate their overall understanding and knowledge
8.1 Describe and explain the essential concepts and principles of
the break-even point and break-even analysis
8.2 Use the concepts of break-even analysis to calculate the breakeven
point for a given level of profit and accurately account for
changes in either the fixed or variable cost level
9. Describe and explain the concepts and principles of budgeting
and the essential factors behind budgetary control
9.1 Describe and explain the main purposes and benefits of budgets
to a business
9.2 Describe and explain the different timescales for budgets and
the main steps in the preparation of a budget
9.3 Describe and explain the different styles and types of budgets
9.4 Accurately prepare a budget from a given set of simple figures
Assessment Criteria:
• Assessment method: written examination
• Length of examination: three hours
• Candidates should answer four questions from a choice of eight, each
question carrying equal marks
Recommended Reading
ABE, ABE Study Manual – Introduction to Accounting, ABE
Wood F, Sangster A – Business Accounting 1 (2005), Pearson Higher
Education
ISBN: 0273681494
UNIT 1 INTRODUCTION TO ACCOUNTING
UNIT TITTLE: INTRODUCTION TO BUSINESS COMMUNICATION
LEVEL 3
UNIT CODE: IBC
DURATION DAY: 10 DAYS
Learning Outcomes and Indicative Content:
Candidates will be able to:
1. Explain the principles which govern the transmission of information
in business situations
1.1 Describe the purposes of communication: to inform, instruct,
persuade, request, clarify, co-operate, buy and sell, advertise, etc
1.2 Explain the use of medium appropriate to a situation (e.g.
telephone, face to face, fax, email, letter, memo etc) and why likely
to be the most effective and most suited to the purpose
1.3 Explain how business relationships affect communication
2. Compose all common types of written communication in a clear,
complete and correct way, with attention to presentation and
neatness
2.1 Compose business letters, properly laid out with correct “top and
tail” in blocked or semi-blocked format, using a tone appropriate to
the purpose, written in legible handwriting
2.1.1 Letters of appreciation or complaint
2.1.2 Letters asking for assistance (e.g. in providing conference facilities)
or giving confirmation of an arrangement
2.1.3 Letters applying for a job, offering a job or responding to a job offer
2.1.4 Letters offering or declining the offer of a service
2.1.5 Letters accepting or declining an offer or invitation
2.1.6 Letters clarifying or explaining a situation
2.2 Prepare reports, their structure and content
2.3 Prepare memos, their purpose and layout, benefits and drawbacks
2.4 Prepare notices
2.5 Prepare simple advertisements and publicity material including
flyers and press releases
2.6 Prepare a curriculum vitae
3.0 Describe the principles of communicating orally in an effective way
3.1 Describe the use of the telephone
3.1.1 Making a call
3.1.2 Answering the telephone
3.1.3 Dealing with customers by telephone, including necessary personal
qualities, e.g. politeness, patience, organisation, tone of voice, etc
3.1.3 Using the telephone to deal with urgent and/or personal matters
3.2 Describe face to face communication, both formal and informal
3.3 Describe how to give a talk, a speech or a briefing
4. Explain how non-verbal signals can help or hinder communication
4.1 Explain the importance of personal appearance and grooming
4.2 Body language
4.2.1 Posture;
4.2.2 Eye contact;
4.2.3 Facial expressions;
4.2.4 Use of gestures and body movement;
4.2.5 Personal space;
5. Describe common barriers to successful communication and explain
how to overcome them, including:
5.1 Incomplete information, lack of clarity
5.2 Poor listening / decoding skills, lack of concentration
5.3 Noise (technical and psychological)
5.4 Differences of gender, language, culture, status, age, time zones
5.5 Preconceptions, stereotyping and unclarified assumptions
5.6 Inappropriate channels or media
5.7 Inappropriate language or vocabulary
5.8 Wrong time or place
5.9 Hostile or negative attitude
5.10 Lack of preparation and/or insufficient time to assimilate
6. Summarise effectively simple business documents and show an
understanding of their content
6.1 Selection of material
6.2 Use of an original vocabulary
6.3 Clarity and accuracy of the summary
6.4 Adherence to word limit
6.5 Fitness for purpose
9 Describe formal and informal communications structures in
business contexts and explain why, and how, they operate
9.1 Vertical downwards
9.2 Vertical upwards
9.3 Horizontal
9.4 Diagonal
9.5 Grapevine
9.6 The communications cycle from sender to receiver and back to
Sender
9.7 Communications models: chain, circle, wheel, star; their benefits
and drawbacks
10 Explain the meaning of common business and communications
terms, and also their uses, benefits and drawbacks
10.1 Describe IT terms, e.g.: WAP, LAN, interface, firewall, RAM,
screensaver, MMS, etc
10.2 Describe commercial terms, e.g.: tariffs, embargo, multinational,
conglomerate, etc
10.3 Describe external market terms, e.g.: target market, research
data, circular letter, etc
10.4 Describe terms related to people, e.g.: entrepreneur, CEO, HR,
sole trader, etc
Assessment Criteria:
• Assessment method: written examination
• Length of examination: three hours
• Candidates should answer four questions from a choice of eight, each
question carrying equal marks
Recommended Reading
ABE, ABE Study Manual – Introduction to Business Communication, ABE
Jack Shaw (ABE Examiner), Introduction to Business Communication: The
Essential Handbook for Students (2007). Published and distributed by
jacademia: www.jacademia.co.uk