Sales and Marketing


Recent Sales and Marketing Articles

The One-Page Strategy Guide

By Teri Lammers |  Sep 1, 1992

The strategic-planning summary that helps one company decide which market opportunities to pursue.  Read more


Network: September 1992

By Michael P. Cronin |  Sep 1, 1992

Network reader-to-reader advice.  Read more


Taking Names

By Jay Finegan |  Sep 1, 1992

Profile of a successful software company that capitalizes on its customer client list and its employees.  Read more


Do You Pay Your Top Sales and Marketing Executives Enough?

By Inc. staff |  Aug 1, 1992

Average 1991 base salary for top sales and marketing executives.  Read more


Lost in Patagonia

By Edward O. Welles |  Aug 1, 1992

Profile of a socially responsible company, its founder, and the problems of focusing on ideology rather than profit.  Read more


Scouting Out the Competition

By Susan Greco |  Aug 1, 1992

Advice on checking out the competition.  Read more


ABCs of Direct Mail

By Susan Greco |  Aug 1, 1992

Resource for checking how well your direct-marketing operation is functioning.  Read more


Sampling with a Twist

By Susan Greco |  Aug 1, 1992

Affordable in-store demonstration strategies.  Read more


Why Continuity Clubs Work

By Michael P. Cronin |  Aug 1, 1992

The benefits of applying the concept of continuity, club, or subscription sales to small companies.  Read more


Fast Rising

By Leslie Brokaw |  Aug 1, 1992

Profile and analysis of an employee-founded bakery: the struggles to gain financing and customers.  Read more


Tracking Useful Inventory Trends

By Jill Andresky Fraser |  Aug 1, 1992

Advice for any business setting up an inventory-management system.  Read more


Looking for Reps in All the Right Places

By Susan Greco |  Jul 1, 1992

Prescreening recruiting independent sales reps.  Read more


Child Care Matures

By Alessandra Bianchi |  Jul 1, 1992

A chain of child care centers focusing on high quality innovative programs.  Read more


On-the-Road Research

By Susan Greco |  Jul 1, 1992

Gathering market research and insight from CEOs in similar industries.  Read more


What Do You Spend on Market Research?

By Susan Greco |  Jul 1, 1992

Chart of money time spent by CEO's on market research.  Read more


The Open-Book Travel Analysis

By Teri Lammers |  Jul 1, 1992

Travel company increases its bottom line by providing customers with money saving travel tips.  Read more


Turning Employees into Headhunters

By Michael P. Cronin |  Jun 1, 1992

Beauty salon distributor incorporates referral bonuses employee team interviews into their hiring process.  Read more


On-the-Cheap Market Research

By Susan Greco |  Jun 1, 1992

Using libraries, knowledgeable CEOs, and university professors to gather inexpensive market research.  Read more


What's the Best Source of Market Research?

By Susan Greco |  Jun 1, 1992

Survey chart of the top sources of market research for new products.  Read more


How to Develop Products

By Tom Richman |  Jun 1, 1992

Available resource on making the decision to market a new product.  Read more


Ads with Attitude

By Susan Greco |  Jun 1, 1992

Temporary placement company sounds off about work-related issues over the radio gains greater name recognition.  Read more


The Best Newsletters in America

By Anne Murphy |  Jun 1, 1992

Using newsletters to expand your business, introduce new products, encourage repeat business.  Read more


An 800 Number Dedicated to Tracking Customers

By Michael P. Cronin |  Jun 1, 1992

House manufacturer designates an 800 line to handle customer inquiries.  Read more


Sales Rewards for `Real' Revenues

By Michael P. Cronin |  May 1, 1992

Compensating sales reps based on sales to consumers instead of distributors.  Read more


The CEO as Sales Rep

By Susan Greco |  May 1, 1992

CEO drops 45 sales reps and takes charge of sales and distribution herself.  Read more