Internet Marketing Fundamentals Instructor Guide
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TABLE OF CONTENTS Preface ..............................................................................................................................................6 What is Courseware? ................................................................................................................................ 6 How Do I Customize My Course? .............................................................................................................. 6 Materials Required ................................................................................................................................... 8 Maximizing Your Training Power .............................................................................................................. 8 Module One: Getting Started ........................................................................................................... 10 Housekeeping Items................................................................................................................................ 10 The Parking Lot ....................................................................................................................................... 11 Workshop Objectives .............................................................................................................................. 11 Pre-Assignment ....................................................................................................................................... 12 Module Two: SWOT Analysis in Marketing ....................................................................................... 13 Strength .................................................................................................................................................. 13 Weaknesses ............................................................................................................................................ 14 Opportunities .......................................................................................................................................... 15 Threats .................................................................................................................................................... 16 Case Study............................................................................................................................................... 17 Module Two: Review Questions.............................................................................................................. 18 Module Three: Marketing Research .................................................................................................. 21 Consume All Media ................................................................................................................................. 21 Find the Right Price ................................................................................................................................. 23 Product Development and Improvement ............................................................................................... 24 Identify Your Target Audience ................................................................................................................ 25 Case Study............................................................................................................................................... 26 1
Module Three: Review Questions ........................................................................................................... 27 Module Four: Real Time Marketing .................................................................................................. 31 Dynamic Content .................................................................................................................................... 31 Engagement Builds Followers ................................................................................................................. 32 Constant Readiness................................................................................................................................. 33 The Time the Place and the Media ......................................................................................................... 34 Case Study............................................................................................................................................... 35 Module Four: Review Questions ............................................................................................................. 37 Module Five: Brand Management .................................................................................................... 40 Every Interaction Counts ......................................................................................................................... 40 Consistent Through all Media ................................................................................................................. 41 Unique Qualities ..................................................................................................................................... 42 Needs to be Actively Managed ............................................................................................................... 43 Case Study............................................................................................................................................... 44 Module Five: Review Questions .............................................................................................................. 46 Module Six: Social Media (I) ............................................................................................................. 49 You Are Building a Community ............................................................................................................... 49 A Personal Touch .................................................................................................................................... 50 Brand Champions.................................................................................................................................... 51 Make it Easy to Share ............................................................................................................................. 52 Case Study............................................................................................................................................... 53 Module Six: Review Questions ................................................................................................................ 54 Module Seven: Social Media (II) ....................................................................................................... 57 Content is King ........................................................................................................................................ 57 Blog and Interact .................................................................................................................................... 58 Webinars................................................................................................................................................. 59 2
Constant Monitoring............................................................................................................................... 60 Case Study............................................................................................................................................... 61 Module Seven: Review Questions ........................................................................................................... 63 Module Eight: SEO Basics ................................................................................................................. 66 Relevant and Original Content ............................................................................................................... 66 Keywords ................................................................................................................................................ 67 Value Proposition.................................................................................................................................... 68 Linking..................................................................................................................................................... 69 Case Study............................................................................................................................................... 70 Module Eight: Review Questions ............................................................................................................ 71 Module Nine: Website Characteristics .............................................................................................. 74 SEO Optimization .................................................................................................................................... 74 Landing Page .......................................................................................................................................... 75 Analytics.................................................................................................................................................. 76 Mobile and Tablet Friendly ..................................................................................................................... 77 Case Study............................................................................................................................................... 78 Module Nine: Review Questions ............................................................................................................. 79 Module Ten: Capturing Leads ........................................................................................................... 82 Lead Management and Generation ....................................................................................................... 82 Give Something Away ............................................................................................................................. 83 Quality vs. Quantity ................................................................................................................................ 84 Capture Repeat Customers ..................................................................................................................... 85 Case Study............................................................................................................................................... 86 Module Ten: Review Questions .............................................................................................................. 87 Module Eleven: Campaign Characteristics ......................................................................................... 90 Tailored for Your Audience ..................................................................................................................... 90 3
Use Powerful Words ............................................................................................................................... 91 The 4 W’s of a Campaign ........................................................................................................................ 92 Monitor and Tweak ................................................................................................................................ 93 Case Study............................................................................................................................................... 94 Module Eleven: Review Questions .......................................................................................................... 95 Module Twelve: Wrapping Up .......................................................................................................... 98 Words from the Wise .............................................................................................................................. 98 Review of Parking Lot ............................................................................................................................. 98 Lessons Learned ...................................................................................................................................... 99 Completion of Action Plans and Evaluations .......................................................................................... 99
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Business has only two functions – marketing and innovation Milan Kundera
Preface What is Courseware? Welcome to Courseware.com, a completely new training experience! Our courseware packages offer you top-quality training materials that are customizable, user-friendly, educational, and fun. We provide your materials, materials for the student, PowerPoint slides, and a takehome reference sheet for the student. You simply need to prepare and train! Best of all, our courseware packages are created in Microsoft Office and can be opened using any version of Word and PowerPoint. (Most other word processing and presentation programs support these formats, too.) This means that you can customize the content, add your logo, change the color scheme, and easily print and e-mail training materials.
