Sales and Marketing


Recent Sales and Marketing Articles

Training Customers to Buy

By Tom Richman |  Jul 1, 1991

Customer-training seminars as a cost effective marketing method.  Read more

Inventions `R' Us

By Anne Murphy |  Jun 1, 1991

Profile of a start-up retail shop's attempt to create a market for overlooked new products.  Read more

Splish, Splash

By Anne Murphy |  Jun 1, 1991

New business sells therapeutic water-workout stations.  Read more

48 Hours with the King of Cold Calls

By Jay Finegan |  Jun 1, 1991

A salesman par excellence talks about the rewards of cold calls.  Read more

Getting the Most Out of the Phone

By Tom Richman |  Jun 1, 1991

Creative ways to use the telephone for sales and marketing.  Read more

Low-Cost Ways to Keep Market Share

By Teri Lammers |  Jun 1, 1991

Some low-cost options for networking and promoting your business.  Read more

Market Research on the Cheap

By Susan Greco |  Jun 1, 1991

Information about a nonprofit new-product research center.  Read more

Expanding Market Horizons

By Inc. staff |  Jun 1, 1991

Chart demonstrating that companies tend to expand their market horizons the longer they're in business.  Read more

Network: June 1991

By Michael P. Cronin |  Jun 1, 1991

Network reader-to-reader advice.  Read more

Learning and Meeting the Client's Preferences

By Tom Richman |  Jun 1, 1991

Satisfying customers by asking them about their priorities and expectations.  Read more

The Great Game of, Ah, Bird Feeders

By George Gendron |  May 1, 1991

The Springfield Remanufacturing Corp. sponsors a Junior Achievement team in a regional competition.  Read more

Making Research Pay

By Anne Murphy |  May 1, 1991

Start-up company provides market research, funding, development assistance to promising technology companies.  Read more

Move Over, Madonna

By Anne Murphy |  May 1, 1991

Start-up company introduces classical-music home videos.  Read more

Sound Strategy

By Edward O. Welles |  May 1, 1991

Profile of a start-up company founder's attempts to sell stereo speakers directly to the consumer.  Read more

Selling in Europe

By Teri Lammers |  May 1, 1991

Seminars on 'Information Gathering in the European Community'.  Read more

Network: May 1991

By Michael P. Cronin |  May 1, 1991

Network reader-to-reader advice.  Read more

How're We Doing?

By Edward O. Welles |  May 1, 1991

One company's use of an annual report card from customers to measure competitive performance.  Read more

Reaching Influential Buyers

By Tom Richman |  May 1, 1991

Seeding the market by getting products into the hands of key people who influence potential buyers.  Read more

Network: April 1991

By Inc. staff |  Apr 1, 1991

Network reader-to-reader advice.  Read more

Network: April 1991

By Inc. staff |  Apr 1, 1991

Network resources.  Read more

The Truth About Start-ups

By Leslie Brokaw |  Apr 1, 1991

Inc. revisits 27 companies profiled in Anatomy of a Start-up to find common pitfalls and experiences.  Read more

Old booths

By Inc. staff |  Apr 1, 1991

Controlling marketing costs by investing in a used trade-show booth.  Read more

Customer Service: The Last Word

By John Case |  Apr 1, 1991

Profile of a software company whose quality and superb customer service result in word-of-mouth sales.  Read more

Obedience School

By Inc. staff |  Apr 1, 1991

A travel company hosts a 'travel smart' seminar for new corporate clients.  Read more

The Best of Intentions

By Tom Richman |  Apr 1, 1991

Profile of a company that successfully executed a strategic plan to use technology to provide friendlier service.  Read more

Double Vision

By Anne Murphy |  Mar 1, 1991

Entrepreneur attempts to create two entertainment start-ups at once.  Read more

Customer teachers

By Inc. staff |  Mar 1, 1991

Inviting customers to employee training sessions to talk about how purchasing decisions are made.  Read more

Habit-Forming

By Anne Murphy |  Mar 1, 1991

New business produces a tabloid targeting recovering addicts and alcoholics and their families.  Read more

Moving Targets

By Anne Murphy |  Mar 1, 1991

New business sells products catering to commuters.  Read more

Sign Of The Times

By Martha E. Mangelsdorf |  Mar 1, 1991

Start-up company uses bar codes on discount coupon books to track customers.  Read more

Diaper Dan

By Jay Finegan |  Mar 1, 1991

Profile of a start-up diaper-delivery service.  Read more

Building Sales

By Paul B. Brown |  Mar 1, 1991

Advice on building sales while making every marketing dollar count.  Read more

Small Business

By Elizabeth Conlin |  Mar 1, 1991

Profile of a small bank where limited growth allows the company to focus on customer service and employee morale.  Read more

Pushing the envelope

By Inc. staff |  Mar 1, 1991

Sending out cards to customers on Christmas and other holidays as well.  Read more

Allied Forces

By Leslie Brokaw |  Feb 1, 1991

Start-up uses its customers as its sales force.  Read more