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CAM Diploma in
Marketing Communications
Deepen your knowledge and be able to practically implement
marketing communications to meet your business objectives.
MARKETING DIPLOMA
Digital training partner
CAM PROFESSIONAL MARKETING QUALIFICATIONS
This syllabus applies for assessments
from December 2013 onwards.
UNITS INCLUDED:
MARKETING AND CONSUMER BEHAVIOUR (20 CREDITS)
ADVERTISING (10 CREDITS)
PUBLIC RELATIONS (10 CREDITS)
DIRECT MARKETING AND SALES PROMOTION (10 CREDITS)
INTEGRATED MEDIA (10 CREDITS)
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CAM DIPLOMA IN MARKETING COMMUNICATIONS
01
CAM PROFESSIONAL MARKETING QUALIFICATIONS
SYLLABUS UNIT 1
MARKETING AND
CONSUMER BEHAVIOUR
1.2 Explain the importance of the 1.5 Explain the importance of objectives
marketing planning process and and the influences on, and processes
where it fits into the corporate or for, setting objectives:
organisational planning framework: • Corporate missions.
• Developing basic marketing • Business objectives.
strategies to achieve SMART
marketing objectives. • Marketing objectives.
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CAM DIPLOMA IN MARKETING COMMUNICATIONS
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CAM PROFESSIONAL MARKETING QUALIFICATIONS
SYLLABUS UNIT 1
MARKETING AND
CONSUMER BEHAVIOUR
2.4 Outline the strengths and weaknesses • Encourage customer loyalty.
of various qualitative research • Support internal marketing within
methods including: the organisation.
• Depths interviews. • To differentiate, remind or reassure,
• Focus groups. inform and persuade – DRIP.
• The Delphi technique. 3.2 Explain the advantages and
• Observation research. disadvantages of the different
promotional tools and media
• Grounded theory.
available:
2.5 Outline the strengths and weaknesses • Advertising (TV, press, radio, out-
of various quantitative research of-home, cinema, digital).
methods including:
• Public relations (media relations,
• The omnibus and panel. events, web, social media, e-mail).
• Experimentation (hall tests, • Sales promotions (coupons,
placement). sampling, special offers, collective
• Databases. buying groups).
• Spread sheets and survey software. • Personal selling (face-to-face, KAM,
extranet, click to call back).
• Econometrics.
• Sponsorship (eg, sports, arts,
• Test versus control.
entertainment, causes).
Element 3: Communication, • Direct/digital marketing (search
advertising and media – the engine, e-mail, mobile, web, social
relationship with marketing media, affiliate).
(weighting 30%) 3.3 Explain how the elements of a
3.1 Define and explain the purpose of marketing communications plan
marketing communications in the link together using an appropriate
following situations: framework:
• To acquire new customers. • Contents of a plan (APIC, SOSTAC,
Marketing Communications
• To engage customers and
Planning Framework).
stakeholders.
• The importance of research data.
• Launch new products.
• How creative objectives are derived
• Support brands.
from communications objectives.
• Maintain (or increase) market share.
• Choosing appropriate tools –
• Develop retention levels. cost, credibility, communications
effectiveness and control.
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CAM DIPLOMA IN MARKETING COMMUNICATIONS
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CAM PROFESSIONAL MARKETING QUALIFICATIONS
SYLLABUS UNIT 1
MARKETING AND
CONSUMER BEHAVIOUR
3.10 Explain how marketing Element 4: Consumer behaviour
communications activities, media and (weighting 30%)
campaigns can be evaluated:
4.1 Demonstrate the fundamental
• Questioning and observation/ importance of ‘customers’ to all forms
physiological tests. of organisations:
• Quantitative and qualitative • Services.
methods.
• Not-for-profit (ie, charities).
• Pre-testing and post-testing.
• Third sector.
• Tracking studies.
• Public sector.
• Audience research (NRS, RAJAR,
BARB, Route). • Business-to-business.
• Consumer goods.
3.11 Explain how marketing
communications can be used to 4.2 Explain the difference between
support brands in the following consumer buyer behaviour and
situations: organisational buyer behaviour:
• Awareness building. • Emotional versus rational factors.
• Interest building. • Size of purchase.
• Loyalty building. • Relationships.