How Do I Customize My Course? Customizing your course is easy. To edit text, just click and type as you would with any document. This is particularly convenient if you want to add customized statistics for your region, special examples for your participants’ industry, or additional information. You can, of course, also use all of your word processor’s other features, including text formatting and editing tools (such as cutting and pasting). To remove modules, simply select the text and press Delete on your keyboard. Then, navigate to the Table of Contents, right-click, and click Update Field. You may see a dialog box; if so, click “Update entire table” and press OK.
(You will also want to perform this step if you add modules or move them around.) Page 6
If you want to change the way text looks, you can format any piece of text any way you want. However, to make it easy, we have used styles so that you can update all the text at once. If you are using Word 97 to 2003, start by clicking the Format menu followed by Styles and Formatting. In Word 2007 and 2010 under the Home tab, right-click on your chosen style and click Modify. That will then produce the Modify Style options window where you can set your preferred style options. For example, if we wanted to change our Heading 1 style, used for Module Titles, this is what we would do:
Now, we can change our formatting and it will apply to all the headings in the document. For more information on making Word work for you, please refer to Word 2007 or 2010 Essentials by Courseware.com.
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Materials Required All of our courses use flip chart paper and markers extensively. (If you prefer, you can use a whiteboard or chalkboard instead.) We recommend that each participant have a copy of the Training Manual, and that you review each module before training to ensure you have any special materials required. Worksheets and handouts are included within a separate activities folder and can be reproduced and used where indicated. If you would like to save paper, these worksheets are easily transferrable to a flip chart paper format, instead of having individual worksheets. We recommend these additional materials for all workshops:
Laptop with projector, for PowerPoint slides
Quick Reference Sheets for students to take home
Timer or watch (separate from your laptop)
Masking tape
Blank paper
Maximizing Your Training Power We have just one more thing for you before you get started. Our company is built for trainers, by trainers, so we thought we would share some of our tips with you, to help you create an engaging, unforgettable experience for your participants.
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Make it customized. By tailoring each course to your participants, you will find that your results will increase a thousand-fold. o
Use examples, case studies, and stories that are relevant to the group.
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Identify whether your participants are strangers or whether they work together. Tailor your approach appropriately.
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Different people learn in different ways, so use different types of activities to balance it all out. (For example, some people learn by reading, while others learn by talking about it, while still others need a hands-on approach. For more information, we suggest Experiential Learning by David Kolb.)
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Make it fun and interactive. Most people do not enjoy sitting and listening to someone else talk for hours at a time. Make use of the tips in this book and your own experience to keep your participants engaged. Mix up the activities to include individual work, small group work, large group discussions, and mini-lectures.
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Make it relevant. Participants are much more receptive to learning if they understand why they are learning it and how they can apply it in their daily lives. Most importantly, they want to know how it will benefit them and make their lives easier. Take every opportunity to tie what you are teaching back to real life.
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Keep an open mind. Many trainers find that they learn something each time they teach a workshop. If you go into a training session with that attitude, you will find that there can be an amazing two-way flow of information between the trainer and trainees. Enjoy it, learn from it, and make the most of it in your workshops.
And now, time for the training!
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Don’t be afraid to get creative and experiment with your marketing. Mike Volpe Module One: Getting Started The internet has forever changed the way the people shop and conduct business. Even experienced marketing professionals need help navigating the pitfalls of internet marketing. Integrating the marketing techniques with modern technology is essential for every business. With the appropriate skills, both companies and individuals will be able to create successful internet marketing techniques.
