16741 Master courses in Birmingham delivered Online

Mastering the art of negotiation is essential for anyone looking to boost sales performance and close deals with confidence. This course delivers a clear and effective approach to navigating sales conversations, from the initial call to sealing the deal and beyond. With a focus on strategic communication, it equips learners to handle objections smoothly and craft compelling pitches that resonate with prospects. Each module is designed to build knowledge progressively, ensuring participants develop a strong grasp of key techniques without overwhelming jargon or unnecessary fluff. Through detailed guidance on preparation, creative openings, goal setting, and managing client data, this course offers a well-rounded framework to optimise every stage of the sales process. Whether you’re a novice looking to sharpen your approach or an experienced professional aiming to refresh your methods, these lessons provide valuable insights that can be applied immediately to improve outcomes. This course is perfectly suited for those seeking to enhance their negotiation skills through engaging, accessible content that fits comfortably into any schedule. Key Benefits Accredited by CPD Instant e-certificate Fully online, interactive course Self-paced learning and laptop, tablet, smartphone-friendly 24/7 Learning Assistance Curriculum Module One: Understanding the Talk Module Two: Getting Prepared to Make the Call Module Three: Creative Openings Module Four: Making Your Pitch Module Five: Handling Objections Module Six: Sealing the Deal Module Seven: Following Up Module Eight: Setting Goals Module Nine: Managing Your Data Module Ten: Using a Prospect Board Course Assessment You will immediately be given access to a specifically crafted MCQ test upon completing an online module. For each test, the pass mark will be set to 60%. Certificate Once you've successfully completed your course, you will immediately be sent a digital certificate. Also, you can have your printed certificate delivered by post (shipping cost £3.99). Our certifications have no expiry dates, although we do recommend that you renew them every 12 months. CPD 10 CPD hours / points Accredited by CPD Quality Standards Who is this course for? The Sales Negotiation Techniques training is ideal for highly motivated individuals or teams who want to enhance their skills and efficiently skilled employees. Requirements There are no formal entry requirements for the course, with enrollment open to anyone! Career path Learn the essential skills and knowledge you need to excel in your professional life with the help & guidance from our Sales Negotiation Techniques training. Certificates Certificate of completion Digital certificate - Included Certificate of completion Hard copy certificate - Included

The Operations Operative Insights Course offers a thorough exploration of key operational functions that drive business success. This online course covers essential areas such as project management, supply chain oversight, and quality control, providing a clear understanding of how each element contributes to smooth and efficient operations. From mastering planning and forecasting to navigating risk and recovery, learners gain valuable insights into the strategies and processes that keep organisations moving forward effectively. Beyond technical knowledge, the course also emphasises critical soft skills like communication, negotiation, conflict, and stress management, all crucial for maintaining a productive workplace environment. With a strong focus on performance and talent management, participants develop a well-rounded perspective on managing teams and workflows. Designed for individuals seeking to deepen their operational knowledge through flexible, accessible learning, this course blends theory and strategy to help sharpen decision-making and leadership capabilities in diverse business contexts. Key Benefits Accredited by CPD Instant e-certificate Fully online, interactive course Self-paced learning and laptop, tablet, smartphone-friendly 24/7 Learning Assistance Curriculum Module 01: Introduction to Operations Management Module 02: Project Management Module 03: Business Development and Succession Planning Module 04: Process Management Module 05: Supply Chain Management Module 06: Planning & Forecasting Operations Module 07: Procurement & Purchasing Management Module 08: Manufacturing & Delivery Operations Module 09: Quality Management Module 10: Managing Risk and Recovery Module 11: Performance Management Module 12: Talent Management Module 13: Communication Skills Module 14: Negotiation Techniques Module 15: Conflict Management Module 16: Stress Management Module 17: Time Management Module 18: Business Environment Module 19: Business Writing Skills Course Assessment You will immediately be given access to a specifically crafted MCQ test upon completing an online module. For each test, the pass mark will be set to 60%. Certificate Once you've successfully completed your course, you will immediately be sent a digital certificate. Also, you can have your printed certificate delivered by post (shipping cost £3.99). Our certifications have no expiry dates, although we do recommend that you renew them every 12 months. CPD 15 CPD hours / points Accredited by CPD Quality Standards Who is this course for? The Operations Operative Insights training is ideal for highly motivated individuals or teams who want to enhance their skills and efficiently skilled employees. Requirements There are no formal entry requirements for the course, with enrollment open to anyone! Career path Learn the essential skills and knowledge you need to excel in your professional life with the help & guidance from our Operations Operative Insights training. Certificates Certificate of completion Digital certificate - Included Certificate of completion Hard copy certificate - Included