3.12 Identify the different classifications • Complexity.
of brands and explain how brand • Involvement.
strategy can be developed:
• Perceived risks.
• Line extension.
4.3 Explain the importance of various
• Brand stretching.
concepts in helping to understand
• Corporate branding. purchase, usage and disposal of
• Generic. products and services, and how
this knowledge helps develop
• Own-label. communications strategies:
• Multi-branding. • Attitudes.
• Perception.
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CAM DIPLOMA IN MARKETING COMMUNICATIONS
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CAM PROFESSIONAL MARKETING QUALIFICATIONS
SYLLABUS UNIT 1
MARKETING AND
CONSUMER BEHAVIOUR
• B2B: fast and slow-moving 5.4 Demonstrate an appreciation of
industrial goods. the need to monitor and control
• Direct versus indirect sales. marketing channel behaviour using
the following tools:
5.2 Explain the role of marketing • Financial indicators.
communication activities for use in
the marketing channel in order to: • Non-financial indicators.
• Motivate.
• Maintain trust.
• Resolve conflict.
• Reinforce commitment and build
satisfaction.
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CAM DIPLOMA IN MARKETING COMMUNICATIONS
• Plan strategies for creative and media • The currency of the brand.
execution. 1.3 Explain the relationship between
advertising and other elements of the
• Describe the controls on advertising,
communications mix:
social acceptability, legal controls and
voluntary constraints, and be able to • Public relations.
apply them to given advertisements. • Direct marketing.
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CAM PROFESSIONAL MARKETING QUALIFICATIONS
SYLLABUS UNIT 2
ADVERTISING
1.4 Explain the nature of the advertising 1.8 Explain how audience research
industry and the relationships enables the marketer, and their
between the key players: agencies, to better understand
• Client. consumer behaviour:
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CAM DIPLOMA IN MARKETING COMMUNICATIONS
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CAM PROFESSIONAL MARKETING QUALIFICATIONS
SYLLABUS UNIT 2
ADVERTISING
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CAM DIPLOMA IN MARKETING COMMUNICATIONS
3.5 Explain how advertising budget levels 4.4 Explain the structure and processes
are determined: of organisations that implement the
• Arbitrary. regulations and voluntary codes in
relation to advertising:
• Affordable.
• ASA – Advertising Standards
• Competitive parity. Authority.
• Percentage of sales. • CAP Code – code of non-broadcast
• Objective and task. advertising, sales promotion and
direct marketing.
Element 4: Legal aspects • BCAP Code for broadcast
(weighting 20%) advertising.
• OFCOM – the communications
4.1 Explain the main approaches to
regulator (UK).
advertising control:
• CLEARCAST – TV Advertising
• Marketing ethics.
clearance.
• Self-regulation.
• RACC – Radio Advertising
• Legislation. clearance.
4.2 Explain the justification for both legal
and voluntary controls of advertising.
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CAM PROFESSIONAL MARKETING QUALIFICATIONS
The aim of this unit is to provide candidates • Explain the various media channels
with an understanding of the role that (traditional and digital) available to a PR
public relations (PR) play in: practitioner and how these channels can
be used to communicate effectively with
• Developing, enhancing, defending the media.
and promoting an organisation’s, or an
individual’s, reputation. • Suggest appropriate PR action in relation
to specific scenarios, including the ability
• Supporting employee communications. to define publics, and provide advice on
timing and costing for plans.
• Assisting transactions, commercial or
otherwise, of an organisation. • Illustrate the relevance of techniques
for other allied disciplines, such as
The unit will encourage candidates
psychology, neuroscience and advertising
to assess the range of stakeholder
that are being adopted and applied by
relationships that public relations
the modern PR practitioner.
practitioners need to develop and sustain,
and examine the various techniques
available, including classic and social media,
KNOWLEDGE AND SKILL
for transmitting messages.
REQUIREMENTS
It will also provide knowledge of the Element 1: Definitions, concepts and
organisational and professional context in contexts (weighting 20%)
which people working full-time in public
relations. 1.1 Explain contemporary definitions of
the following:
Overarching learning outcomes
• PR: CIPR, PRCA, PRSA.
On successful completion of this unit, • Reputation.
candidates will be able to:
• Stakeholder management and
• Discuss the various definitions of public engagement.
relations and the varying ways in which
• Social media.
