Seminars 5

Understanding Direct Mail (FN)
Featuring James Bannister
Basics of direct mail marketing; includes sections on copy and design, list selection, working with the post office

Analysing and Improving Direct Mail (AI)
Featuring James Bannister
A more advanced presentation; includes topics on on testing, list selection, database management, direct mail economics, finding and achieving your optimal response rate

• Delegates attending AI should have heard FN first
• FN and AI combine for a 2-day seminar
• FN and AI can also be combined with Telemarketing: Phone
Power for Sales (TE) (see below) for a comprehensive

3-day short course in direct marketing

Direct Mail: Myths, Mistakes and Solutions (DM)
Featuring James Bannister
Keynote, quarter- or half-day versions of FN+AI

Telemarketing: Phone Power for Sales (TE)
Featuring James Bannister
How to use the most misunderstood sales medium effectively

• FN AI and TE can be combined for 2- or 3-day workshops
• TE can also be combined with Increase Your Selling Power (ST) and/or
Motivating and Managing Sales People (SM) (see next page) and/or C.A.R.E.:
Customers Are Really Everything (CS) (see previous page)

Increase Your Selling Power (ST)
Featuring James Bannister or Hywel Lloyd

Building better selling skills: prospecting, handling objections, closing etc.

Successful Professional and Technical Selling (TS)
Featuring Hywel Lloyd

A specialised version of ST, emphasising special techniques needed to sell professional/hi-tech products and services