Desktop Target Marketing
Quality, reusable mailing list available on compact disc. Read story
Susan Greco
Are Sales Costs Killing You Softly?
Chart of activities that affect sales productivity. Read story
Pay as You Go PR
Using results-only PR agencies and one firm's approach. Read story
Ongoing Sales Rewards
Customized rewards to motivate sales forces. Read story
How Much Is Enough?
Chart of the number of catalogs sent to prospects before giving up. Read story
Fighting the War on Postage
Catalog houses suggest alternative marketing tactics to offset the high cost of mailing. Read story
Putting a Value on PR
Measuring the return on PR investment. Read story
Putting Training to Use
Effective sales training programs. Read story
Catalog Software
Available guide to catalog management software. Read story
Rethinking Quotas
Reorganizing salespeople's compensation plans to accomplish company goals and motivate employees. Read story
How Sales Goals Are Set
A survey asked companies how they set sales goals for sales executives and sales reps Read story
Warming Up to Cold Calls
Motivating oneself to do cold calling work by realizing the dollar amount of each visit. Read story
Warming Up to Cold Calls
In February 1992, Susan Greco wrote the following review in Inc. magazine: When Read story
What Motivates a Salesperson Most?
Various companies' sales incentive programs. Read story
What Office Managers Really Do
Responses from a CEO survey on manager's responsibilities qualities challenges. Read story
How Do You Train Your Sales Force?
Chart depicting company's various sales training methods. Read story
Two Sure-Fire Ways to Get Paid
Two ways to speed up collections. Read story
Just a Suggestion
Innovative ways to gather employee suggestions ideas. Read story
The Interactive Employee Review
Implementing a salary review system that creates a valuable ongoing company dialogue. Read story
Finding an Underwriter
Using corporate sponsors to fund market research, and sharing the results. Read story
Pushing the Envelope
Bribing new customers with $5 and a customer survey to monitor customer service. Read story
How'd You Think of That?
Chart illustrating where CEO's get their ideas. Read story
We Can Work It Out
Unique ways of airing internal disagreements. Read story
Finding Your Next Banker
Planning ahead when selecting your next banker. Read story
A Reading List For Nervous CEOS
Guides to help companies comply with EPA regulations the Clean Water Act. Read story
Hazardous Waste Threatens CEOs
Accelerating EPA small business prosecution the expense of compliance. Read story
How to Fire an Agency
Advice on firing your advertising agency. Read story
Rewarding the Troops
Chart depicting the percentage of companies using various sales rewards. Read story
How to Tap OSHA for Free
How to request free OSHA consultations a listing of OSHA-sponsored consultants. Read story
OSHA Can You See?
Using government experts to help insure compliance with safety and environmental laws. Read story
Specialty Delivery
Information on various regional next-day delivery services. Read story
Used Trade-Show Booths
Information on buying secondhand trade-show exhibit booths. Read story
How Do You Use Your CPA?
Response to an informal survey on CEO's relationships with their CPA's. Read story
Using Others to Sell Your Products
Using contacts in complementary industries to help sell your product. Read story
How Do You Pay Your Sales Force?
Chart illustrating compensation methods of companies. Read story
Please Hold for Customer Service
An Inc. sampling of the customer support service offered by software vendors. Read story
Speak Up
Resource offering helpful tips and exercises to help improve your voice image. Read story
Inc. Spills the Beans on Coffee Services
Various coffee services used by companies and the cost per cup. Read story
Market Research on the Cheap
Information about a nonprofit new-product research center. Read story
Family-Business Forums
Programs and workshops available to members of family businesses. Read story
