BOOK
BTEC First Business Student Book
Carol Carysforth | Mike Neild | Karen Glencross | Lisa Chandler-Corris
(2017)
Additional Information
Book Details
Abstract
Resources designed to support learners of the new next generation BTEC First in Business specification*.
- Covers three mandatory units and a wide selection of optional units.
- Each unit of the Student Book is presented in topics to ensure the content is accessible and engaging for learners.
- Covers all the underpinning knowledge and understanding needed at level 2 to ensure that learners are fully prepared for this course.
- Activities in each unit provide support and clear direction for learners and can be used in the classroom or for independent work.
- New Assessment Zone guides learners through both internal and external assessment.
- Practice assignments and assessment guidance will help learners to achieve their potential in internally assessed units.
* From 2012, Pearson’s BTEC First qualifications have been under re-development, so schools and colleges could be teaching the existing 2010 specification or the new next generation 2012-2013 specification. There are different Student Books to support each specification. If learners are unsure, they should check with their teacher or tutor.
Table of Contents
| Section Title | Page | Action | Price |
|---|---|---|---|
| Cover | Cover | ||
| Contents | iii | ||
| About this book | v | ||
| How to use this book | vi | ||
| Study skills | x | ||
| Unit 1: Enterprise in the Business World | 2 | ||
| A1: Finding information | 6 | ||
| Sources of information | 6 | ||
| Reliability of sources | 7 | ||
| A2: Factors to consider in the current business environment | 8 | ||
| National factors | 8 | ||
| Local factors | 10 | ||
| Impact of factors | 11 | ||
| A3: Trends affecting business | 12 | ||
| Social trends | 12 | ||
| Technology trends | 13 | ||
| Environmental trends | 14 | ||
| Ethical trends | 15 | ||
| A4: Size of business and type | 16 | ||
| Types of business | 16 | ||
| B1: How business ideas can be successful | 18 | ||
| Successful business ideas | 18 | ||
| B2: Business ideas | 20 | ||
| Researching the market | 20 | ||
| Selecting a product or service | 21 | ||
| Targeting customers | 22 | ||
| Meet the needs of your target customer | 22 | ||
| Benefits versus features | 23 | ||
| B3: Assessing the suitability of a business idea | 24 | ||
| The resources required | 24 | ||
| Selecting the most appropriate idea | 24 | ||
| Likelihood of success or failure | 25 | ||
| Identification of major barriers to entry | 25 | ||
| B4: Producing an initial plan for a business idea | 26 | ||
| What is a rationale? | 26 | ||
| Supporting evidence | 26 | ||
| C1: Choice of business format | 28 | ||
| Social enterprises | 29 | ||
| C2: Sources of help and support in developing a new business | 30 | ||
| Sources of help | 30 | ||
| Support networks | 31 | ||
| C3: Business model | 32 | ||
| Unit 2: Finance for Business | 34 | ||
| A1: Understand the costs involved in business | 36 | ||
| Understand and identify the costs of a business | 36 | ||
| Understand, define and identify different types of running costs | 37 | ||
| A2: Understand how businesses make a profit | 38 | ||
| Understanding revenue | 38 | ||
| Understanding expenditure | 39 | ||
| Understanding profit | 40 | ||
| B 1: Understand the planning tools businesses use to predict when they will start making a profit | 42 | ||
| Calculating break-even point using a formula | 42 | ||
| Break-even charts | 42 | ||
| Present break-even information graphically | 44 | ||
| Analyse the effect on the break-evenpoint if the figures change | 45 | ||
| The importance of break-even analysis and risks of ignoring it | 46 | ||
| B2: Understand the tools businesses use to plan for success | 48 | ||
| The purpose of budgeting | 48 | ||
| Budgeting and budgetary control | 48 | ||
| Cash flow forecasting | 50 | ||
| The purpose of cash flow forecasting | 50 | ||
| Cash inflows and outflows | 50 | ||
| The purpose of a cash flow forecast | 51 | ||
| Impact of timings of inflows and outflows | 52 | ||
| The benefits of cash flow forecasts and risks of not completing them | 52 | ||
