Sales and Marketing


Recent Sales and Marketing Articles

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

Test-driving Job Applicants

By Ellyn E. Spragins |  May 1, 1992

Assessing potential salespeople's skills by having them sell to you over the phone.  Read more

Mature Marketing

By Alessandra Bianchi |  May 1, 1992

New business retails elder-care products.  Read more

Made to Order

By Jay Finegan |  May 1, 1992

In-depth analysis of a start-up catalog business.  Read more

Stretching the Trade-Show Budget

By Susan Greco |  May 1, 1992

Stretching marketing dollars by targeting efforts before trade-shows.  Read more

Trade Shows Versus Face-to-Face Selling

By Susan Greco |  May 1, 1992

Chart demonstrating the average cost of reaching an exhibit visitor compared to a face-to-face sales call.  Read more

Trade-Show Stoppers

By Susan Greco |  May 1, 1992

Resources for tips on successful trade show exhibiting.  Read more

The Lowdown on Clipping Services

By Michael P. Cronin |  May 1, 1992

Various services designed to clip press articles on market trends, tips competition.  Read more

Using Service Reps to Generate Leads

By Susan Greco |  May 1, 1992

Using better trained customer service reps to screen incoming calls provide a link to sales.  Read more

The Lost-Job Survey

By Teri Lammers |  Apr 1, 1992

Roofing contractor gets help solving problems from the companies that reject its bids.  Read more

Ongoing Sales Rewards

By Susan Greco |  Apr 1, 1992

Customized rewards to motivate sales forces.  Read more

Making Salespeople Collect

By Jill Andresky Fraser |  Apr 1, 1992

Making salespeople responsible for bill collections.  Read more

Quick Study

By Edward O. Welles |  Apr 1, 1992

Company profile of PDQ, a professionally run quick-printing business.  Read more

Station to Station

By Matt Rothman |  Apr 1, 1992

Profile and analysis of a start-up software development company.  Read more

Getting Press

By Susan Greco |  Apr 1, 1992

Resource that gives advice on how to maximize press coverage.  Read more

Desktop Target Marketing

By Susan Greco |  Apr 1, 1992

Quality, reusable mailing list available on compact disc.  Read more

How Good Are Your Leads?

By Susan Greco |  Apr 1, 1992

Cutting advertising costs by measuring publication performance.  Read more

Network: April 1992

By Michael P. Cronin |  Apr 1, 1992

Network resources.  Read more

Putting Training to Use

By Susan Greco |  Mar 1, 1992

Effective sales training programs.  Read more

He Masters Voice

By Alessandra Bianchi |  Mar 1, 1992

Direct marketer delivers sales pitches using voice mail technology.  Read more

The Elements of Perfect Pitch

By Teri Lammers |  Mar 1, 1992

Producing direct-mail pieces that sell.  Read more

How Much Is Enough?

By Susan Greco |  Mar 1, 1992

Chart of the number of catalogs sent to prospects before giving up.  Read more

Fighting the War on Postage

By Susan Greco |  Mar 1, 1992

Catalog houses suggest alternative marketing tactics to offset the high cost of mailing.  Read more

Putting a Value on PR

By Susan Greco |  Mar 1, 1992

Measuring the return on PR investment.  Read more

Catalog Software

By Susan Greco |  Mar 1, 1992

Available guide to catalog management software.  Read more

Why Family Businesses Are Best

By Leslie Brokaw |  Mar 1, 1992

The competitive edge of family-run businesses.  Read more

In-House Customer Service

By Michael P. Cronin |  Mar 1, 1992

Improving customer service by improving internal communications.  Read more

Network: March 1992

By Michael P. Cronin |  Mar 1, 1992

Network reader-to-reader advice.  Read more

Rethinking Quotas

By Susan Greco |  Feb 1, 1992

Reorganizing salespeople's compensation plans to accomplish company goals and motivate employees.  Read more

How Sales Goals Are Set

By Susan Greco |  Feb 1, 1992

A survey asked companies how they set sales goals for sales executives and sales reps  Read more

Warming Up to Cold Calls

By Susan Greco |  Feb 1, 1992

Motivating oneself to do cold calling work by realizing the dollar amount of each visit.  Read more