Housekeeping Items Take a few moments to cover basic housekeeping items.
If you need an opening or a way to introduce the participants to each other, utilize the Icebreakers folder to begin or between breaks during the day.
Let participants know where they can find washrooms, break facilities, and fire exits.
Ask participants to turn off their cell phones or at least turn them to vibrate. If they must take a call, request that they do it outside.
Take this time to encourage the group to ask questions and make this an interactive workshop.
Write the words Respect, Confidentiality, and Practice on a piece of flip chart paper and tape it to the wall. Explain to participants that in order to get the most out of this workshop, we must all work together, listen to each other, explore new ideas, and make mistakes. After all, that’s how we learn!
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The Parking Lot Explain the concept of The Parking Lot to participants.
The Parking Lot is a visible place where you will “park” ideas that arise which are not on the agenda, may be off topic, or are better addressed outside of the program.
At the end of the session, we will review parked ideas and follow up, or make suggestions for your own investigation when you are back at work.
Suggestions for the trainer: 1. If you are working with a large group of participants, you may wish to nominate a recorder to park items as you are facilitating. 2. It’s a good idea to note the name of the contributor along with the parked item. 3. Items noted on the parking lot can be useful to you later as you plan future training sessions.
Workshop Objectives Research has consistently demonstrated that when clear goals are associated with learning, it occurs more easily and rapidly. With that in mind, let’s review our goals for today. At the end of this workshop, participants should be able to:
Know how to conduct market research
Develop a workable internet marketing campaign
Recognize your target market
Understand your brand
Grasp SEO and website characteristics
Find and capture leads
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Pre-Assignment Complete this worksheet before the class begins. Makes note of what you hope to learn or goals you want to address after the class.
1.) Have you ever created a marketing campaign? Did you use the internet? ____________________________________________________________________________ ____________________________________________________________________________ ____________________________________________________________________________ 2.) What techniques or strategies did you use/would you use? ____________________________ ____________________________________________________________________________ ____________________________________________________________________________ ____________________________________________________________________________ 3.) What do you consider signs of a successful marketing campaign? _______________________ ____________________________________________________________________________ ____________________________________________________________________________ ____________________________________________________________________________ 4.) What do you hope to learn from this course? _______________________________________ ____________________________________________________________________________ ____________________________________________________________________________ ____________________________________________________________________________
Any other thoughts: ______________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________ _______________________________________________________________________________
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Success always comes when preparation meets opportunity. Henry Hartman Module Two: SWOT Analysis in Marketing Successful internet marketing requires an internal and external analysis. Tools such as a SWOT analysis will determine the strengths, weaknesses, and opportunities, and threats that different organizations face. Strengths and weaknesses focus on the internal aspects of an organization, while opportunities and threats are external factors. Conducting a simple SWOT analysis will provide information that can guide the marketing campaign and increase its effectiveness.
Strength Core competencies and competitive advantages are the strengths of a company. To put it simply, strengths are what the company does well. Strengths are internal to the organization, and they should be approached from the customers’ point of view for marketing purposes. Market research is useful for finding strengths and other parts of a SWOT analysis. For example, low price points, excellent customer service, or quality merchandise are examples of different strengths that draw in customers. It is important to identify and build upon strengths so that you may use them effectively in your internet marketing campaigns.
Estimated Time
5 minutes
Topic Objective
Understand the definition of strength. Strength
Topic Summary Review company strengths. Materials Required
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01- SWOT
Planning Checklist
None
Recommended Activity
Complete the Strengths portion of the worksheet individually. Share your answers with the rest of the class.
Stories to Share
Share any personal relevant stories.
Delivery Tips
Encourage everyone to participate by providing different examples of strengths.
Review Questions
What is a strength?
Weaknesses Every organization has internal weaknesses. A weakness is what the organization does poorly. From a marketing perspective, anything that does not meet customers’ needs is a weakness. For example, high price points and poor customer service are weaknesses that need to be addressed. Fortunately, it is possible to convert weaknesses into strengths. Reducing price points will create a competitive advantage that becomes a selling point and strengthens the company’s image. Similarly, improving customer service ratings will draw customers. When weaknesses are transformed into strengths, they must be marketed to the customer base.
Estimated Time
5 minutes
Topic Objective
Determine company weaknesses. Weakness
Topic Summary Review weaknesses and how to change them. Materials Required
01- SWOT
Planning Checklist
None
Recommended Activity
Complete the Weakness portion of the worksheet individually. Share your answers with the rest of the class.
