Street Marketing
Street marketing as a cost-effective alternative to conventional television, print, and direct-mail advertising. Read story
Susan Greco
Tracking Sales Leads On-Line
A software company keeps its list of potential customers on a highly-organized computer database. Read story
Blueprint for Bonuses
The closer a CCC salesperson comes to closing a contract with ideal terms, the more he or she makes in commissions. Read story
Targeting Your Best Customer
Owner of custom framing shop takes customers' concerns to heart and refocuses his business to emphasize quality. Read story
Fact Finders for Hire
How to find an information broker. Read story
The Collectors
A start-up collection agency hopes to collect from "deadbeat dads" with more success than the government. Read story
Users Get Sales on Course
Company launches new product through grass-roots promotions. Read story
Selling to Young Americans
Resources on marketing to children. Read story
Who's Thinking About Exporting?
Chart showing percentage of companies interested in various exporting regions. Read story
Beware the Impossible Guarantee
Guaranteeing only services that can be provided all of the time. Read story
Smart Marketing to Kids
Forming a kids' club to market to children. Read story
Rx for a Short Sales Season
Sales strategy for a short selling season. Read story
Getting Big Companies to Call
Cultivating a new market without the benefit of a sales force. Read story
A `Finishing School' for Sales Reps
Cross-training sales reps in different company departments. Read story
Paying Your Sales Force
Two new books counsel growing company owners on how to pay their salespeople. Read story
Great Pay for Great Service
Paying employees on a commission basis to practice great customer service. Read story
How to Navigate the Importing Seas
Valuable advice on importing. Read story
The Language of Importing
Government publications which introduce the terms used by customs officials, trading companies, and customs brokers. Read story
Scouting Out the Competition
Advice on checking out the competition. Read story
ABCs of Direct Mail
Resource for checking how well your direct-marketing operation is functioning. Read story
Sampling with a Twist
Affordable in-store demonstration strategies. Read story
The Complete New-Business Survival Guide
Inc.'s catalog of the best books, agencies, networking groups and information sources for the self-educating CEO. Read story
On-the-Road Research
Gathering market research and insight from CEOs in similar industries. Read story
How to Unite Field and Phone Sales
Fostering teamwork motivation among in-house telemarketers independent field sales reps. Read story
Looking for Reps in All the Right Places
Prescreening recruiting independent sales reps. Read story
Export Experts Close to Home
Public private resources for analyzing overseas prospects. Read story
What Do You Spend on Market Research?
Chart of money time spent by CEO's on market research. Read story
Will Your Product `Travel' Overseas?
Survey of current international opportunities in five foreign markets. Read story
Ads with Attitude
Temporary placement company sounds off about work-related issues over the radio gains greater name recognition. Read story
Pricing Your Service for Profits
Company analyzes its profitability and discovers that mistakes in pricing can be costly. Read story
On-the-Cheap Market Research
Using libraries, knowledgeable CEOs, and university professors to gather inexpensive market research. Read story
What's the Best Source of Market Research?
Survey chart of the top sources of market research for new products. Read story
Using Service Reps to Generate Leads
Using better trained customer service reps to screen incoming calls provide a link to sales. Read story
Stretching the Trade-Show Budget
Stretching marketing dollars by targeting efforts before trade-shows. Read story
Trade Shows Versus Face-to-Face Selling
Chart demonstrating the average cost of reaching an exhibit visitor compared to a face-to-face sales call. Read story
Trade-Show Stoppers
Resources for tips on successful trade show exhibiting. Read story
The CEO as Sales Rep
CEO drops 45 sales reps and takes charge of sales and distribution herself. Read story
How Good Are Your Leads?
Cutting advertising costs by measuring publication performance. Read story
Getting Press
Resource that gives advice on how to maximize press coverage. Read story
Desktop Target Marketing
Quality, reusable mailing list available on compact disc. Read story