Thabiso Consulting / Inbekom Management Institute
Fundamentals of Business and Management
Page 1
Fundamentals of Business and Management
SECTION 1
BUSINESS MANAGEMENT AND DEVELOPMENT
SECTION 2
MARKETING
MODULE 1: BUSINESS MANAGEMENT
Definition of Management
Functions of Management
Levels of Management
Tensions in Management Education
What makes a Successful Manager?
 What is Success?
 Types of Goals
 What Prevents Success?
 What then are the secrets of a successful manager?
 How do you get the Energy?
 Leading
 What motivates people?
 Controlling
 Organising
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MODULE 2: BUSINESS DEVELOPMENT & PLANNING
 Business/Idea Assessment
 Is the idea right for you or your organisation?
 Is the idea right for the market?
 MOLEST
 Planning
 What is Planning?
 The nature of Planning
 Types of Plans
 The Planning Process
 The Nature of Objectives
 Guidelines for Objective/Goal Setting
 Selecting a business Structure
 Raising Finances
 How much Money?
 Sources of Finance
MODULE 1: THE MARKETING PLAN
 PART 1: OBJECTIVES AND STRATEGY
 Marketing and the Marketing Concept
 Customer Orientation
 Integration
 Long term Profitability
 The Game Plan
 Conceptual Steps
 PART 2: TACTICS AND EVALUATION
 How to Play the Game and Evaluate the Results
MODULE 2: MARKET RESEARCH
 Role and Questions
 Market Research Defined
 The Role of Market Research
 Questions
 Research Techniques
 Research Steps
 Basic Versus Advanced Techniques
MODULE 3: SALES AND DISTRIBUTION
 Introduction to Sales and Distribution
 The Sales Process
 Preparation
 Prospecting
 Initial Contact
 Presentation
 Objections
 Closing
 Add-Ons
 Follow-Up
 Sales Environments
 Retail Sales
 Outside Sales
 Wholesale Sales
 Telephone Sales
 Distribution Channels
 Retailers
 Wholesalers/Distributors
 Agents/Brokers
 Sales Force
 Independent Sales Agents
 Networking
 Distribution Intensity
MODULE 4: PROMOTION
 What is Promotion?
 Advertising
 Advertising Media
 Newspapers
 Magazines
 Trade Journals
 Yellow Pages
 Direct Mail
 Radio
 Television
 Outdoor
 Other
 Sales Promotion and Publicity
 Marketing Communications
© Copyright UniSchool 2001
Thabiso Consulting / Inbekom Management Institute
Fundamentals of Business and Management
Page 2
 Why do you need a Business Identity?
 Elements of a Business Identity
Wholesalers/Distributors
Agents/Brokers
Sales Force
Independent Sales Agents
Networking
Distribution Intensity
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MODULE 5: PRODUCT & PRICE
 Classification of Products
 Branding and Packaging
 Product Life Cycle
 Introduction Stage
 Growth Stage
 Maturity Stage
 Decline Stage
 Price Strategy
 Determining service rate/price
 Determining product price
 Determining retail price
 Break-Even Analysis and Specialty Pricing
SECTION 3
ACCOUNTING AND FINANCE
SECTION 4
OPERATIONS & ADMINISTRATION
MODULE 1: AN INTRODUCTION TO ACCOUNTING
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The Need for Accounting Information
 The Business Owner
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Is the Business Profitable?
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Sales/Marketing
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Production/Purchasing
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Personnel
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Administration
 Characteristics of Accounting Information
 Bookkeeping Principles
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The Double Entry System
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The Concept of Debit and Credit
 Suppliers of Accounting Information
 Keeping accurate Records
MODULE 2: PRINCIPLES OF ACCOUNTING
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The Flow of Accounting Information
 Source Documents
 Books of Prime Entry
 The General Ledger
 Subsidiary Ledgers
 The Trail Balance
Financial Statements
 Concepts
 The Income Statement
 Gross Profit Calculation
 Net Profit
 Retained income
 The Structure of an Income Statement
 Depreciation
 The Balance Sheet
 Assets
 Liabilities
 Owners Equity
 The Structure of the Balance Sheet
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Source of Funds or Capital Employed
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Use of Funds or Employment of Capital
MODULE 1: CUSTOMER SERVICE
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The one Key Ingredient
Customer Service and the Customer Contact Zone
 The Telephone
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Answering the Telephone
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The “I’ll transfer you” syndrome
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The Parrot Problem
 Requests for Information
 Handling Problems and Complaints
Customer Service and Your Business
 Enquiries
 Ordering
 Production
 Delivery
 Payment
Listen and Talk
MODULE 2: PURCHASING
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Definition of Purchasing
 The Objective of Purchasing
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Correct Price
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Correct Quality
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Correct Timing

Correct Quantity
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Correct Suppliers

