Sales and Marketing


Recent Sales and Marketing Articles

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

How to Fire an Agency

By Susan Greco |  Oct 1, 1991

Advice on firing your advertising agency.  Read more

Network: October 1991

By Michael P. Cronin |  Oct 1, 1991

Network Resources.  Read more

Send In the Clowns

By Tom Richman |  Sep 1, 1991

Creatively presenting products to distributors to increase sales.  Read more

Using an OEM to Build Sales

By Teri Lammers |  Sep 1, 1991

Increasing market share by selling through original equipment manufacturers (OEMs).  Read more

Alternatives to a Direct-Sales Force

By Inc. staff |  Sep 1, 1991

Chart illustrating alternative sales options.  Read more

Call a Neighbor

By Tom Richman |  Sep 1, 1991

Using volunteer customers to demonstrate their purchased product to other potential buyers.  Read more

Know Your Place

By Michael E. Porter |  Sep 1, 1991

Assessing the attractiveness of your industry and strategically positioning your company.  Read more

Selling to Gray Americans

By Tom Richman |  Sep 1, 1991

Advice on selling to the over-50 population.  Read more

Network: September 1991

By Michael P. Cronin |  Sep 1, 1991

Network reader-to-reader advice.  Read more

How Do You Pay Your Sales Force?

By Susan Greco |  Aug 1, 1991

Chart illustrating compensation methods of companies.  Read more

The Press-Release Primer

By Teri Lammers |  Aug 1, 1991

Guidelines for putting together successful press-releases.  Read more

A Quantified Success

By Edward O. Welles |  Aug 1, 1991

Profile of a successful start-up in the bicycle industry.  Read more

Using Others to Sell Your Products

By Susan Greco |  Aug 1, 1991

Using contacts in complementary industries to help sell your product.  Read more

Do-It-Yourself Survey Software

By Tom Richman |  Aug 1, 1991

Customer survey software allows companies to tabulate results measure customer response.  Read more

Get in the Door One Step at a Time

By Tom Richman |  Aug 1, 1991

Asking for a little bit of the business as an alternative sales strategy.  Read more

The New You

By William R. Carey Jr. |  Aug 1, 1991

Developing brand identity to distinguish your product or service.  Read more

Training on the Train

By Tom Richman |  Aug 1, 1991

An innovative company uses train traveling time to host journalists and potential customers.  Read more

Please Hold for Customer Service

By Susan Greco |  Aug 1, 1991

An Inc. sampling of the customer support service offered by software vendors.  Read more

How to Cut Postage Costs

By Robert A. Mamis |  Aug 1, 1991

Cutting costs by using nine-digit zip codes.  Read more

The Smart CEO's Reading List

By Leslie Brokaw |  Jul 1, 1991

Short reviews of business books recommended for the CEO.  Read more

Commissions That Smooth Out Sales

By Tom Richman |  Jul 1, 1991

Revising sales commission structures to smooth out sales and production loads.  Read more

Learn to Walk From Leases

By Robert A. Mamis |  Jul 1, 1991

Learning how to negotiate favorable leases.  Read more

A Good Name Is Hard to Find

By Tom Richman |  Jul 1, 1991

Finding potential sales prospects in similar industry trade journals.  Read more

Are 900 Numbers for You?

By Teri Lammers |  Jul 1, 1991

Sources of information on how your business can benefit from 900 numbers.  Read more

Cause-related Marketing

By Teri Lammers |  Jul 1, 1991

Inexpensive public relations opportunities through the sponsorship of charitable community events.  Read more

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