| Completing and analysing a cash flow forecast | 53 | ||
| C1: Understand how businesses measure success | 54 | ||
| Making a profit | 54 | ||
| Looking at financial statements | 56 | ||
| Income statement (profit and loss account) | 56 | ||
| Statement of financial position (balance sheet) | 57 | ||
| Preparing a statement of financial position | 58 | ||
| C2: Understand how businesses can be more successful | 60 | ||
| Identify ways in which a business can increase profits | 60 | ||
| Analyse financial statements and suggest actions to take | 60 | ||
| Unit 3: Promoting a Brand | 70 | ||
| A1: The importance of branding to businesses | 74 | ||
| What is a brand? | 74 | ||
| Why businesses use branding | 75 | ||
| Types of branding | 75 | ||
| Adding value | 75 | ||
| Benefits of successful branding | 76 | ||
| Unsuccessful branding | 76 | ||
| A2: Promotion in businesses | 77 | ||
| Why businesses need to promote themselves | 77 | ||
| Activities used in the marketing mix | 77 | ||
| Benefits of promotion to businesses | 79 | ||
| A3: Elements of the promotional mix and their purposes | 80 | ||
| Advertising | 80 | ||
| Sales promotion | 82 | ||
| Personal selling | 82 | ||
| Public relations activities | 84 | ||
| Direct marketing | 85 | ||
| A4: Promotional activities in business | 86 | ||
| Types of market | 86 | ||
| Market segmentation | 86 | ||
| The use of promotional activities in business | 88 | ||
| The AIDA model | 88 | ||
| B1: Branding methods and techniques | 90 | ||
| Planning ideas for a brand for a business | 91 | ||
| B2: Promoting a brand | 93 | ||
| Promoting a brand image | 93 | ||
| Planning a promotional campaign | 93 | ||
| Unit 4: Principles of Customer Service | 96 | ||
| A1, A2 & A3: Customer service in business | 100 | ||
| The meaning of customer service | 100 | ||
| Different customer service roles in a business | 100 | ||
| The different types of customer service businesses have | 100 | ||
| A4 & A5: Providing customer service | 102 | ||
| Customer satisfaction | 102 | ||
| Consistent and reliable customer service | 103 | ||
| A6 & A7: Good customer service and customer expectations | 104 | ||
| The effect of good customer service | 104 | ||
| Different ways of exceeding customer expectations | 105 | ||
| A8: Providing effective customer service | 106 | ||
| Organisational procedures | 106 | ||
| The purpose of organisational procedures | 107 | ||
| A9: Customer service requirements | 108 | ||
| Complying with legislative and regulatory requirements | 108 | ||
| B1: Who are your customers? | 110 | ||
| Customers | 110 | ||
| Factors that impact on different customer service expectations | 111 | ||
| B2: Customer service skills | 112 | ||
| Skills required to deliver consistent and reliable customer service | 112 | ||
| B3: Customer service skills | 114 | ||
| Developing customer service skills | 114 | ||
| B4: Limits of authority and customer queries | 118 | ||
| Unit 5: Sales and Personal Selling | 120 | ||
| A1: The role of sales staff | 124 | ||
| Selling | 124 | ||
| Providing information | 124 | ||
| Dealing with routine enquiries | 125 | ||
| Representing the organisation | 125 | ||
| A2 & A3: Knowledge and skills | 126 | ||
| What knowledge and skills do sales people need? | 126 | ||
| A4: The process of personal selling | 132 | ||
| B1: Demonstrate personal selling skills | 134 | ||
| Preparing for the sales process | 134 | ||
| Maintaining an appropriate appearance | 134 | ||
| Maintaining an appropriate attitude | 135 | ||
| Dealing with different types of customers | 136 | ||
| Communicating with customers | 136 | ||
| Different types of communication | 137 | ||
| Closing techniques | 137 | ||
| Preparing the sales area | 137 | ||
| Awareness of personal space | 137 | ||
| B2: Demonstrate personal selling processes | 138 | ||
| Recording information | 138 | ||
| Closing techniques | 138 | ||
| Customer care and after-sales services | 139 | ||
| Dealing with enquiries | 139 | ||
| Handling complaints or problems | 139 | ||
| Overcoming barriers to closing the sale | 140 | ||
| Repeat sales | 141 | ||
| Up-selling | 141 | ||
| Liaison with other departments | 142 | ||
| Methods of recording | 142 | ||
| Unit 6: Introducing Retail Business | 144 | ||