PR is practised in both a consultancy and
in-house context. • Propaganda and spin.
• Demonstrate the ways in which self- 1.2 Discuss the role that public relations
regulation, legal frameworks and play in defending and promoting an
professional ethics apply to the practice organisation’s reputation:
of PR. • Commercial.
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CAM DIPLOMA IN MARKETING COMMUNICATIONS
1.3 Analyse the ways in which PR 1.7 Explain the relevance of key
compliments and interacts with other marketing concepts to PR:
elements of the communication and • Reputation.
marketing mixes in the context of the
organisation as a whole: • Influence.
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CAM PROFESSIONAL MARKETING QUALIFICATIONS
SYLLABUS UNIT 3
PUBLIC RELATIONS
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CAM DIPLOMA IN MARKETING COMMUNICATIONS
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CAM PROFESSIONAL MARKETING QUALIFICATIONS
SYLLABUS UNIT 3
PUBLIC RELATIONS
• Tactics. • Freelancer/contractor.
• Timetable. • Secondee.
5.1 Assess the various structures for 5.4 Explain the process by which a
organising in-house and consultancy consultancy is appointed:
teams in terms of building client • Brief.
relationships:
• Long list.
• Discipline.
• Credentials.
• Profit centre.
• Short list.
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CAM DIPLOMA IN MARKETING COMMUNICATIONS
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CAM PROFESSIONAL MARKETING QUALIFICATIONS
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CAM DIPLOMA IN MARKETING COMMUNICATIONS
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CAM PROFESSIONAL MARKETING QUALIFICATIONS
SYLLABUS UNIT 4
DIRECT MARKETING AND
SALES PROMOTION
• Processing data – formatting, • Encourage brand switching.
validation, de-duplication. • Raise awareness.
• Updating, cleansing and • Stimulate demand.
maintaining data.
• Reinforcing brand loyalty (loyalty
2.3 Enhance data to serve the purposes schemes).
of direct marketing:
3.2 Identify the effect of sales promotion
• Data mining. on brands and branding:
• Data warehousing. • Price promotions can devalue the
• Data marts. brand.
• List brokers. • Failure of sales promotion can
• Lifestyle databases, eg Acorn, damage brand equity.
Mosaic. • Sales promotions good for trial.
2.4 Evaluate the use of mailing and • Not suitable for brand building if
e-mailing lists in B2B and B2C direct used as a one of tactic but effective
marketing communications: if used strategically.
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CAM DIPLOMA IN MARKETING COMMUNICATIONS
3.4 Identify the key issues for 3.7 Explain the challenges of sales
consideration when designing promotion in international markets:
merchandising in specific situations: • Standardisation, adaptation,
• Cost. localisation.
• Legal and regulatory environment. • Culture – influence of religion,
• Selection and sourcing of cultural norms, protocols.
merchandise. • Language and symbols.
• POS. • Availability and level of technology.
• Suitability of/for brands and retail • Ensuring consistency of key
outlets. messages.
3.5 Describe the relationship between • Availability of media.
organisations operating in the sales • Legal and regulatory constraints.
promotions market:
• Professional bodies – ASA, ISMM, Element 4: Planning campaigns
IPM, CAM. (weighting 30%)
• Suppliers – benchmarking and
4.1 Explain the difference between
evaluating in relation to sourcing of
marketing and direct marketing and
premiums and prizes.
sales promotion objectives:
• Types of sales promotion agency.
• Marketing – profit, sales/revenue,
• Agency selection – short listing market share, ethical and social
criteria, pitching, selection criteria. responsibility.
3.6 Use marketing research to plan, • Direct marketing – general,
manage and control sales promotion acquisition led, retention led, brand
activities more effectively: related.
• Descriptive v. comparative v. • Sales promotion – trial, short term
diagnostic role of information. sales, retention.
• Qualitative methods – focus groups, • Corporate v. operational.
depth interviews, observation. • SMART objectives – specific,
• Quantitative methods – face to measurable, achievable, realistic,
face surveys, telephone interviews, timebound.
online surveys, omnibus surveys.
4.2 Explain the role of campaign
• Concept testing. management in delivering objectives:
• Profiling customers. • Situation analysis – research and
insight.
