Course Title: Profile the market

Part B: Course Detail

Teaching Period: Term2 2014

Course Code: MKTG5815C

Course Title: Profile the market

School: 650T TAFE Business

Campus: City Campus

Program: C4228 - Certificate IV in Marketing

Course Contact : Tim Wallis

Course Contact Phone: +61 3 9925 5423

Course Contact

Name and Contact Details of All Other Relevant Staff

Kornkanok Duangpracha

Nominal Hours: 50

Regardless of the mode of delivery, represent a guide to the relative teaching time and student effort required to successfully achieve a particular competency/module. This may include not only scheduled classes or workplace visits but also the amount of effort required to undertake, evaluate and complete all assessment requirements, including any non-classroom activities.

Pre-requisites and Co-requisites

None required

Course Description

This unit applies to individuals working in a marketing team who are responsible for segmenting a target market to review alignment with organisational marketing objectives. This involves identifying viable market segments and profiling target consumers, and then defining the target market in more detail and developing strategies to position products and services.

This unit is relevant to individuals working in a variety of marketing communications occupational roles, including advertising, direct marketing, promotional marketing, personal selling and public relations.

National Codes, Titles, Elements and Performance Criteria

National Element Code & Title:

BSBMKG401B Profile the market


1. Segment the market

Performance Criteria:

1.1. Identify criteria for use in segmenting the market in accordance with the marketing plan
1.2. Identify and access sources of information for segmenting and profiling markets in accordance with the marketing plan
1.3. Segment the market in accordance with identified criteria
1.4. Review market segments for their usefulness in terms of factors such as their size, potential, distinctive needs, easy identification of members or distinctive media use patterns
1.5. Select market segments to meet marketing objectives, and choose and apply new segmentation criteria if required


2. Identify the target market

Performance Criteria:

2.1. Evaluate approaches to determining and describing the total market for a product or service
2.2. Define the target market in terms of the consumers to be included as prospective users of a product or service, and the selected market segments
2.3. Use segment descriptors to describe the target market
2.4. Identify available strategic marketing options and select targeting strategies that best meet the requirements of the marketing plan


3. Profile the target audience

Performance Criteria:

3.1. Describe the total market and selected market segments in the form of a consumer profile
3.2. Identify consumer characteristics in standard statistical terms and/or the descriptive terms used in media selection in the consumer profile
3.3. Use demographic and/or psychographic descriptions in the consumer profile in accordance with the requirements of the marketing plan
3.4. Describe consumer attitudes to products or services being offered
3.5. Ensure profile meets organisational requirements in terms of language, format, content and level of detail


4. Develop a positioning strategy

Performance Criteria:

4.1. Identify available positioning strategies and choose a strategy to meet marketing requirements and consumer profile
4.2. Write a positioning implementation plan containing several options, in accordance with organisational requirements
4.3. Submit plan to supervisor within specified time lines and make appropriate adjustments based on feedback

Learning Outcomes

This unit describes the performance outcomes, skills and knowledge required to profile a target market or market segments in accordance with a marketing plan and to develop market positioning strategies.

Details of Learning Activities

In class discussion and debate, research case study activities and relevant work related assessments

Teaching Schedule

17 July(1) Course Induction
• Course delivery and assessment details
• Course support documents
• Online learning environment
• Grading
• Plagiarism
• Appeals
• Extensions
• Feedback
• Privacy
• Submission requirements
• Resubmission policy
• Where to get support
• Student responsibilities
(2) Pre-Training Review
• Includes skills analysis and Recognition of Prior Learning and Credit Transfers
(3) Course Overview – What is CB and why should I care

214 July

 Value and the consumer behaviour value framework

321 July Consumer learning starts here: Perception
428 July Comprehension, memory & cognitive learning
54 Aug

Motivation and emotions: Driving consumer behaviour

611 Aug

 Personality, lifestyles and the self-concept

718 Aug

 Attitudes and attitude change

825 Aug

 Culture and consumers


Sept 1-7 mid Semester Break


98 Sept Group influence
 10 15 Sept

  Consumers in situations

1122 Sept

Decision-making 1: Need recognition & search
Decision-making 2: Alternative evaluation & choice

1229 SeptSegmentation, targeting and positioning strategy
(Profile the market)

136 Oct Marketing ethics, misbehaviour and value
1413 Oct

 Student consultation session

1520 Oct


1627 Oct  Resubmissions

Learning Resources

Prescribed Texts

No formal texbook is required.  Texts will be provided by RMIT


Other Resources

Overview of Assessment

Students must demonstrate an understanding of all elements of a particular competency to be deemed competent. Assessment methods have been designed to measure achievement of each competency in a flexible manner over a range of assessment tasks.

Assessment will incorporate a variety of methods including assignments, presentations, written reports or tests. Students are advised that they are likely to be asked to personally demonstrate their assessment work to their teacher to ensure that the relevant competency standards are being met.

Assessment Tasks

Students need to achieve competency in each of the three assessments to be deemed competent in this course.

This course is codelivered and coassessed with MKTG5814C Analyse consumer behavior for specific markets

Assessment Task 1 – Profiling the Market
Date handed out: Week 2
Date and time due: Week 7 – Monday 18 August – 5.00pm
Group or Individual: This is a group assessment to be completed in groups of no more than 4 persons.