| A1: The nature of retailing | 148 | ||
| What is retail? | 148 | ||
| Wholesalers and manufacturers | 148 | ||
| The supply chain | 148 | ||
| Retail channels | 148 | ||
| A2 & A3: Sub-sectors and ownership | 150 | ||
| Retail sub-sectors | 150 | ||
| Retail business ownership | 151 | ||
| A4: Retail outlets | 152 | ||
| Organising retailers by size | 152 | ||
| Types of retail outlet | 152 | ||
| A5 & A6: Aspects of retailing | 154 | ||
| Non-outlet retailing | 154 | ||
| Location | 155 | ||
| A7 & A8: What makes retail businesses function? | 156 | ||
| Jobs in retail business | 156 | ||
| Supporting retail business | 157 | ||
| A9 & A10: Retail targets and performance | 158 | ||
| Aims and objectives | 158 | ||
| Measuring performance | 158 | ||
| B1: Retail business in the UK | 160 | ||
| Retail business and the external environment | 160 | ||
| The benefits of retail developments to communities and customers | 163 | ||
| B2: Doing business with the rest of the world | 164 | ||
| The relationship between UK retailers and international markets | 164 | ||
| Unit 7: Providing Business Support | 166 | ||
| A1 & A2: Providing business support | 170 | ||
| Types of support | 170 | ||
| The purpose of providing business support | 171 | ||
| B1: Using office equipment for different purposes | 172 | ||
| Types of office equipment | 172 | ||
| B2: Working safely | 178 | ||
| Using office equipment safely | 178 | ||
| C1 & C2: Organising and providing support for meetings | 180 | ||
| Types of meeting | 180 | ||
| Organising meetings | 181 | ||
| C3 & C4: Supporting meetings and following up meetings | 186 | ||
| Supporting tasks | 186 | ||
| Follow-up activities | 188 | ||
| Other tasks | 190 | ||
| Unit 8: Recruitment, Selection and Employment | 194 | ||
| A1: Organisational structures and functional areas | 198 | ||
| Understanding organisational structures | 198 | ||
| A1: Functional areas | 200 | ||
| Sales | 200 | ||
| Production | 200 | ||
| Purchasing | 201 | ||
| Administration | 201 | ||
| Customer service | 201 | ||
| Distribution | 202 | ||
| Finance | 202 | ||
| Human resources (HR) | 202 | ||
| ICT (Information and Communications Technology) | 203 | ||
| Marketing | 203 | ||
| Research and development (R & D) | 203 | ||
| A1: Purposes of functional areasand links between them | 204 | ||
| Supporting business aims and objectives | 204 | ||
| Links between functional areas | 204 | ||
| A2: Job roles and responsibilities | 206 | ||
| What do people at these levels do? | 206 | ||
| Impact on roles of different organisational structures | 207 | ||
| B1: Recruitment | 208 | ||
| Why vacancies arise in a business | 208 | ||
| Ways of recruiting staff | 208 | ||
| Types of recruitment | 209 | ||
| Cost and legal considerations | 209 | ||
| B2, B3 & B.4: Job descriptions and person specifications | 210 | ||
| Contents of a job description | 210 | ||
| Contents of a person specification | 211 | ||
| B5: Applying for jobs | 212 | ||
| Application forms | 212 | ||
| Curriculum vitae | 213 | ||
| Letters of application | 213 | ||
| Other requirements | 214 | ||
| Pre-application tests | 214 | ||
| Next steps after applying for a job | 214 | ||
| C1: Job interviews | 216 | ||
| Before the interview | 216 | ||
| Behaviour during the interview | 217 | ||
| C2: Personal audit | 220 | ||
| Personal audit | 220 | ||
| C3: Career development | 222 | ||
| Information and advice | 222 | ||
| Developing a career plan | 223 | ||
| Unit 9: Principles of Marketing | 224 | ||
| A1: Principles of marketing | 226 | ||
| Defining marketing | 226 | ||
| The importance of marketing | 226 | ||
| How businesses use marketing | 227 | ||
| Marketing and corporate objectives | 227 | ||
| SMART objectives | 227 | ||
| A2: What is a market? | 228 | ||
| Types of market | 228 | ||
| Related market activities | 229 | ||
| Different types of markets | 230 | ||
| Business models | 232 | ||
| Business orientation and choice of model | 233 | ||
| A3: Principles of branding | 234 | ||
| The distinctive nature of branding | 234 | ||
| The different dimensions of a distinctive brand | 234 | ||
| The benefits of building brands | 235 | ||
| B1: Researching the market | 236 | ||