Stories to Share
Share any personal relevant stories.
Delivery Tips
Encourage everyone to participate and provide different examples of weaknesses.
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Review Questions
What is a weakness?
Opportunities Opportunities and threats are outside influences such as fashion trends, market changes, or technological advances. Finding new opportunities requires analyzing the future of the market. Opportunities, however, are favorable for a company if the organization is prepared and takes advantage of them. For example, implementing new technology that makes purchasing easier for customers is an opportunity. Once the opportunity is established, it equals a strength that needs to be addressed in an internet marketing campaign.
Estimated Time
5 minutes
Topic Objective
Understand the definition of opportunities. Opportunities
Topic Summary Examine opportunities. Materials Required
01- SWOT
Planning Checklist
None
Recommended Activity
Complete the Opportunities section of the worksheet individually. Share your answers with the rest of the class.
Stories to Share
Share any personal relevant stories.
Delivery Tips
Encourage everyone to participate.
Review Questions
What is an opportunity?
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Threats Outside factors are not always beneficial for a company. Threats occur when changes in the market and environment have the ability to hinder the organization. New technology, better merchandise, or improved services from a competitor are threats to the organization. Fortunately, it is possible to transform threats into opportunities by making changes within the organization. For example, focus on developing new merchandise that is more competitive and better meets the needs of customers. These new opportunities can be used to draw more customers and improve the effectiveness of the internet marketing campaign.
Estimated Time
5 minutes
Topic Objective
Knowing what threats are and how they affect business. Threats
Topic Summary Review different threats. Materials Required
01- SWOT
Planning Checklist
None
Recommended Activity
Complete the Threats section of the worksheet individually. Share your answers with the rest of the class.
Stories to Share
Share any personal relevant stories.
Delivery Tips
Encourage everyone to participate.
Review Questions
What is a threat?
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Case Study The CEO of MyBrand was constantly getting complaints about poor customer service, but people always complimented the quality of the clothing. He monitored sales, and the customer service did not cause sales to slip, so he did nothing about the complaints. After a few years, a competitor opened nearby. The store advertised “excellent service and merchandise.” After three months, sales slipped 20%. The CEO of my brand decided to implement an employee-training program to improve the quality of customer service.
Estimated Time
5 minutes
Topic Objective
Outline the SWOT case study. Case Study
Topic Summary Discuss why it is important to turn strengths into weaknesses. Materials Required
None.
Planning Checklist
None.
Recommended Activity
Discuss the results of the case study. Could the CEO have prevented the slip in sales?
Stories to Share
Share any relevant personal/professional story.
Delivery Tips
Encourage everyone to participate.
Review Questions
What MyBrand’s strength?
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Module Two: Review Questions 1. A low price point is an example of a ____. a) b) c) d)
Weakness Strength Opportunity Threat
Strength is anything that the company does well in the eye of the customer. A low price point is considered a strength. 2. Which of the following will provide useful information about strengths for a SWOT analysis? a) b) c) d)
Weather Taxes Technology Market research
Market research provides information that can be used to create a SWOT analysis. The other answers are examples of opportunities and threats. 3. A poor customer service survey indicates a _______ a) b) c) d)
Strength Opportunity Weakness Threat
A weakness is something that the company does not do well. Poor customer service is an example of a weakness. 4. A weakness is _____. a) b) c) d)
Internal Lasting External To be expected
Both strengths and weaknesses are internal to the company. Weaknesses can be converted to strengths.
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5. What is an opportunity? a) b) c) d)
Taxes Competition Weak market Improved technology
An opportunity is an outside influence that the company can take advantage of. Using new technology is an opportunity. 6. What must be monitored to find opportunities? a) b) c) d)
Future of the market Competitor sales Customer complaints Weather
It is important to take advantage of opportunities as they appear. This requires careful monitoring of the future of the market and market trends. 7. What is an example of a threat? a) b) c) d)
A strong market Increased taxes Improved products Company growth
A threat is any outside influence that negatively affects the company. Increased taxes are a threat. 8. What involves influences outside the organization? a) b) c) d)
Strengths and weaknesses Weaknesses Threats and opportunities None of the above
Threats and opportunities come from outside the company. Strengths and weaknesses are found inside the organization.
