Developing Your Marketing and Sales Skills Please select from the range of courses below or scroll down the full list to your right. Effective Advertising Promotional Plans Using Practical Research to Take the "What If?" out of Business Practical Direct Marketing for Small Business Preparing Brochures and Promotional Publications How to Improve Your Selling Skills Customer Service Excellence Closing the Sale Sales Prospecting Creating a Strategic Sales and Marketing Plan Creating Customer Loyalty Plans The Right and Wrong Way to Network Marketing a Retail Business Visual Merchandising Marketing a Service Business Marketing a Tourism Business Marketing Course For 2008 information, please download our timetable.                                             For 2008 information, please download our timetable.                                                                                                 For 2008 information, please download our timetable.

101 EFFECTIVE ADVERTISING
Guaranteed tips on how to leverage more promotional muscle from your budget
Step-by-step marketing methods to triple your return whilst halving your promotional expenditure
Plus 10 fail-safe secrets of advertising layout to create a substantial improvement in your sales 

102 PROMOTIONAL PLANS
By the end of the workshop you will understand more about the advantages for your business of a sound promotional plan, including how to make the best use of your time and money.
Examples of topics

• Is proper promotional planning necessary in your business and how do you go about it?

• Analysing what type of promotions are best for your business

• Workshop time to develop your own promotional plan

103 USING PRACTICAL RESEARCH TO TAKE THE "WHAT IF?" OUT OF BUSINESS
By the end of this workshop you will understand why market research is so important to all types of businesses, and how you can collect useful information for your own business.
Examples of topics

• How to collect information about your existing customers, potential customers and your competitors

• How to identify industry trends

• Advantages of focus groups and how to run a group

• When and how to use questionnaires

• How to utilise information you already have but don't realise you have

104 PRACTICAL DIRECT MARKETING FOR SMALL BUSINESS
Being able to communicate and market directly with your customers is a crucial step in marketing. This workshop explores the best direct marketing methods for small businesses and shows you cost-effective ways of implementing these methods to produce results.
Examples of topics

• Understanding why direct marketing is so important

• The many ways you can market directly to your customers

• Exploring which method best suits you and your business

• Tips and ideas for you to use in your business immediately

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105 PREPARING BROCHURES AND PROMOTIONAL PUBLICATIONS
All businesses need promotional publications. These can range from simple brochures, standard email responses and flyers right through to detailed company profile documents for investors. In this workshop you’ll learn how to identify and create the right promotional document for the right situation and audience. You’ll leave the workshop having thought through and started your publication with a full understanding of the next steps.
Examples of topics:

• Understanding brochures and other promotional publications

• Identifying your audience, unique selling points and key words

• Overcoming objections in print

• Preparing your publication; the words, pictures and format

• Printing and distribution considerations

106 HOW TO IMPROVE YOUR SELLING SKILLS
The ability to efficiently sell your product or service dictates how successful your business will be. This workshop will equip you with the knowledge you require to become more effective at selling, and you will leave with a better understanding of the selling process and how it relates to your individual business.
Examples of topics

• Why people are challenged by selling

• How to change perspectives on selling

• The sales process

• Overcoming objections, including price objections

• Winning over customers who haven't yet confirmed or made up their minds

• Closing the sale (tips and techniques)

107 CUSTOMER SERVICE EXCELLENCE - THE KEY TO SUCCESS
The most successful businesses are those which are customer driven. The focus of their entire staff and the practices and policies of the business are all aimed at delivering excellent service to customers. The business owner or manager is responsible for achieving this. By the end of this workshop you will have undertaken an initial assessment of the quality of service in your business and will have explored some approaches for improving it.
Examples of topics

• Your customers' needs and wants

• The keys to achieving superior service

• Creating a culture of customer service excellence in your business

• Establishing service standards

• Managing staff to deliver excellent service

108 CLOSING THE SALE – GETTING "CUSTOMER COMMITMENT"
Workshop objectives and benefits
Are you an owner/operator of a business who does not get around to closing a sale, or who fails to handle the closing process well? Do you lack confidence, feel guilty about asking for the order, or simply fail to recognise the right moment to close the sale? This workshop will equip you with the skills to handle customer's objections and to recognise closing signals from your buyers, including physical actions, comments and questions.
Examples of topics:

• Understanding that the role of selling is helping your buyers to make informed decisions

• Using proven listening techniques

• Controlling the interview process

• Overcoming objections, including price objections

• Tips and techniques to close sales

• The importance of after sales follow-up

109 SALES PROSPECTING
Workshop objectives and benefits
This workshop is a must for all business owners/operators and sales managers seeking new customers and clients.
Examples of topics:

• What is prospecting?

• Why prospect?

• Finding new clients

• Networking

• Referrals

• Using testimonials

• Developing your 90 day action plan

110 CREATING A STRATEGIC SALES & MARKETING PLAN
Workshop objectives and benefits
This workshop is a must for all owners/operators of SMEs needing the framework to develop a practical Sales & Marketing Plan for their business. The workshop will provide you a step-by-step approach to produce that plan.
Examples of topics:

• 3 basic components of a practical marketing plan

• Reviewing your existing markets and products/services, and your current sales, distribution and promotion strategy

• Setting clear key business objective

• Creating achievable strategies for:

  • Markets

  • Products/services

  • Sales targets

  • Distribution

  • Promotion and advertising

  • Profit margins

  • Information gathering

  • Implementing your plan

111 CREATING CUSTOMER LOYALTY PLANS
Workshop objectives and benefits
This workshop is especially relevant for businesses that need to plan customer loyalty programmes. By attending you will learn what works (and what doesn’t work) in today’s loyalty business.
Examples of topics: 

• Loyalty strategies and programmes that work in NZ

• Web-based loyalty strategies

• What works to motivate your staff to stay loyal

• Strategies that will create loyalty from clients 

112 THE RIGHT & WRONG WAY TO NETWORK
Workshop objectives and benefits
This workshop is a must for owners/operators of SMEs wishing to build and maintain effective business networks. You will be exposed to techniques and strategies that you can use to improve your effectiveness in building productive networks.
Examples of topics:

• Right and wrong ways to network

• Identifying the right people to network with

• How to make networking cost effective

• Making the right contacts

• Preparing for networking

• Presenting yourself

The workshop is fun and interactive. Please bring your business card.

Developing Your Marketing and Sales Skills - END

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