| Types and sources of data | 236 | ||
| The uses of different types of data | 236 | ||
| The use and benefits of situational analysis | 237 | ||
| B2: Using market research in businesses | 238 | ||
| Understand the purpose of research and analysis | 238 | ||
| B3: The value of market research to businesses | 242 | ||
| Interpreting key research findings | 242 | ||
| The desirability of different levels of market share | 243 | ||
| PESTLE analysis | 243 | ||
| C1: The 4 Ps of the marketing mix | 244 | ||
| Product | 244 | ||
| Price | 246 | ||
| Elasticity of demand | 247 | ||
| Place | 248 | ||
| Promotion | 250 | ||
| Consistency and the marketing mix | 252 | ||
| The difference between ebusiness and ecommerce | 252 | ||
| Benefits of ebusiness and ecommerce | 253 | ||
| C2: Factors affecting the marketing mix | 254 | ||
| Influences on the marketing mix | 254 | ||
| Evaluating the effectiveness of a marketing mix | 254 | ||
| Unit 10: Using Business Documentation | 262 | ||
| A1: The purpose of written communication in business contexts | 266 | ||
| Purposes and formats of different types of business documents | 266 | ||
| A2: Business contexts and business documents | 268 | ||
| Formal and informal documents used in a business context | 268 | ||
| The influence of internal audiences, external stakeholders and the public | 270 | ||
| Selecting appropriate documents to meet the business context | 271 | ||
| Impact of effective and ineffective written communication in businesses | 271 | ||
| B1: Planning and selecting appropriate business documents | 272 | ||
| C1: Produce business documents for communication in a business | 278 | ||
| Steps involved in producing business documents | 278 | ||
| C1: Document conventions | 282 | ||
| Memos and emails | 282 | ||
| Notices and reports | 284 | ||
| Business letters | 286 | ||
| Unit 11: Building Successful Business Teams | 288 | ||
| A1: Effective teams | 292 | ||
| What is a team? | 292 | ||
| A1: What makes a team effective? | 294 | ||
| Characteristics | 294 | ||
| Stages in team development | 295 | ||
| A1: Team roles | 296 | ||
| Belbin’s Team Roles | 296 | ||
| A2: Effective teamworking | 298 | ||
| Team behaviours | 298 | ||
| The benefits of effective team working | 299 | ||
| B1: Roles and responsibilities of the team leader | 300 | ||
| Team leader responsibilities | 300 | ||
| How the team leader contributes to overall effectiveness | 301 | ||
| B2: Attributes and qualities of an effective leader | 302 | ||
| C1: Effective teamworking skills | 306 | ||
| Teamworking skills | 306 | ||
| Potential barriers to effective team performance | 307 | ||
| C2: Developing effective teamworking skills | 308 | ||
| Unit 12: Introducting Law and Consumer Rights | 310 | ||
| A1: Role of civil law and its courts | 314 | ||
| Civil law | 314 | ||
| Civil courts | 314 | ||
| Civil procedure | 316 | ||
| Case management | 316 | ||
| Alternative methods of resolving disputes and their uses | 317 | ||
| A2: Role of criminal law and its courts | 318 | ||
| Criminal law | 318 | ||
| Criminal courts | 318 | ||
| The adversarial system | 318 | ||
| Types of offence | 319 | ||
| Bail or remand | 319 | ||
| Mode of trial | 319 | ||
| At the trial | 320 | ||
| A3: Working in the law | 322 | ||
| B1: How contract and negligence relate to consumers | 326 | ||
| Contract | 326 | ||
| Negligence | 330 | ||
| B2: How legislation protects consumers | 332 | ||
| Contracts for the sale of goods | 332 | ||
| Contracts for the provision of services | 336 | ||
| Negligence or defective goods | 336 | ||
| Breaches of criminal law | 338 | ||
| C1: Situations and legal remedies | 342 | ||
| Situations where consumers may have a legal claim | 342 | ||
| The rights and duties of buyers and sellers | 343 | ||
| Remedies and their benefits | 344 | ||
| Unit 13: Financial Planning and Forecasting | 346 | ||
| A1: Calculating breakeven | 350 | ||
| The concept of breakeven | 350 | ||
| Definition of breakeven point | 350 | ||
| Methods of calculating breakeven | 350 | ||
| A2: Breakeven analysis | 352 | ||
| The concept of breakeven analysis | 352 | ||
| Identifying areas of profit and loss | 352 | ||
| Margin of safety | 353 | ||