Correct Terms
The Purchasing Cycle
 Recognise, Define and Describe the Need
 Transmit the Need
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Standard Purchase Requisition
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Traveling Purchase Requisition Form
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Bill of Materials
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Materials Requirement Planning (MRP)
 Investigate and Select Suppliers
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Request for Information
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Request for Quotation
 Determine Price Procedures
 Placing a Purchase Order
 Keep a Record of the Purchase Order
 Follow up on the Purchase Orders
 Inspect the Goods
© Copyright UniSchool 2001
Thabiso Consulting / Inbekom Management Institute
Fundamentals of Business and Management
Page 3
MODULE 3: ANALYSIS AND INTERPRETATION OF
FINANCIAL STATEMENTS
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The need for Financial Analysis and Interpretation
 Financial Analysis
 Interpretation
Financial Ratios
Analysis & Interpretation
 Efficiency
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Stock Turnover Ratio
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Debtors Collection Period
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Creditors Payment Period
 Liquidity
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Current Ratio

Acid Test Ratio
 Profitability
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Return of Equity (ROE)
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Return on Investment (ROI)
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Gross Profit Percentage
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Net Profit percentage
 Investment
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Dividend Yield
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Dividend Cover
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Earning per Share
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Price Earnings Ratio
Strengths and Weaknesses
MODULE 4: CASH FLOW MANAGEMENT
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The Need for Cash Flow Management
 Accounting Profit vs Cash Flow
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Accrual Method
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Capital and Revenue Expenditure
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Depreciation and other Provisions
Cash Flow Problems and Solutions
 Causes and suggested Preventative Measures
 Other Preventative Measures
 Coping with a negative Cash Flow
Principles of Banking
 Choosing your Bank
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Interest Rates & Service Charges
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Overdraft Policies
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Financial Advice
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Personal Relationship
 Preparing the Bank Reconciliation
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Outstanding and Dishonoured Cheques
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Outstanding Deposits and Dishonoured
Payments
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Outstanding Transfers
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Bank Charges
The Cash Flow Statement
 Need for a Cash Flow Statement
 Components of the Cash Flow Statement
 Preparation of the Cash Flow Statement
Budgeting
 Budget Components
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Determine Business Objectives

Sales
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Staffing
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Expenses

Equipment
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Materials & Supplies
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Compilation of Organisational Budget
 Budget Administration
 Characteristics
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 Pay for the Shipment
Purchasing Policies
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Ethical Purchasing Behavior
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Making versus Buying
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Advantages of Making the Parts Yourself
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Advantages of Buying the Parts
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Purchase Discounts
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Determining Supply Sources
MODULE 3: INVENTORY MANAGEMENT
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Definition of Inventory
 All Operations Keep Inventories
 Why Inventory Exists
 Types of Inventory
Inventory Management
 The Costs of Placing an Order
 Price Discounts
 Stock-Out Costs
 Working Capital Costs
 Storage Costs
 Obsolescence Costs
Inventory Management Methods
 Maximum/Minimum Inventory Management
System
 Just-in-Time Inventory Management System (JIT)
Inventory Management – A Balancing Act
Inventory Tracking
Turnover Ratio
Valuing Inventories
 FIFO (First-In-first-Out)
 LIFO (Last-In-First-Out)
MODULE 4: PROCEDURES
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Introduction to Procedures
Purpose and Importance
The Importance of Written Procedures
How to Establish Procedures
Productivity and Performance
Check Lists
Production Records
MODULE 5: INSURANCE
Definition of Insurance
Types of Coverage
 Vehicle Insurance
 Liability Insurance
 Fir Insurance
 Workers’ Compensation Insurance
 Public Liability Insurance
 Crime Insurance
 Special Coverage
 Life Insurance
 Crime Insurance
 Whole Life Insurance
 Other types of insurance
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Group Life Insurance
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Retirement/Pension Plan Insurance
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Credit Life Insurance
 Health Insurance
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Hospital Expense Insurance
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Surgical Expense Insurance
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Physician’s Expense Insurance
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Comprehensive Medical Insurance

Disability Insurance
© Copyright UniSchool 2001
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Thabiso Consulting / Inbekom Management Institute
Fundamentals of Business and Management
Page 4
Selecting an Appropriate Insurance Broker
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MODULE 6: EQUIPMENT AND COMPUTERS IN
BUSINESS
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Equipment
Computerisation Issues
 Reasons for Considering Computerisation
Critical Computerisation Questions
Computer Acquisition
Computer Literacy
 Defining Computer Literacy
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Awareness
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Knowledge

Computer Hardware
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Input
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Processing

Output

Computer Software

The Operating System
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Application Programs
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Programming Languages

Interaction

Reality
MODULE 7: FILING AND RECORD KEEPING
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Wild about Paperwork
Filing Systems
The Computer and Record Keeping
 What is a Database?
Database Terminology
 The Parts of a Database
MODULE 8: LEGAL ISSUES
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Legal Considerations of Business
Avoiding Legal Problems
Definition of a Contract
 Examples of Business Contracts
Further Legal Issues
 Patents
 Copyright
 Trademarks
MODULE 9: PERSONNEL
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The one Key Ingredient
Recruitment
 Job Analysis
 Job Description
 Job Specifications
 Recruitment Sources
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Internal Sources
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External Sources
The Recruitment Procedure
The Selection Process
Hiring and How to Keep Good Employees
Personnel Policy Manual
Termination of Employment
© Copyright UniSchool 2001