Working in a marketing team, you will be responsible for segmenting a target market to review alignment with organisational marketing objectives. This involves identifying viable market segments and profiling target consumers, and then defining the target market in more detail and developing strategies to position products and services.

Through analysis of the case study provided, you will be required to profile the market and identify and appropriate positioning strategy. The report should not be longer than 1500 words.

Assessment Task 2 – Consumer behaviour analysis
Date handed out: Week 2
Date and time due: Week 13 – Monday 6 October – 5.00pm
Group or Individual: This is a group assessment to be completed in groups of no more than 4 persons.

Working in a marketing team, you will be responsible for analysing consumer behaviour to examine the factors that impact on decisions to purchase products or services. Having thoroughly analysed consumer attitudes and behaviour, recommendations can be made on marketing strategies to increase consumption of the product or service being marketed.

Continuing on with your case study from assessment 1, you will need to identify which segments the brand should consider as part of its marketing efforts in the Australian Markets.

You must identify 3 company objectives for the company to achieve their strategy of increasing the selected target segments motivation to buy the product. Ensure you make the objectives (SMART) specific, measurable, achievable, realistic and timely.

The argument for selection of these market segments must be based upon analysis of the following factors: internal & external influences, lifestyle and CDMP.

You then need to identify the consumer behaviour message appeal(s), (rational, emotional) that would best fit the market segment, how will these appeals best drive the motivation for purchase.

Assessment Task 3 – Legal and ethical considerations presentation
Date handed out: Week 2
Date and time due: Week 15 – Monday 20 October – 5.00pm
Group or Individual: This is a group assessment to be completed in groups of no more than 4 persons.

Undertaking profiling and targeting of specific consumer groups can often arise in legal and ethical issues. Certain target markets may be specifically vulnerable – e.g children, or the elderly. This presentation will allow you to demonstrate understanding of legal and ethical obligations in marketing.

In groups – you will be required to explain how the brand could ensure that legal and ethical considerations were employed. How would you ensure the marketing message is clear and ethical in that is does not deceive.

At the conclusion of this presentation – each member of the group will be questioned and will need to demonstrate a core understanding of the topics covered during the course.

Assessment Matrix

Marking Guide (competency):
Vocational Education and Training (VET) is based on current industry needs and the focus on preparing you for the workplace. Because VET courses are informed by practical application of knowledge and skills, they are based on a system known as ‘competency based training’ (CBT). So when you are assessed in VET it is about whether you are competent to do the job, as well as having a firm grasp on the knowledge and skills required to do that job, as opposed to traditional curriculum based education settings that are often based on knowledge retention.
You need to demonstrate you are competent in each element of the unit of competency you are studying.
You will receive feedback on each assessment task that will inform you whether you are competent or not and how well you are performing. Once competent in all elements of the unit you receive a competency grading.

Marking Guide (Grading)
After achieving competency we then grade your performance in the unit; this gives you the opportunity to have the level of your performance formally recognized against industry standards and employability skills.
You will be provided with an assessment matrix in the assessments area of the unit blackboard shell. Generally, your grading will be assessed against how well you demonstrate:
• Perform the activities as required by the learning elements of this unit of competency.
• Demonstrate the required knowledge for this unit of competency.
• Execute the required skills for this unit of competency.
• Demonstrate your employability skills through contribution to learning activities related to this assessment, timeliness, use of technology and teamwork.

Final Grades table:
DNS - Did not submit for assessment
NYC - Not yet competent
CAG - Competency achieved – graded
CC - Competent with credit
CDI - Competent with distinction
CHD - Competent with high distinction


Other Information

Submission requirements:
You are required to meet the following criteria for all assessments. Failure to do so may result in you being deemed not-yet-competent:

• Submit all assessment tasks online through blackboard, and include the RMIT e-submission declaration (see below).
• Ensure that you submit assessments on or before the due date.
• Retain a copy of your assessment tasks.

Electronic Submission
When submitting work online, you need to include the cover sheet supplied by your teacher. This includes the following declaration:

RMIT Electronic Submission of work for assessment
I declare that in submitting all work for this assessment I have read, understood and agree to the content and expectations of the assessment declaration.

If you are found to be Not Yet Competent (NYC) in an Assessment Task you will be allowed one resubmission to demonstrate competence. Your teacher will provide feedback regarding what you need to do to improve and will set a new deadline for the resubmission. The highest grade you will receive if your resubmission is successful is “CAG”.

Late Submissions
Students are required to submit assessment items and/or ensure performance based assessment is completed by the due dates. If a student is to be prevented from submitting an assessment item on time, by circumstances outside their control, they may apply in advance to the teacher for an extension to the due date of up to seven calendar days. To be eligible for an extension, you must lodge the extension form availabile at the following link with your teacher:

Where an extension of greater than seven days is needed, the student must apply for special consideration. Applications for special consideration must be submitted no later than two working days after the assessment task deadline or scheduled examination. More information on special consideration and how to apply can be found here:

Final Date for All Assessments
No assessment tasks or resubmissions will be accepted after 5pm Friday, week 16.

Adjustments to Assessment
In certain circumstances students may be eligible for an assessment adjustment. Information on circumstances under which the assessment arrangements might be granted can be found at the following website:

Course Overview: Access Course Overview