| Costs (fixed, variable, total) | 353 | ||
| Contribution | 353 | ||
| Total revenue | 353 | ||
| Presenting and interpreting breakeven information graphically | 354 | ||
| The relevance of breakeven analysis to a business | 354 | ||
| B1: Preparing a cash flow forecast | 356 | ||
| Identifying cash inflows | 356 | ||
| Identifying cash outflows | 358 | ||
| Cash balances | 359 | ||
| B2: Analysing a cash flow forecast | 360 | ||
| The purpose of analysing a cash flow forecast | 360 | ||
| How cash flow forecasting can be used to manage business finances | 361 | ||
| C1: The use of budgets in business | 362 | ||
| The purpose of budgets in business | 362 | ||
| Types of business budgets and their differences | 363 | ||
| C2: Controlling budgets | 366 | ||
| Budgetary control | 366 | ||
| How budgetary control is used in businesses | 366 | ||
| The benefits of budgetary control for a business | 367 | ||
| C3: Using variance analysis to inform business decisions | 368 | ||
| The concept of variance | 368 | ||
| The concept of variance analysis | 368 | ||
| Identifying favourable and adverse variances | 368 | ||
| The cause and significance of variances | 368 | ||
| How variances affect business decisions | 369 | ||
| Unit 14: Business Online | 370 | ||
| A1: Online business activity | 374 | ||
| Range of online business activities | 374 | ||
| Types of online presence | 375 | ||
| Types of activity | 375 | ||
| Complementing offline activities | 375 | ||
| Types of website | 375 | ||
| A2: Doing business online | 376 | ||
| Purpose of doing business online | 376 | ||
| Achievement of business aims and objectives | 376 | ||
| Provision of effective communication | 376 | ||
| The customer interface | 377 | ||
| Relationship marketing | 378 | ||
| Advantages and disadvantages of having an online presence | 378 | ||
| How businesses operate online | 379 | ||
| Market presence | 379 | ||
| A3: Researching trends and changes in the online business environment | 380 | ||
| Changes in media format including the growth of social media | 380 | ||
| The impact of growth of social media on online business activity | 380 | ||
| Changes in technology | 380 | ||
| Online advertising | 381 | ||
| Effect of the current online business environment on the achievement of business aims | 381 | ||
| B1: Planning and implementation | 382 | ||
| B2: Operational risks | 384 | ||
| B3: Staffing | 386 | ||
| B4: Finance | 387 | ||
| B5: Distribution | 388 | ||
| C1: Using a website to operate a business online | 390 | ||
| Why businesses use websites | 390 | ||
| C2: Types and features of business websites | 394 | ||
| Types of websites | 394 | ||
| Platforms and compatibility | 394 | ||
| Construction features | 395 | ||
| Interactive features | 395 | ||
| Aesthetics | 395 | ||
| C3: User experience of websites | 396 | ||
| How features improve user experience | 396 | ||
| D1: Design a website to meet a client brief | 398 | ||
| Planning the design of a website to meet a business need | 398 | ||
| D2: Ensuring that a client brief is met | 404 | ||
| Feedback from others | 404 | ||
| Assessing the suitability of the website | 405 | ||
| The importance of revising website designs | 405 | ||
| Unit 17: Visual Merchandising in Retail Business | 406 | ||
| A1: Visual merchandising activities | 410 | ||
| A2: How size and sub-sector affect visual merchandisers | 412 | ||
| The effect of size | 412 | ||
| The effect of sub-sectors | 412 | ||
| A3: Responsibilities of visual merchandisers | 414 | ||
| B1: Visual merchandising techniques | 416 | ||
| Psychological techniques | 416 | ||
| Display techniques | 417 | ||
| Visual techniques | 417 | ||
| B1: Visual merchandising tools | 418 | ||
| B2: Using visual merchandising techniques and tools successfully | 420 | ||
| Benefits of successful visual merchandising | 420 | ||
| C1 & C2: Apply visual merchandisingtechniques | 422 | ||
| Supporting design ideas | 422 | ||
| Planning a positive retail environment | 422 | ||
| Planning a positive retail environment | 424 | ||
| C3: Designing a product display | 426 | ||
| Realistic product display designs | 426 | ||
| Links to existing planograms | 426 | ||
| Glossary | 430 | ||
| Index | 435 |