Stepping into an assistant manager role demands more than just a job title—it calls for confidence in decision-making, clarity in communication, and a sharp eye for detail. This Assistant Manager Training Course is designed to shape strong, capable leaders by covering essential supervisory duties, communication strategies, and techniques to manage people and performance effectively. Whether you're aiming to move up in your current role or simply refine your skills, this course delivers focused training across leadership, recruitment, office administration, conflict resolution, and time management. The course progresses through a well-organised series of modules, each designed to build your knowledge in key areas without overwhelming you. From understanding the role of supervision to mastering negotiation, managing workplace stress, and developing strong organisational habits, the content is packed with insight that matters. You’ll also explore cybersecurity basics, business writing, and how to lead meetings with confidence. This course offers a solid foundation for anyone looking to sharpen their ability to lead teams, manage operations smoothly, and support senior management with assurance. Key Benefits Accredited by CPD Instant e-certificate Fully online, interactive course Self-paced learning and laptop, tablet, smartphone-friendly 24/7 Learning Assistance Curriculum Module 01: Fundamentals of Supervisor Training Module 02: Understanding the Role of Supervision Module 03: Essential Skills in Supervision Module 04: Recruitment and Dismissal Module 05: Employee Management Module 06: Communication Skill Development Module 07: Conflict Management Module 08: Cybersecurity for Employees Module 09: Introduction to Office Administration Module 10: Skills of an Effective Administrator Module 11: Business Writing Skills Module 12: Managing Meetings and Giving Feedback Module 13: Organisational Skills Module 14: Negotiation Techniques Module 15: Conflict Management Module 16: Stress Management Module 17: Time Management Course Assessment You will immediately be given access to a specifically crafted MCQ test upon completing an online module. For each test, the pass mark will be set to 60%. Certificate Once you've successfully completed your course, you will immediately be sent a digital certificate. Also, you can have your printed certificate delivered by post (shipping cost £3.99). Our certifications have no expiry dates, although we do recommend that you renew them every 12 months. CPD 10 CPD hours / points Accredited by CPD Quality Standards Who is this course for? The Assistant Manager training is ideal for highly motivated individuals or teams who want to enhance their skills and efficiently skilled employees. Requirements There are no formal entry requirements for the course, with enrollment open to anyone! Career path Learn the essential skills and knowledge you need to excel in your professional life with the help & guidance from our Assistant Manager training. Certificates Certificate of completion Digital certificate - Included Certificate of completion Hard copy certificate - Included

Delighting customers goes far beyond solving issues—it’s about creating connections, maintaining trust, and ensuring every interaction counts. Our Customer Support Specialist Course is designed to equip learners with the confidence and understanding to navigate customer-facing roles in retail environments, where expectations are high and patience is often tested. Whether you're handling complaints, guiding purchases, or managing queues, this course offers insight into the psychology behind buyer behaviour, the art of communication, and the essentials of retail service strategy. From mastering the sales process to understanding consumer rights, the curriculum covers every angle of support work within a retail setting. You'll explore how to negotiate effectively, manage store safety, analyse trends, and engage with customers across different sales channels. With a strong focus on communication, behavioural insight, and operational knowledge, this course provides a solid foundation for anyone looking to build a rewarding role in customer support—one interaction at a time. Key Benefits Accredited by CPD Instant e-certificate Fully online, interactive course Self-paced learning and laptop, tablet, smartphone-friendly 24/7 Learning Assistance Curriculum Module 01: Introduction to Retail Management Module 02: Retail Strategy Module 03: Retail Buying and Merchandising Module 04: Retail Pricing Module 05: Supply Chain Management in Retailing Module 06: The Sales Process and Dealing with Customers at the Checkout Module 07:Importance of Consumer Behaviour Module 08: Taking Trends and Targeting Customers Effectively Module 09: The