Sales and Marketing


Recent Sales and Marketing Articles

A Moving Picture Is Worth

By Inc. staff |  May 1, 1990

Company gets a better response from its direct mail campaign by sending out video catalogs.  Read more

Marketing: Beyond The Product

By Inc. staff |  May 1, 1990

Chart: The percentage of consumers who base purchases on things other than brand loyalty, price and quality.  Read more

How to Compete on Price

By Paul B. Brown |  May 1, 1990

A jewelery distribution company uses strategic pricing as its marketing strategy.  Read more

Hotline

By Martha E. Mangelsdorf |  May 1, 1990

Hotline information paragraphs for May 1990  Read more

Ad Infinitum

By Martha E. Mangelsdorf |  May 1, 1990

An introduction to Ad Bins and the pervasiveness of alternative advertising media.  Read more

Nuts And Bolts

By Inc. staff |  May 1, 1990

Company owner puts a picture of his factory on his sales brochure so customers know where the product is made.  Read more

Surviving on Chaos

By Joshua Hyatt |  May 1, 1990

A company turns itself around after its product is turned away by foreign buyers.  Read more

Customer As Partner

By Inc. staff |  May 1, 1990

Before going into production, a company chairman talks with buyers and lets them shape the final product.  Read more

Rallying The Troops

By Inc. staff |  Apr 1, 1990

Sales manager devises an award system for salespeople, keeping them motivated throughout the entire contest period.  Read more

Network: April 1990

By Inc. staff |  Apr 1, 1990

Network reader-to-reader advice.  Read more

Notebook

By Inc. staff |  Apr 1, 1990

Short informative blurbs on small business-related subjects  Read more

A Whole New Game

By Edward O. Welles |  Apr 1, 1990

A Mexican media magnate and a New York publisher team up to start a national daily sports newspaper called The National.  Read more

How To: Grow a Product-Based Business

By Tom Richman |  Apr 1, 1990

Advice on how to develop a business around a product idea.  Read more

Sitcom Sales

By Elizabeth Conlin |  Apr 1, 1990

Free national ad for Ben Jerry's: A comedy co-producer agreed to put a bumper sticker on the wall of a sitcom set.  Read more

Snack Attack

By Leslie Brokaw |  Apr 1, 1990

CEO credits the success of his cookie company to the attractiveness of the product.  Read more

Who's Calling?

By Inc. staff |  Apr 1, 1990

Business owner asks customers where they first saw an ad for his dental service to find out which ads are effective.  Read more

Roadside Research

By Elizabeth Conlin |  Apr 1, 1990

Before opening a new store, Stew Leonard conducted a market research test along the roadside in Danbury, CT.  Read more

Fast Track

By Elizabeth Conlin |  Apr 1, 1990

Entrepreneur owns three railroad cars and uses them to entertain customers and employees.  Read more

Instant Gratification

By Inc. staff |  Apr 1, 1990

A franchiser gives excellent service to his franchisees by calling to say: 'Give me one thing to do for you.'  Read more

International: Cultural Differences

By Inc. staff |  Mar 1, 1990

Chart: Survey of 1,157 executives in Europe asking what sales skills their sales representatives lack.  Read more

How to Write a Business Best-Seller

By Joshua Hyatt |  Mar 1, 1990

Harvey Mackay, author of Swim with the Sharks Without Being Eaten Alive, tells about the marketing of his book.  Read more

Tried and True

By Martha E. Mangelsdorf |  Mar 1, 1990

An ad agency for professional practices convinces clients to use effective and well-known methods of advertising.  Read more

Special Delivery

By Inc. staff |  Mar 1, 1990

Jacuzzi retailer makes an appeal to mailcarriers by placing an ad on every envelope.  Read more

Customer Satisfaction

By Inc. staff |  Mar 1, 1990

CEO allows assembly line workers to explain his product to potential customers.  Read more

Funky Furniture

By Leslie Brokaw |  Feb 1, 1990

After surviving one furniture business failure, entrepreneur starts another furniture chain.  Read more

Green Stuff

By Leslie Brokaw |  Feb 1, 1990

Mail-order company sells environmentally sound products.  Read more

The Small Chill

By Robert A. Mamis |  Feb 1, 1990

Engineer forms a company around his new invention, a miniaturized combination freezer-refrigerator-microwave.  Read more

Home Scanning

By Leslie Brokaw |  Feb 1, 1990

Company asks consumers to scan their groceries at home. Researchers later sell the information to other businesses.  Read more

Making Money, Raising Money

By Leslie Brokaw |  Feb 1, 1990

An electronics company comes close to its sales projections after a year in business.  Read more

Making A Splash

By Inc. staff |  Feb 1, 1990

A W's soft drinks compete with Coke and Pespi by strategizing sales promotion.  Read more

Worst Case Scenarios

By Inc. staff |  Feb 1, 1990

Owner plans new facility openings by picking the worst possible spot in the geographic market study.  Read more

David and Goliath Do a Deal

By Paul B. Brown |  Feb 1, 1990

A small legal software company teams up with IBM to help sell its software package.  Read more

Great Moments in Financing

By Martha E. Mangelsdorf |  Feb 1, 1990

As a result of a well-placed ad, a mail-order clothing company ends up with an unexpected investor.  Read more

Sail Away

By Inc. staff |  Jan 1, 1990

Sales manager awards his salespeople with an $800 travel credit when they reach their sales quota.  Read more

How to Manage Your Sales Force

By Robert A. Mamis |  Jan 1, 1990

A successful manager gives tips on creating a winning sales team.  Read more