Understanding Your Market and Customer

Course Content

Award:
College Certificate

What's it all about?:
Pareto's Law tells us that 80% of our business comes from 20% of our clients. The best sales people are able to identify that 20% and work with them efficiently to maximise on performance. This course will enable you to understand why you should analyse your market for sales, apply a range of tools for analysis and help you to understand your customer's motivations for buying. Please note this not a marketing course, rather a course about how to use marketing tools to improve sales performance.

Progression:
On successful completion you may progress to other courses offered at the College.

Entry Requirements:
There are no entry requirements for this course.

For more information or to book onto this course or the Sales Academy Programme please contact the Employer Gateway on 01752 305026.

Duration: One day

Business Benefits:
You can increase your sales potential by 100%

Using a sales system 30%

Following a sales Strategy 20%

Having a positive mental attitude 50%

City College Plymouth Sales Programme includes training, coaching and assessment to help you develop sales in your organisation.

Course Overview
What does the course involve?:

By the end of the course the deligate will be able to:

understand the Who, What and How answers to selling

understand Pareto's Law and how a simple marketing strategy can help the sales process in terms of targeting leading to time savings

understand the marketing concept and customer orientation approaches and why they are beneficial in selling products and services

understand how to develop a market strategy to support a sales approach to developing the product or service

understand market segmentation and how this can be beneficial to sales planning in terms of understanding and approaching the market

use a range of tools to help define most advantageous approaches to the market including SWOT, PEST(LE), Directional Policy Matrix

identify different approaches to market research and understand why this simple tool can create success for the sales person and the business, including competitor analysis.

identify buyer motivations including motivational factors, benefits and augmented approaches to the customer.

When can I study?:
Monday 8 December 9.00am to 5.00pm

Are there any exams?:
There is no assessment for this course
Course Facts

• Apply Now

Start Date:
22 January 2010

End Date:
23 January 2010

Course Type:

Part-time

Location:
Goschen Centre

Course Fees:
£120. There is no discount on this course if you receive benefits. Please note that fees quoted apply to courses starting in the academic year 2009/10 (August 2009 - July 2010). There may be a slight increase in fees for courses starting in 2010/11.

Instalments:
Instalments are not available for paying for course fees.

Material Fees:
There are no material fees for this course

Level:
No Level Information Available

Course Code:
CPP2

Certain "part-time" courses may become "full-time" courses if additional courses are taken.

If you are aged 16-18, due to Government funding, tuition fees are not applicable for your course (Please note: this does not apply to foundation degrees).

Please note that fees quoted apply to courses starting in the academic year 2009/10 (August 2009 - July 2010). There may be a slight increase in fees for courses starting 2010/11.

• Apply Now

Start Date:
29 January 2010

End Date:
30 January 2010

Course Type:

Part-time

Location:
Goschen Centre

Course Fees:
£120. There is no discount on this course if you receive benefits. Please note that fees quoted apply to courses starting in the academic year 2009/10 (August 2009 - July 2010). There may be a slight increase in fees for courses starting in 2010/11.

Instalments:
Instalments are not available for paying for course fees.

Material Fees:
There are no material fees for this course

Level:
No Level Information Available

Course Code:
CPP2

Certain "part-time" courses may become "full-time" courses if additional courses are taken.

If you are aged 16-18, due to Government funding, tuition fees are not applicable for your course (Please note: this does not apply to foundation degrees).

Please note that fees quoted apply to courses starting in the academic year 2009/10 (August 2009 - July 2010). There may be a slight increase in fees for courses starting 2010/11.

• Apply Now

Start Date:
5 February 2010

End Date:
6 February 2010

Course Type:

Part-time

Location:
Goschen Centre

Course Fees:
£120. There is no discount on this course if you receive benefits. Please note that fees quoted apply to courses starting in the academic year 2009/10 (August 2009 - July 2010). There may be a slight increase in fees for courses starting in 2010/11.

Instalments:
Instalments are not available for paying for course fees.

Material Fees:
There are no material fees for this course

Level:
No Level Information Available

Course Code:
CPP2

Certain "part-time" courses may become "full-time" courses if additional courses are taken.

If you are aged 16-18, due to Government funding, tuition fees are not applicable for your course (Please note: this does not apply to foundation degrees).

Please note that fees quoted apply to courses starting in the academic year 2009/10 (August 2009 - July 2010). There may be a slight increase in fees for courses starting 2010/11.

• Apply Now

Start Date:
12 February 2010

End Date:
13 February 2010

Course Type:

Part-time

Location:
Goschen Centre

Course Fees:
£120. There is no discount on this course if you receive benefits. Please note that fees quoted apply to courses starting in the academic year 2009/10 (August 2009 - July 2010). There may be a slight increase in fees for courses starting in 2010/11.

Instalments:
Instalments are not available for paying for course fees.

Material Fees:
There are no material fees for this course

Level:
No Level Information Available

Course Code:
CPP2

Certain "part-time" courses may become "full-time" courses if additional courses are taken.

If you are aged 16-18, due to Government funding, tuition fees are not applicable for your course (Please note: this does not apply to foundation degrees).

Please note that fees quoted apply to courses starting in the academic year 2009/10 (August 2009 - July 2010). There may be a slight increase in fees for courses starting 2010/11.