Importance of Communicating with Customers Module 10: Choosing a Retail Location Module 11: Retail Psychology Module 12: Negotiate the Right Deal with Suppliers Module 13: Develop Store Security Procedures Module 14: Management Skills for Leading Your Team Module 15: Selling in Multiple Channels Module 16: Retail Brand Management Module 17: Health & Safety for Retail Stores Module 18: Consumer Rights Act Course Assessment You will immediately be given access to a specifically crafted MCQ test upon completing an online module. For each test, the pass mark will be set to 60%. Certificate Once you've successfully completed your course, you will immediately be sent a digital certificate. Also, you can have your printed certificate delivered by post (shipping cost £3.99). Our certifications have no expiry dates, although we do recommend that you renew them every 12 months. CPD 10 CPD hours / points Accredited by CPD Quality Standards Who is this course for? The Customer Support Specialist training is ideal for highly motivated individuals or teams who want to enhance their skills and efficiently skilled employees. Requirements There are no formal entry requirements for the course, with enrollment open to anyone! Career path Learn the essential skills and knowledge you need to excel in your professional life with the help & guidance from our Customer Support Specialist training. Certificates Certificate of completion Digital certificate - Included Certificate of completion Hard copy certificate - Included

This Health Services Coordinator Course offers a focused and detailed exploration of essential knowledge required for those looking to understand the vital workings within health and social care sectors. Covering everything from effective communication to safeguarding vulnerable individuals, the curriculum provides a clear pathway to grasping key responsibilities and ethical considerations relevant to health services coordination. Each module is designed to build a strong foundation in both the legal frameworks and professional standards that underpin quality care. Learners will gain insights into promoting equality, diversity and rights within healthcare settings, alongside mastering principles related to health and safety and risk management. The course ensures a deep understanding of roles and responsibilities while emphasising the importance of upholding dignity and respect for service users. Delivered entirely online, this course is suitable for those seeking to broaden their knowledge without the need for physical attendance, offering flexibility with a structure that supports clear and effective learning at every stage. Key Benefits Accredited by CPD Instant e-certificate Fully online, interactive course Self-paced learning and laptop, tablet, smartphone-friendly 24/7 Learning Assistance Curriculum Module 01: Introduction to Health and Social Care Module 02: Communication and its Relevance Module 03: Rights and Responsibilities as a Health and Social Care Worker Module 04: Role as A Caregiver and Healthcare Professional Module 05: Working in Health and Social Care: Promoting Equality, Diversity and Rights Module 06: Important Principles and Policies in Health and Social Care Work Module 07: Understanding Legal, Professional Standards of Practice and Ethical Aspects of Health Care Part - 1 Module 08: Understanding Legal, Professional Standards of Practice and Ethical Aspects of Health Care Part - 2 Module 09: Safeguarding Vulnerable Individuals Module 10: Health and Safety Responsibilities Module 11: Risk Management in Health and Social Care Course Assessment You will immediately be given access to a specifically crafted MCQ test upon completing an online module. For each test, the pass mark will be set to 60%. Certificate Once you've successfully completed your course, you will immediately be sent a digital certificate. Also, you can have your printed certificate delivered by post (shipping cost £3.99). Our certifications have no expiry dates, although we do recommend that you renew them every 12 months. CPD 10 CPD hours / points Accredited by CPD Quality Standards Who is this course for? The Health Services Coordinator training is ideal for highly motivated individuals or teams who want to enhance their skills and efficiently skilled employees. Requirements There are no formal entry requirements for the course, with enrollment open to anyone! Career path Learn the essential skills and knowledge you need to excel in your professional life with the help & guidance from our course. Certificates Certificate of completion Digital certificate - Included Certificate of completion Hard copy certificate - Included

