Business Marketing

Objectives:
At the end of the course you will be able to:

• Conduct market research
• Define customers needs, wants and desires
• Carry out a SWOT analysis
• Prepare a marketing plan
• Describe a range of marketing methods
• Evaluate the benefits of using different marketing media
• Compose purposeful advertising copy
• Understand how to use press releases, promotions and public relations
• Define the selling process
• Devise a telephone sales campaign
• List the benefits of keeping advertising records

Course Outline:

Module A: Marketing Your Business

• Why do market research
• Who will be your typical customer
• What will they want
• Why will customers buy from you
• How to do market research successfully
• SWOT analyses
• Your marketing plan

Module B: Advertising & Promotion

• Planning - position & strategy
• Advertising a business
• Promoting a business

Module C: Personal Selling Skills

• What is selling
• Building blocks leading to a sale
• Handling incoming calls
• Making appointments by phone
• Reaching the decision maker
• The sales presentation
• Telephone selling
• Handling objections
• Keeping records
• How to motivate yourself