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9. How much did the sales slip? a) b) c) d)
10% 20% 30% 40%
The sales slipped after the competition opened, they fell a total of 20%. 10. What did the CEO ignore with the complaints? a) b) c) d)
Opportunity Threat Strength Weakness
The CEO ignored complaints of poor service. This is a weakness that he failed to transform into a strength.
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Advertising people who ignore research are as dangerous as generals who ignore enemy signals. David Ogilvy
Module Three: Marketing Research Marketing research is essential to a successful marketing campaign. This information needs to be done on two levels. Primary information is the research that you do for yourself or have an employee do. Secondary information is provided by government agencies and other organizations that offer market information. Once this information is collected, it will determine the appropriate price point, product development, and your target audience.
Consume All Media Research must be thorough to provide insight. Review all the media that relates to your market carefully. This includes information that is provided by social media. Primary and secondary research is necessary when conducting market research. There are five basic methods to employ in primary market research:
Primary Information 
Surveys: A survey is a traditional marketing tool that is still effective in marketing research. Surveys can be completed, in person, over the phone, through the mail, or online. The larger the group surveyed, the more accurate the results will be.
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Focus groups: Focus groups are meetings led by moderators with scripted questions to learn customer feedback concerning products, promotions, etc. There should be at least three different focus groups.
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Personal interviews: Personal interviews are more subjective than focus groups. The results are not conclusive, but they provide information about shifts in customer attitudes.
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Observation: Pay attention to the shopping habits of consumers. Track buying habits when possible. This will provide insight into purchasing trends.
Trials: Test new merchandise and price points to determine the customer response. Testing will help prevent changes or merchandise that conflict with the needs of customers.
Secondary Information is available from different organizations, and it is abundant. When examining secondary information, it is necessary to choose the most reliable sources. Secondary Information Sources:
News and media
Government agencies
Market publications
Competitor reports
Market researchers
Estimated Time
10 minutes
Topic Objective
Understand the importance of using different media. Company Information
Topic Summary Review the different sources of information. Materials Required
Flipchart/Marker
Planning Checklist
None
Recommended Activity
Have the participant’s list different sources of information such as the SBA and list these on the flipchart. Discuss the different sources and their effectiveness.
Stories to Share
Share any personal relevant stories.
Delivery Tips
Ask volunteers to share any experience they have in consuming information.
Review Questions
What are the different survey methods?
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Find the Right Price Price is a main factor that determines what customers will purchase. Competitive pricing is particularly important on the internet where consumers can easily compare prices between sites. When it is impossible to provide the lowest price point, it is essential that companies rely on a reputation for quality or expertise. An understanding of floor and ceiling pricing is also necessary in order to find the correct price. A price ceiling is the highest price that can be charged for a product. This is often the result of a government regulation such as rent control. The price floor is the lowest price that may be charged for a product. When the price floor is high, consumers are less likely to buy, so production should be limited. Always be aware of any price floors or price ceilings that affect your market. A price control can result in a shortage or excess. Other things to be aware of when finding the price include:
Quantity: When you maximize sales, it is possible to have a lower price point on each item.
ROI: Prices may be set for a specific return on investment. The price may be higher and requires a loyal customer base.
Value to customers: When a product is of value to consumers, they are willing to pay more for it.
Popular prices: People are willing to pay familiar price points such as $19.99. People are often unwilling to go above these price points.
Estimated Time
10 minutes
Topic Objective
Recognizing the importance of pricing Find the Right Price
Topic Summary Review ways to determine the price. Materials Required
02-Pricing
Planning Checklist
None.
Recommended Activity
Complete the worksheet individually. Share your answers with the rest of the class.
Stories to Share
Share any relevant personal experiences.
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Delivery Tips
Encourage everyone to participate.
Review Questions
What is a price ceiling?
Product Development and Improvement Marketing research is an important part of product development and improvement. In today’s fast-paced environment, it is necessary to stay ahead of market trends. Research will determine customer needs and guide development of new products as it improves current products. For example, a carmaker might add a new feature based on customer feedback. There are different stages and methods of product development. Stages and Methods:
Generate Ideas: Research, for example from a focus group or survey, provides information to start generating ideas to develop and improve products.
Develop Features: Use the ideas generated to develop features for a new or existing product that meets customer needs.
Develop the Product: Combine the features and ideas to create a new and/or improved product.