The Deputy Stores Manager Course is designed to equip aspiring retail professionals with a deep understanding of store operations and management principles. This course offers a broad exploration of retail strategy, customer engagement, and supply chain dynamics, providing learners with the knowledge needed to support effective store leadership. From mastering retail buying and merchandising to understanding consumer behaviour and pricing strategies, this course covers essential topics that shape the retail environment. Additionally, it highlights key aspects such as communication with customers, negotiating with suppliers, and managing multiple sales channels, all vital to maintaining a successful retail outlet. Ideal for those aiming to strengthen their management capabilities, this course also focuses on the development of leadership skills and store security procedures to maintain a safe and efficient retail space. Learners will gain insight into retail psychology, brand management, and the legal framework surrounding consumer rights, all tailored to enhance decision-making and operational effectiveness. Perfect for individuals seeking a detailed understanding of retail management without the need for physical attendance, this course blends theory with actionable knowledge to prepare you for a supervisory role within any retail setting. Key Benefits Accredited by CPD Instant e-certificate Fully online, interactive course Self-paced learning and laptop, tablet, smartphone-friendly 24/7 Learning Assistance Curriculum Module 01: Introduction to Retail Management Module 02: Retail Strategy Module 03: Retail Buying and Merchandising Module 04: Retail Pricing Module 05: Supply Chain Management in Retailing Module 06: The Sales Process and Dealing with Customers at the Checkout Module 07: Importance of Consumer Behaviour Module 08: Taking Trends and Targeting Customers Effectively Module 09: The Importance of Communicating with Customers Module 10: Choosing a Retail Location Module 11: Retail Psychology Module 12: Negotiate the Right Deal with Suppliers Module 13: Develop Store Security Procedures Module 14: Management Skills for Leading Your Team Module 15: Selling in Multiple Channels Module 16: Retail Brand Management Module 17: Health & Safety for Retail Stores Module 18: Consumer Rights Act Course Assessment You will immediately be given access to a specifically crafted MCQ test upon completing an online module. For each test, the pass mark will be set to 60%. Certificate Once you've successfully completed your course, you will immediately be sent a digital certificate. Also, you can have your printed certificate delivered by post (shipping cost £3.99). Our certifications have no expiry dates, although we do recommend that you renew them every 12 months. CPD 10 CPD hours / points Accredited by CPD Quality Standards Who is this course for? The Deputy Stores Manager training is ideal for highly motivated individuals or teams who want to enhance their skills and efficiently skilled employees. Requirements There are no formal entry requirements for the course, with enrollment open to anyone! Career path Learn the essential skills and knowledge you need to excel in your professional life with the help & guidance from our Deputy Stores Manager training. Certificates Certificate of completion Digital certificate - Included Certificate of completion Hard copy certificate - Included

Navigating the complexities of payroll management in the UK demands clarity, accuracy, and up-to-date knowledge. The Payroll Officer’s Guide Course offers a structured pathway through every essential element of payroll administration, from the fundamental principles to advanced procedures such as year-end tasks and pension schemes. This course delivers a clear understanding of how to manage company settings, legislative requirements, employee records, and monthly payroll runs—all designed to ensure seamless payroll operations. Whether you’re new to payroll or seeking to refresh your knowledge, this guide provides the confidence to handle payroll processes with precision. Designed exclusively for remote learning, this course carefully walks you through each module with easy-to-follow explanations, detailed insights, and step-by-step guidance tailored to UK payroll systems. No physical attendance is required, making it accessible for busy professionals or those balancing other commitments. By mastering payroll essentials and system settings, you’ll be well-prepared to manage payroll tasks effectively, from adding employees to generating critical reports. The Payroll Officer’s Guide Course is the ideal resource for anyone aiming to deepen their understanding and take control of payroll management efficiently and reliably. Key Benefits Accredited by CPD Instant e-certificate Fully online, interactive course Self-paced learning and laptop, tablet, smartphone-friendly 24/7 Learning Assistance Curriculum Module 01: Payroll System in the UK Module 02: Payroll Basics Module 03: Company Settings Module 04: Legislation Settings Module 05: Pension Scheme Basics Module 06: Pay Elements Module 07: The Processing Date Module 08: Adding Existing Employees Module 09: Adding New Employees Module 10: Payroll Processing Basics Module 11: Entering Payments Module 12: Pre-Update Reports Module 13: Updating Records Module 14: e-Submissions Basics Module 15: Process Payroll (November) Module 16: Employee Records and Reports Module 17: Editing Employee Records Module 18: Process Payroll (December) Module 19: Resetting Payments Module 20: Quick SSP Module 21: An Employee Leaves Module 22: Final Payroll Run Module 23: Reports and Historical Data Module 24: Year-End Procedures Course Assessment You will immediately be given access to a specifically crafted MCQ test upon completing an online module. For each test, the pass mark will be set to 60%. Certificate Once you've successfully completed your course, you will immediately be sent a digital certificate. Also, you can have your printed certificate delivered by post (shipping cost £3.99). Our certifications have no expiry dates, although we do recommend that you renew them every 12 months. CPD 10 CPD hours / points Accredited by CPD Quality Standards Who is this course for? The Payroll Officer's Guide training is ideal for highly motivated individuals or teams who want to enhance their skills and efficiently skilled employees. Requirements There are no formal entry requirements for the course, with enrollment open to anyone! Career path Learn the essential skills and knowledge you need to excel in your professional life with the help & guidance from our Payroll Officer's Guide training. Certificates Certificate of completion Digital certificate - Included Certificate of completion Hard copy certificate - Included

