AIDA MODEL

AIDA MODEL: an approach used by advertisers to

describe the phases of consumer engagement with an
advertisement

A: Attention – create attention or awareness of your

brand
I: Interest – create interest in the buyer for further
information about your product/ service
D: Desire – stir up desire to buy product or service
A: Action – move the prospect into an interaction with
your enterprise
 DEVELOP A
BRAND NAME
 DEVELOP A BRAND NAME

 Business Name
 Your name is the key that unlocks your brand image in your
consumer’s mind.

HOW TO NAME YOUR BUSINESS

1. First, consider and listing expert help.
2. Decide how you want you name to be communicated.
a. Choose a name that appeals to the kind of
customers you’re trying to attract.
b. Choose a company or familiar name that triggers
pleasant memories.
c. Don’t pick a name that’s long or confusing and
stay away from cute puns that only you understand.
 DEVELOP A BRAND NAME

3. It’s time to get created.

a. Best fit your objective
b. Best describe your company past

LOGO - Your logo brand mark or symbol that serves as

the face of your brand.

TAGLINE – You tagline is the memorable phrase that

provides consumers with a quick indication of your
product, brand, and market position.
 SWOT ANALYSIS

Strategic
Analysis

Internal External

Strengths Weakness Opportunities

Threats
Build; Resolve; Exploit;
Avoid; thwart
enhance reduce expand
 SWOT ANALYSIS

SWOT analysis is a business analysis process that ensure

that objectives for a project are clearly defined and that
all factors related to the project are properly identified.

1. STRENGTHS
Strength in SWOT analysis are attributes within an organization
that are considered to be necessary for the ultimate success of a
project. This can be used for competitive advantage.
Example;
Strong brand names
Good reputation
Cost advantages of proprietary know-how
 SWOT ANALYSIS

2. WEAKNESSES
Formula that could prevent successful results
within a project are WEAKNESSES. It can derail a
project before it even begins.

Include:
Weak brand name
Poor reputation
Ineffective and high cost structure
Opportunities
 SWOT ANALYSIS

3. OPPORTUNITIES
Classified as external elements that might be helpful in
achieving the goals set for the project.

Opportunities:
Arrival of new technology
Unfulfilled customer needs
Taking business courses (training)
 SWOT ANALYSIS

4. THREATS
This factor could greatly affect the success of
the project or business venture.

Include:
Trend changes
New regulations
New substitute products
 TOWS ANAYSIS

A TOWS analysis involves the basic process

of listing strengths, weaknesses, opportunities,
and threats as a SWOT analysis but with TOWS
analysis , threats and opportunities are
examined first and weaknesses and strength
are examined last. After creating a list of
threats, opportunistic, weaknesses, and
strengths, managers examine ways the
company can take advantage of opportunities
and minimize threats by exploiting strengths
and overcoming weaknesses.
DEVELOPMENT OF
BUSINESS PLAN
SALES
 SALES

1. What is Sales?
Sales: In general, a transaction between two parties
where the buyer receives goods (tangible or
intangible) services and/or assets in exchange for
money.
Selling is the ability to:
1. Determine the prospect’s problems and
improvement areas and help them see your product
as the solution to his problems and improvement
areas.
2. Interpret product and service features in terms
of benefits and advantages of the buyer
 SALES

2. What is the difference between sales and

marketing?

Sales versus Marketing

Sales – Interpersonal interaction that you engage in

with prospects and customers.

Marketing – encompasses programs businesses use to

reach and persuade prospects, including advertising,
public relations, direct mail and more.
 DIFFERENCE BETWEEN
SALES AND MARKETING
DIFFERENCE BETWEEN SALES AND MARKETING

Marketing Sales
Trying to get the company produce Trying to get the customer to want
what the customer wants. what the company produces.

Marketing is much wider and

Sales is a narrow concept.
dynamic than sales.

Marketing revolves around needs Sales revolves around needs and

and interest of buyer. interest of seller.
Marketing creates PULL. Selling is a PUSH.

Marketing involves a set of activities. Sales is a part of marketing process.

Marketing is a process. Sales is a result of marketing.

 SALES

3. SALES PROCESS

1. Prospecting. Searching for new customers; Involves

locating and qualifying the individual or businesses
that have potential to buy a product

A. Lead versus Prospect

Lead. An individual who has provided a contact information,
and in so doing, pointed towards a sales opportunity
Prospect. A qualified and interested individual who, through two
way interaction, has demonstrated they are preparing to make
a sales decision
 SALES

B. Prospecting Methods
B1. Cold canvassing
This method works on ‘laws of averages. This method
is also known as ‘cold turkey’ ‘survey’ or ‘new
account’ method. Here, the salesman does not know
the prospect even as a lead salesman takes a
calculated chance by collecting the names and
addresses such as he is meting him for the first time.
The underlying idea is to benefit a person by calling
on him. Salesman uses extensively ‘you attitude’ and
is used in case of consumer and industrial goods.
 SALES

B2. Referral
A person or organization recommended to you by
someone who feels that this person or organization
could benefit from you or your product.
B3. Orphaned Customers
They are the customer of the previous sales person
who left the company.
B4. Prospecting on the web
The greatest passive network marketing prospecting
strategy in your arsenal is a Website about your
product or business opportunity.
Your website will contain the most comprehensive information
about your product business opportunity detail.
B5. Public exhibitions
As the visitors walk into the pavilion to examine the products, an
experienced salesman takes a few a minutes to qualify leads,
gets their