Sales and Marketing


Recent Sales and Marketing Articles

Where the Shoppers Are

By Susan Greco |  May 1, 1995

A mail shipping business sets up shops inside supermarkets.  Read more

Smart Marketing or Invasion of Privacy?

By Susan Greco |  May 1, 1995

Questioning whether some target marketing strategies invade a customer's right to privacy and two company examples.  Read more

What's in a 30-Minute Infomercial?

By Robina A. Gangemi |  May 1, 1995

A breakdown summary of the costs involved in creating a 30-minute infomercial.  Read more

In the Customer's Shoes

By Jay Finegan |  May 1, 1995

Profile of a CEO who rebuilt his men's shoe store by listening to his customers.  Read more

Companies Greet E-Mail Nation

By Susan Greco |  May 1, 1995

Examples of companies who use E-Mail to handle customer requests.  Read more

Setting the CEO Free

By Martha E. Mangelsdorf |  May 1, 1995

A company handles customer requests using a fax-on-demand service.  Read more

Psyched Up or Psyched Out?

By Susan Greco |  Apr 1, 1995

An expert identifies some classic weaknesses in salespeople.  Read more

A Media Snapshot

By Robina A. Gangemi |  Apr 1, 1995

A clothing retailer signed on with a CD-ROM shopper and a rate comparison between CD-ROM catalogs and other mediums.  Read more

Play Ball

By David Whitford |  Apr 1, 1995

Major League Baseball gets some new competition from smaller, innovative rivals.  Read more

Power in Numbers

By Susan Greco |  Apr 1, 1995

A private company publishes an annual report as a marketing tool.  Read more

Sales Execs Share the Risk

By Robina A. Gangemi |  Apr 1, 1995

Chart illustrating the percentage of compensation that is performance based for sales and marketing executives.  Read more

The Digital Business Card

By Inc. staff |  Mar 15, 1995

A quick look at how a digital business card design can be installed on your PC.  Read more

E-mail With. . . Spammers

By David H. Freedman |  Mar 15, 1995

The two lawyers who angered the Internet community when they posted ads on various USENETs tell why they did it.  Read more

Retail Retold

By Stephen M. Silverman |  Mar 15, 1995

The owner of men's-apparel chain explains how his stores are using technology to enhance one-to-one sales.  Read more

The Wrong Question

By Bruce Guile |  Mar 1, 1995

Column debating whether small or large companies are the greater source of job creation and technical innovation.  Read more

Start Your Own Trade Group

By Susan Greco |  Mar 1, 1995

Forming your own trade group promotes networking and joint PR efforts.  Read more

Short on Satisfaction

By Susan Greco |  Mar 1, 1995

Survey reveals that many small-business owners are unhappy with their sales-force-automation software.  Read more

Long-Distance Spec Sheets

By David Abrahamson |  Mar 1, 1995

Consumer group research on long-distance providers.  Read more

On the Road

By Susan Greco |  Mar 1, 1995

Visiting customer sites and putting on trade show-like presentations.  Read more

Gearing Up to Switch Markets

By Susan Greco |  Mar 1, 1995

Strategic sessions to plan the switch to different markets.  Read more

Why Take Sides?

By Jeffrey Mount |  Mar 1, 1995

Column discussing customer service and whether the customer is really always right.  Read more

The Truth About Start-Ups

By Paul Reynolds |  Feb 1, 1995

The Coleman Foundation Chair in Entrepreneurial Studies discusses research findings about start-up activities.  Read more

Distribution: Cash In with a Cause

By Susan Greco |  Feb 1, 1995

A quick look at how some entreprenuers are using local fund-raising markets as distribution opportunities.  Read more

Benchmark: How Chief Executives Use On-line Services

By Martha E. Mangelsdorf |  Feb 1, 1995

A look at the results of a survey of CEOs showing who is using on-line services and how they are using the services.  Read more

Channel Surfers

By Teri Lammers Prior |  Feb 1, 1995

Investigation of how seven different entrepreneurs found distribution the key to maintaining a competitive edge.  Read more

Technical Information: Get Answers

By David Abrahamson |  Feb 1, 1995

A quick look at a company supplying business with technical support, market research, and more.  Read more

Marketing Costs: A National Brand--At What Price?

By Susan Greco |  Feb 1, 1995

A marketing pro offers ideas, including a four-year budget, to keep costs down when taking a product nationwide.  Read more

Up and Coming: Teddy Bears and Underwear--Caught in the World Wide Web

By Susan Greco |  Feb 1, 1995

A quick look at several companies that are using technology and the World Wide Web as a marketing tool.  Read more

This Year's Model

By David Whitford |  Feb 1, 1995

A story that traces a superstar saleperson through 48 hours in order to find out how he stays successful.  Read more

On-Line: What's in an Internet Name

By Martha E. Mangelsdorf |  Jan 1, 1995

Several executives explain the importance of registering your business name as an Internet domain name.  Read more

Forgo the Logo

Jan 1, 1995

Forget bulls and doughboys--if you're a young company and don't have a corporate logo, you may be better off. That'saccording to a man who makes his livin...  Read more

Resource: Small-Store Survival Tactics

By Susan Greco |  Jan 1, 1995

A review of Arthur Andersen Co.'s publication 'Small Store Survival,' and how one retailer used the book.  Read more

Courting the Power Retailers

Jan 1, 1995

Mass merchandisers book about 40% of all U.S. retail sales, and discount retailers--chains with 50 stores or more--book 11% to 13% of all retail sales, ev...  Read more

Skip the One-Man Band

Jan 1, 1995

Everybody likes to feel important, but when you're selling your company one of theworst mistakes you can make is to emphasize how essential you are to the...  Read more

The Personal Touch

Jan 1, 1995

Personal contact with customers is a crucial element in the success of any new business ? and it's one of the most common casualties of growth. "As a comp...  Read more