Mastering the art of retail management requires a sharp understanding of how every piece fits together—from the intricacies of consumer behaviour to the complexities of supply chain logistics. This Sales Team Management Course offers a thorough insight into the key elements that drive retail success. From crafting effective strategies and selecting the perfect retail location, to negotiating with suppliers and managing brand reputation, each module is designed to elevate your grasp of the retail environment. You will gain a well-rounded perspective on how to effectively manage sales teams and optimise customer interactions, ensuring that your retail operations run smoothly and efficiently. Designed for those seeking to deepen their knowledge without the need for physical attendance, this course delivers expert-led content that covers all essential aspects of retail sales management. It highlights the importance of understanding pricing strategies, consumer rights, and multi-channel selling, while also focusing on communication skills and retail psychology. Whether you are looking to refine your management approach or broaden your retail expertise, this course offers practical insights that can be immediately applied to your professional context. Key Benefits Accredited by CPD Instant e-certificate Fully online, interactive course Self-paced learning and laptop, tablet, smartphone-friendly 24/7 Learning Assistance Curriculum Module 01: Introduction to Retail Management Module 02: Retail Strategy Module 03: Retail Buying and Merchandising Module 04: Retail Pricing Module 05: Supply Chain Management in Retailing Module 06: The Sales Process and Dealing with Customers at the Checkout Module 07: Importance of Consumer Behaviour Module 08: Taking Trends and Targeting Customers Effectively Module 09: The Importance of Communicating with Customers Module 10: Choosing a Retail Location Module 11: Retail Psychology Module 12: Negotiate the Right Deal with Suppliers Module 13: Selling in Multiple Channels Module 14: Retail Brand Management Module 15: Health & Safety for Retail Stores Module 16: Consumer Rights Act Course Assessment You will immediately be given access to a specifically crafted MCQ test upon completing an online module. For each test, the pass mark will be set to 60%. Certificate Once you've successfully completed your course, you will immediately be sent a digital certificate. Also, you can have your printed certificate delivered by post (shipping cost £3.99). Our certifications have no expiry dates, although we do recommend that you renew them every 12 months. CPD 10 CPD hours / points Accredited by CPD Quality Standards Who is this course for? The Sales Team Management training is ideal for highly motivated individuals or teams who want to enhance their skills and efficiently skilled employees. Requirements There are no formal entry requirements for the course, with enrollment open to anyone! Career path Learn the essential skills and knowledge you need to excel in your professional life with the help & guidance from our Sales Team Management training. Certificates Certificate of completion Digital certificate - Included Certificate of completion Hard copy certificate - Included

The Assistant Payroll Manager Course offers an essential foundation for anyone looking to understand the intricate workings of payroll management within the UK. This course guides learners through the entire payroll process, starting with an overview of the UK payroll system, company and legislation settings, and pension scheme basics. It covers everything from adding new and existing employees to processing payroll runs for different months and handling year-end procedures. With a clear focus on accuracy and efficiency, the course breaks down key payroll elements, including pay components, reporting, and employee records management. Designed for those aiming to build strong knowledge in payroll operations, this course delivers detailed insights into critical payroll tasks such as entering payments, managing updates, and submitting electronic reports. It ensures learners grasp essential payroll deadlines and data handling without requiring physical attendance. Whether managing routine payroll runs or addressing employee departures, this course equips learners with the understanding to confidently support payroll functions in a professional setting. Ideal for those seeking a career boost or to enhance their payroll responsibilities, the Assistant Payroll Manager Course is a thorough guide to mastering payroll fundamentals