Test the Product: Once the product is developed, test it to determine consumer interest and price.
Estimated Time
10 minutes
Topic Objective
Recognizing stages of product development. Product Development and Improvement
Topic Summary Discuss ways to improve products based on market research. Materials Required
03-Product Development
Planning Checklist
None.
Recommended Activity
Complete the worksheet individually and share your answers with the rest of the class.
Stories to Share
Share any relevant personal experiences.
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Delivery Tips
Encourage everyone to participate.
Review Questions
What are the stages and methods of product development?
Identify Your Target Audience It is impossible to meet the needs of every consumer. This is why it is necessary to determine who your target audience is and how you can best meet their needs. You can determine your target market based on the following criteria:
Age
Gender
Income level
Education level
Location
Use of technology and the internet
Once the target audience is identified, you can research their expectations to guide your product development, pricing, and marketing methods. For example, an internet marketing campaign would be a waste of time for a target audience that does not use the internet regularly.
Estimated Time
10 minutes
Topic Objective
Correctly identify the target audience Identify Your Target Audience
Topic Summary Discuss your target audience and identify ways to Materials Required
04-Target Audience
Planning Checklist
None
Recommended Activity
Complete the handout individually. Share your answers with the rest of the class.
Stories to Share
Share any personal relevant stories.
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Delivery Tips
Encourage everyone to participate.
Review Questions
Why determine the target audience?
Case Study The local company, Media Inc. saw a shift in the popularity of their products, which indicated a change in their customer base. Action movies and romantic comedies were their mainstays the previous years, making up 65% of the sales. Now, children’s and family movies made up the bulk of their rentals, accounting for 72% of the sales. Action movies and romantic comedies now only accounted for 20% of her sales. After the CEO examined primary and secondary information, she learned that the middle class in the town was growing. Additionally, more young couples were having children. To understand her target audience better, she collected as much information about her customers as she could find. She used the research to guide her as she updated her movie collection.
Estimated Time
5 minutes
Topic Objective
Outline the Marketing Research case study. Case Study
Topic Summary
Discuss the how important research is to identifying the target audience and meeting their needs.
Materials Required
None.
Planning Checklist
None.
Recommended Activity
Discuss the results of the case study. How do you think this influenced her movie collection?
Stories to Share
Share any relevant personal/professional story.
Delivery Tips
Encourage everyone to participate.
Review Questions
What did the CEO examine first to understand her market?
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Module Three: Review Questions 1. Choose the source of primary information. a) b) c) d)
Market reports Survey Competitor statistics Market researchers
Primary sources are sources of information that you find yourself. A survey is a primary source if you conduct it yourself. 2. Choose the source of secondary information. a) b) c) d)
Trials Focus group Interviews Media coverage
Secondary sources of information are available to you. Media coverage is a secondary source; the other answers are primary sources. 3. Why is highest amount you can charge? a) b) c) d)
Price floor Top tier Price ceiling ROI
Government regulations can limit the amount that may be charged for a product. The highest amount you may charge is called the price ceiling. 4. What is the lowest amount you can charge? a) b) c) d)
Price floor Top tier Price ceiling ROI
Government regulation can create a price floor. This is the lowest price that can be charged for a product. It may result in an excess of merchandise.
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5. What do you do with the ideas generated? a) b) c) d)
Develop product Test product Create feedback Develop features
The first stage of product development is to generate ideas. These are used to develop features for the product. 6. What is the final stage to product development? a) b) c) d)
Develop product Test product Create feedback Develop features
All of the answers besides C are stages of product development. The final stage is to test the product developed. 7. Which is not a criterion you would least likely use to identify the target audience? a) b) c) d)
Diet Age Education Income
It is important to gather as much information as you can to understand your target audience. A customer’s diet is not likely to be available while the other answer is. 8. What do you research to meet the needs of your target audience in product development after the target is identified? a) b) c) d)
Location Age Expectations Income
Once you identify your target, you need to identify their expectations. Use this research to guide the product development.
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9. What percentage sales did the children’s and family movies make? a) b) c) d)
65% 72% 20% 45%
Children’s and family movies became the top sellers. They accounted for 72% of sales. 10. What percentage of sales did action movies and romantic comedies drop? a) b) c) d)
65% 72% 20% 45%
Action and romantic comedies once made up 65% of the sales but dropped to 20%. This is a 45% drop.
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