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CAM PROFESSIONAL MARKETING QUALIFICATIONS
SYLLABUS UNIT 4
DIRECT MARKETING AND
SALES PROMOTION
• Objective setting. • Layout.
• Strategy formulation – what is the • Role of envelope and letter.
big idea? How to develop wining • Originality.
propositions, strategies for new and
existing customers. • Skills and techniques of persuasive
writing.
• Implementing the campaign plan.
• Role of design.
• The use of technology to
understand the effectiveness of the 4.5 Describe the nature of customer
campaign. loyalty explaining the role of CRM in
this process:
• Role of fulfilment service.
• Benefits of customer retention.
• Budgeting.
• Implications of lapsed customers,
• Measurement – key tools and
customer defection.
metrics.
• Relationship management in B2C
4.3 Outline the relative strengths and and B2B.
weaknesses of a range of media
options for both direct marketing and • Levels of customer loyalty.
sales promotions: • Role of technology in enhancing/
• Broadcast media – TV, radio. undermining relationships and
effect on retention.
• Print media – newspapers,
billboards, magazines. • Components of loyalty schemes.
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CAM DIPLOMA IN MARKETING COMMUNICATIONS
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CAM PROFESSIONAL MARKETING QUALIFICATIONS
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CAM DIPLOMA IN MARKETING COMMUNICATIONS
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CAM PROFESSIONAL MARKETING QUALIFICATIONS
SYLLABUS UNIT 5
INTEGRATED MEDIA
• Liaison with other agencies. 2.3 Explain the process for establishing
• Reporting to client. media objectives:
• Follow on from clear marketing and
1.10 Describe the structure of media then communications objectives.
planning and media buying agencies:
• Consider target audience(s).
• Planners.
• Buyers. 2.4 Detail the process for establishing
media strategy:
• Analysts.
• Consideration of target audience.
• Client services.
• Consideration of the brand.
Element 2: Planning process and • When to advertise (media
techniques (weighting 30%) schedules).
• What media channels to select.
2.1 Assess the strengths and weaknesses
of various media in meeting • Key performance indicators (KPIs)
corporate, marketing and marketing – eg share of voice, awareness,
communications objectives: online searches, click-through rate,
conversion rate.
• TV.
2.5 Describe target audiences in such a
• Radio.
way that they are meaningful for the
• Cinema. organisation and practical for media
• Outdoor. planning purposes, considering:
• Print. • Demographics.
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CAM DIPLOMA IN MARKETING COMMUNICATIONS
• How the media used can be ‘the • Digital media planning tools (eg
message’ itself. Google Ad Planner), Google Trends,
Keyword tools.
2.7 Identify and explain the different
processes and time frames for 3.3 Explain how different media and
producing advertisements: channels are purchased:
• Conventional media. • B2C.
• Digital media including display, - TV.
search and social media. - Radio.
• Support literature: point of sale, - Cinema.
brochures, collateral.
- Outdoor.
2.8 Structure a media plan:
- Print.
• Scheduling alternatives (continuity,
- Digital.
flight, pulse, etc).
• B2B.
Element 3: Media buying
- TV.
(weighting 30%)
- Radio.
3.1 Explain the attributes and costs of - Cinema.
media relevant to making media
- Outdoor.
planning decisions:
- Print.
• GRPs.
- Digital.
• Added value.
• Suitability for the target audience 3.4 Understanding of various media
and the brand. concepts:
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CAM PROFESSIONAL MARKETING QUALIFICATIONS
SYLLABUS UNIT 5
INTEGRATED MEDIA
3.5 Explain the different requirements for 4.2 Determine the optimum methods of
broadcast, non-broadcast and digital evaluation for any given campaign:
media: • Brand awareness.
• Coverage. • Recall.
• Message life. • Comprehension.
• Formats – sight, sound, movement. • Action.
• Costs. • Sales.
• Impact. • Attitude change.
• Involvement of audience. • Changes in consumer repertoires.
• Transportability. • Share of voice and share of market.
• Targeting ability. • Multi-channel attribution models.
• Information content. • Digital KPIs: eg click-through rate
• Measurement. (CTR), unique visitors, conversion to
• Security. sale.
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CAM DIPLOMA IN MARKETING COMMUNICATIONS
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