in the UK. Key Benefits Accredited by CPD Instant e-certificate Fully online, interactive course Self-paced learning and laptop, tablet, smartphone-friendly 24/7 Learning Assistance Curriculum Module 01: Payroll System in the UK Module 02: Payroll Basics Module 03: Company Settings Module 04: Legislation Settings Module 05: Pension Scheme Basics Module 06: Pay Elements Module 07: The Processing Date Module 08: Adding Existing Employees Module 09: Adding New Employees Module 10: Payroll Processing Basics Module 11: Entering Payments Module 12: Pre-Update Reports Module 13: Updating Records Module 14: e-Submissions Basics Module 15: Process Payroll (November) Module 16: Employee Records and Reports Module 17: Editing Employee Records Module 18: Process Payroll (December) Module 19: Resetting Payments Module 20: Quick SSP Module 21: An Employee Leaves Module 22: Final Payroll Run Module 23: Reports and Historical Data Module 24: Year-End Procedures Course Assessment You will immediately be given access to a specifically crafted MCQ test upon completing an online module. For each test, the pass mark will be set to 60%. Certificate Once you've successfully completed your course, you will immediately be sent a digital certificate. Also, you can have your printed certificate delivered by post (shipping cost £3.99). Our certifications have no expiry dates, although we do recommend that you renew them every 12 months. CPD 10 CPD hours / points Accredited by CPD Quality Standards Who is this course for? The Assistant Payroll Manager training is ideal for highly motivated individuals or teams who want to enhance their skills and efficiently skilled employees. Requirements There are no formal entry requirements for the course, with enrollment open to anyone! Career path Learn the essential skills and knowledge you need to excel in your professional life with the help & guidance from our Assistant Payroll Manager training. Certificates Certificate of completion Digital certificate - Included Certificate of completion Hard copy certificate - Included

Step into the world of retail leadership with the Assistant Retail Manager Course, designed to equip you with the essential knowledge to excel in a fast-paced retail environment. This course covers everything from understanding retail strategy and effective merchandising to mastering the art of pricing and supply chain management. You’ll explore how consumer behaviour shapes buying decisions and learn how to communicate with customers to enhance their experience. Additionally, you will discover how to select the ideal retail location and negotiate with suppliers, ensuring your store operates smoothly and profitably. Beyond operational expertise, the course delves into the psychological aspects of retail and brand management, offering insights into how customers think and what drives their loyalty. It also highlights the significance of store security, health and safety regulations, and legal considerations such as the Consumer Rights Act. With modules focused on leadership and managing teams, this course prepares you to confidently support your store’s success across multiple sales channels. All content is delivered fully online, enabling flexible learning tailored to your schedule and ambitions. Key Benefits Accredited by CPD Instant e-certificate Fully online, interactive course Self-paced learning and laptop, tablet, smartphone-friendly 24/7 Learning Assistance Curriculum Module 01: Introduction to Retail Management Module 02: Retail Strategy Module 03: Retail Buying and Merchandising Module 04: Retail Pricing Module 05: Supply Chain Management in Retailing Module 06: The Sales Process and Dealing with Customers at the Checkout Module 07:Importance of Consumer Behaviour Module 08: Taking Trends and Targeting Customers Effectively Module 09: The Importance of Communicating with Customers Module 10: Choosing a Retail Location Module 11: Retail Psychology Module 12: Negotiate the Right Deal with Suppliers Module 13: Develop Store Security Procedures Module 14: Management Skills for Leading Your Team Module 15: Selling in Multiple Channels Module 16: Retail Brand Management Module 17: Health & Safety for Retail Stores Module 18: Consumer Rights Act Course Assessment You will immediately be given access to a specifically crafted MCQ test upon completing an online module. For each test, the pass mark will be set to 60%. Certificate Once you've successfully completed your course, you will immediately be sent a digital certificate. Also, you can have your printed certificate delivered by post (shipping cost £3.99). Our certifications have no expiry dates, although we do recommend that you renew them every 12 months. CPD 10 CPD hours / points Accredited by CPD Quality Standards Who is this course for? The Assistant Retail Manager training is ideal for highly motivated individuals or teams who want to enhance their skills and efficiently skilled employees. Requirements There are no formal entry requirements for the course, with enrollment open to anyone! Career path Learn the essential skills and knowledge you need to excel in your professional life with the help & guidance from our Assistant Retail Manager training. Certificates Certificate of completion Digital certificate - Included Certificate of completion Hard copy certificate - Included