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RTC Training - Pitch: Principles of Marketing and Selling

Date - Sep 27, 2017
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Course Content

A good marketing and sales function will help you to compete and grow. This two-day course will help you in understanding your customers, their needs and how they buy products or services will not just improve your sales, but help you to respond to changing markets and thereby maximise the return on your investment.


Programme outline

  • Identifying and meeting customer needs in a new business
  • How to market products or services
  • Planning to sell products or services
  • The impact of different models of buyer behaviour on the sales cycle
  • Responding to the buyer at each stage of the decision-making process

Leaners will be able to


  • Evaluate how to collect and analyse information on customer needs
  • Explain how competitors might impact on the organisation’s ability to meet customer needs
  • Set and review business targets to meet the needs of different customer groups
  • Develop criteria for monitoring marketing and sales performance and success against targets
  • Assess the advantages and disadvantages of different selling methods
  • Explain the key elements required in a sales plan for their business
  • Explain the customer buying decision-making process
  • Identify appropriate methods for contacting customers, influencers and decision- makers
  • Respond appropriately to different decision makers in a sales situation
  • See ‘objections’ as buying opportunities
  • Provide solutions which meet the needs and wants of decision-makers


Following attendance at all sessions and successful completion of assignments, delegates will achieve a Level 3 Certificate in Innovation, Sustainability and Growth accredited by the SFEDI.


Eligibility Criteria and Costs

Please note - This Level 3 course is fully funded through Skills Support for the Workforce funding (SSW) for eligible individuals/businesses in Northumberland, Tyne & Wear and Country Durham. If delegates are not eligible for funding to access RTC training courses, places can be purchased at full cost plus additional accreditation fees. Alternatively, RTC training courses can be tailored to meet your specific requirements or be delivered in house.

If you would like to discuss your eligibility or have any further questions about our training offer please feel free to contact a member of the RTC team on 0191 516 4400 or email training@rtcnorth.co.uk


Training at RTC

People are the lifeblood of any organisation. At RTC, we recognise the importance of the human dimension in the innovation process and aim to inspire people, raise skills and encourage positive attitudes towards new technology and business.