• Apply Now

Start Date:
26 February 2010

End Date:
27 February 2010

Course Type:

Part-time

Location:
Goschen Centre

Course Fees:
£120. There is no discount on this course if you receive benefits. Please note that fees quoted apply to courses starting in the academic year 2009/10 (August 2009 - July 2010). There may be a slight increase in fees for courses starting in 2010/11.

Instalments:
Instalments are not available for paying for course fees.

Material Fees:
There are no material fees for this course

Level:
No Level Information Available

Course Code:
CPP2

Certain "part-time" courses may become "full-time" courses if additional courses are taken.

If you are aged 16-18, due to Government funding, tuition fees are not applicable for your course (Please note: this does not apply to foundation degrees).

Please note that fees quoted apply to courses starting in the academic year 2009/10 (August 2009 - July 2010). There may be a slight increase in fees for courses starting 2010/11.

• Apply Now

Start Date:
12 March 2010

End Date:
13 March 2010

Course Type:

Part-time

Location:
Goschen Centre

Course Fees:
£120. There is no discount on this course if you receive benefits. Please note that fees quoted apply to courses starting in the academic year 2009/10 (August 2009 - July 2010). There may be a slight increase in fees for courses starting in 2010/11.

Instalments:
Instalments are not available for paying for course fees.

Material Fees:
There are no material fees for this course

Level:
No Level Information Available

Course Code:
CPP2

Certain "part-time" courses may become "full-time" courses if additional courses are taken.

If you are aged 16-18, due to Government funding, tuition fees are not applicable for your course (Please note: this does not apply to foundation degrees).

Please note that fees quoted apply to courses starting in the academic year 2009/10 (August 2009 - July 2010). There may be a slight increase in fees for courses starting 2010/11.

• Apply Now

Start Date:
4 May 2010

End Date:
5 May 2010

Course Type:

Part-time

Location:
Goschen Centre

Course Fees:
£120. There is no discount on this course if you receive benefits. Please note that fees quoted apply to courses starting in the academic year 2009/10 (August 2009 - July 2010). There may be a slight increase in fees for courses starting in 2010/11.

Instalments:
Instalments are not available for paying for course fees.

Material Fees:
There are no material fees for this course

Level:
No Level Information Available

Course Code:
CPP2

Certain "part-time" courses may become "full-time" courses if additional courses are taken.

If you are aged 16-18, due to Government funding, tuition fees are not applicable for your course (Please note: this does not apply to foundation degrees).

Please note that fees quoted apply to courses starting in the academic year 2009/10 (August 2009 - July 2010). There may be a slight increase in fees for courses starting 2010/11.

• Apply Now

Start Date:
17 May 2010

End Date:
18 May 2010

Course Type:

Part-time

Location:
Goschen Centre

Course Fees:
£120. There is no discount on this course if you receive benefits. Please note that fees quoted apply to courses starting in the academic year 2009/10 (August 2009 - July 2010). There may be a slight increase in fees for courses starting in 2010/11.

Instalments:
Instalments are not available for paying for course fees.

Material Fees:
There are no material fees for this course

Level:
No Level Information Available

Course Code:
CPP2

Certain "part-time" courses may become "full-time" courses if additional courses are taken.

If you are aged 16-18, due to Government funding, tuition fees are not applicable for your course (Please note: this does not apply to foundation degrees).

Please note that fees quoted apply to courses starting in the academic year 2009/10 (August 2009 - July 2010). There may be a slight increase in fees for courses starting 2010/11.

• Apply Now

Start Date:
10 June 2010

End Date:
11 June 2010

Course Type:

Part-time

Location:
Goschen Centre

Course Fees:
£120. There is no discount on this course if you receive benefits. Please note that fees quoted apply to courses starting in the academic year 2009/10 (August 2009 - July 2010). There may be a slight increase in fees for courses starting in 2010/11.

Instalments:
Instalments are not available for paying for course fees.

Material Fees:
There are no material fees for this course

Level:
No Level Information Available

Course Code:
CPP2

Certain "part-time" courses may become "full-time" courses if additional courses are taken.

If you are aged 16-18, due to Government funding, tuition fees are not applicable for your course (Please note: this does not apply to foundation degrees).

Please note that fees quoted apply to courses starting in the academic year 2009/10 (August 2009 - July 2010). There may be a slight increase in fees for courses starting 2010/11.

• Apply Now

Start Date:
15 June 2010

End Date:
16 June 2010

Course Type:

Part-time

Location:
Goschen Centre

Course Fees:
£120. There is no discount on this course if you receive benefits. Please note that fees quoted apply to courses starting in the academic year 2009/10 (August 2009 - July 2010). There may be a slight increase in fees for courses starting in 2010/11.

Instalments:
Instalments are not available for paying for course fees.

Material Fees:
There are no material fees for this course

Level:
No Level Information Available

Course Code:
CPP2

Certain "part-time" courses may become "full-time" courses if additional courses are taken.

If you are aged 16-18, due to Government funding, tuition fees are not applicable for your course (Please note: this does not apply to foundation degrees).

Please note that fees quoted apply to courses starting in the academic year 2009/10 (August 2009 - July 2010). There may be a slight increase in fees for courses starting 2010/11.