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Marketing By Mailing: Effective Communications with Prospects and Clients

Developing your client base means making contact with letters and mailers. This module teaches how to create and manage your current client base and obtain new prospects using effective mailing strategies. The module covers these techniques:
  • Using marketing letters in a mail campaign
  • Developing a library of standard letters
  • Streamlining the mailing process using software, assistants and mail houses
  • Planning and executing your mailing campaign

This module is designed for salespersons and managers needing skills in developing letters and other communications with customers.

This module can be presented in two to four hours, depending on participants' skill level and teaching objectives. The module includes:

  • Break out groups to solve team problems
  • Discussion on techniques for team development
  • Exercises and presentations
  • Practice sessions and role plays
The participant's workbooks contain reference text and exercises, are bound and three hole punched. The module is divided into three sections, one for each phase of training: the Pre-Workshop Assignment, the Workshop Material, and the Post-Workshop Action Items. Participant's workbooks can be used for classroom instruction or on a self-paced basis.

The leader's guide contains the same material as the participant's workbook, with the addition of a section of introductory notes, answers to exercises and explanatory margin notes. The leader's notes contain tips and techniques on setting up and administering the session, checklists, and other teaching aids. Other beneficial components include:
  • A listing of suggested videos which complement the material.
  • Notes which highlight key points, provide tips for training, and detail competencies to be gained.
  • Margin Notes on the workshop materials which guide the leader through the material and indicate when to ask questions, encourage discussion, use flip charts, break into groups, and refer to specific material.


By the end of this module, the participants will be able to:

  1. Explain the four broad approaches for making contact with prospects.
  2. Identify the distinguishing features of the four approaches.
  3. Name four merchandising tools elaborated in the module for contacting prospects.
  4. Explain the significance of the call program with respect to advertising, market mailing, and merchandising.

Merit Training Corporation
Phone: 757-546-7703
e-mail: info@merittrainingcorp.com


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