Sales and Marketing


Recent Sales and Marketing Articles

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

Warming Up to Cold Calls

By Susan Greco |  Feb 1, 1992

In February 1992, Susan Greco wrote the following review in Inc. magazine: When Read more

Sound Off

By Anne Murphy |  Feb 1, 1992

New business sells children's educational audio magazine via direct mail.  Read more

Software to Target Customers By

By Michael P. Cronin |  Feb 1, 1992

Various direct mail software and their capabilities.  Read more

No Salesman Will Call

By Tom Richman |  Jan 1, 1992

Company replaces its salesperson with a full-time employee stationed at the client's business.  Read more

Database Sales Management

By Teri Lammers |  Jan 1, 1992

Using sales management shareware software instead of commercial products.  Read more

What Motivates a Salesperson Most?

By Susan Greco |  Jan 1, 1992

Various companies' sales incentive programs.  Read more

Only a Game?

By Anne Murphy |  Jan 1, 1992

New business repackages, modernizes, markets an ancient Chinese tangram game.  Read more

Urban Developer

By Joshua Hyatt |  Jan 1, 1992

EOY socially responsible award. Profile of community-conscious basket retailer David Longaberger.  Read more

The Foolproof Interviewer's Guide

By Teri Lammers |  Dec 1, 1991

A sales interview guide to help recruit and hire a reliable sales force.  Read more

A Regimen for Shaping Up Sales

By Teri Lammers |  Dec 1, 1991

Advice on focusing sales efforts.  Read more

Reps or Sales Force?

By Tom Richman |  Dec 1, 1991

Making the decision to build a sales force or to sell through independent reps.  Read more

How Do You Train Your Sales Force?

By Susan Greco |  Dec 1, 1991

Chart depicting company's various sales training methods.  Read more

Growth Strategies

By Bruce G. Posner |  Dec 1, 1991

Profile of Inc. 500 companies that are redefining their industries.  Read more

A Seminar of One

By Tom Richman |  Dec 1, 1991

Public speaking engagements as a sales marketing tool.  Read more

Network: December 1991

By Michael P. Cronin |  Dec 1, 1991

Network resources.  Read more

To Gift or Not to Gift

By Teri Lammers |  Dec 1, 1991

Some ideas on business-to-business gift giving.  Read more

Offices on the Go

By Robert A. Mamis |  Nov 1, 1991

Improving customer relations and employee morale by reducing sales rep's time spent in the office.  Read more

If They Will Come, Then Build It

By Anne Murphy |  Nov 1, 1991

New business designs an all-terrain portable computer.  Read more

TV's Golden Age

By Anne Murphy |  Nov 1, 1991

Television network focuses on the over-50 market.  Read more

Finding an Underwriter

By Susan Greco |  Nov 1, 1991

Using corporate sponsors to fund market research, and sharing the results.  Read more

Selling by Voice Mail

By Tom Richman |  Nov 1, 1991

Source of information on using the telephone more effectively advice on using voice mail.  Read more

Do-It-Yourself Marketing

By Inc. staff |  Nov 1, 1991

Guide to do-it-yourself marketing, advertising, public relations.  Read more

Constant Reminders

By Tom Richman |  Nov 1, 1991

Why company imprinted post-it-notes serve as an effective advertising device.  Read more

Pushing the Envelope

By Susan Greco |  Nov 1, 1991

Bribing new customers with $5 and a customer survey to monitor customer service.  Read more

Rewarding the Troops

By Susan Greco |  Oct 1, 1991

Chart depicting the percentage of companies using various sales rewards.  Read more

A Clear Opportunity

By Martha E. Mangelsdorf |  Oct 1, 1991

Analysis of a spin-off company marketing their product through supermarkets.  Read more

Using Memberships to Build a Brand

By Tom Richman |  Oct 1, 1991

Inexpensively differentiating your firm by appearing to be an exclusive club requiring membership.  Read more

How to Build a Marketing Plan

By Tom Richman |  Oct 1, 1991

Guide to building a marketing plan.  Read more

Product Sampling

By Tom Richman |  Oct 1, 1991

Inexpensively promoting your product by holding product demonstrations.  Read more