Sales


Recent Sales Articles

Short on Satisfaction

By Susan Greco |  Mar 1, 1995

Survey reveals that many small-business owners are unhappy with their sales-force-automation software.  Read more


Long-Distance Spec Sheets

By David Abrahamson |  Mar 1, 1995

Consumer group research on long-distance providers.  Read more


The Truth About Start-Ups

By Paul Reynolds |  Feb 1, 1995

The Coleman Foundation Chair in Entrepreneurial Studies discusses research findings about start-up activities.  Read more


Distribution: Cash In with a Cause

By Susan Greco |  Feb 1, 1995

A quick look at how some entreprenuers are using local fund-raising markets as distribution opportunities.  Read more


Benchmark: How Chief Executives Use On-line Services

By Martha E. Mangelsdorf |  Feb 1, 1995

A look at the results of a survey of CEOs showing who is using on-line services and how they are using the services.  Read more


Resource: Small-Store Survival Tactics

By Susan Greco |  Jan 1, 1995

A review of Arthur Andersen Co.'s publication 'Small Store Survival,' and how one retailer used the book.  Read more


Courting the Power Retailers

Jan 1, 1995

Buyers from Sears, Best Buy, and Target offer pointers on how to get your products into the major mass merchandisers and discount retailers.  Read more


Skip the One-Man Band

Jan 1, 1995

Owners should watch out that clients don't see their businesses as too dependent on the owner.  Read more


The Personal Touch

Jan 1, 1995

As your company grows, be sure that customers aren't dealing with a nameless, faceless corporation.  Read more


Looking for Leads in All the Weird Places

Jan 1, 1995

Two clever ways to exploit your eyes and ears.  Read more


Encouraging On-Site Visits

Jan 1, 1995

One company reports that show-and-tell is very productive ? even when they offer to pay for the visit.  Read more


Tap TV Shopping Channels

Jan 1, 1995

Try using a sales agent to get exposure on QVC or others.  Read more


The 60-Second Sales Pitch

Jan 1, 1995

Letting them see you time yourself is a memorable gimmick for this sales rep.  Read more


Inside Info on Outside Rivals

Jan 1, 1995

Be sure your employees are up-to-date on what your competitors are up to.  Read more


Knowing When It's Time to Leave

By Russell S. Holdstein |  Dec 1, 1994

One CEO explains how he sold his company while retaining emotional ties and a paycheck.  Read more


Start-up News: Service-Industry Starts on the Rise

By Phaedra Hise |  Dec 1, 1994

A graph of what start-ups define as the biggest obstacles to overcome to ensure success.  Read more


Entrepreneurs of the Year

By Jay Finegan |  Dec 1, 1994

Introduction to the 1994 EOY issue that presents the judges and process behind the award.  Read more


Unconventional Wisdom

By Jay Finegan |  Dec 1, 1994

Unconventional Wisdom, Market Research and Forecasting Article - The three winners of the 1994 EOY and the business they started, as well as a list of the ru...  Read more


Opposite Attractions

By David Whitford |  Dec 1, 1994

A look at the two winners of the 1994 Master EOY titles, their companies, and the runner-up.  Read more


The Decade-Long Overnight Success

By Susan Greco |  Dec 1, 1994

The turnaround EOY for 1994: A close-up look at a one company's struggle to return to former glory.  Read more


The Personals Touch

By Alessandra Bianchi |  Dec 1, 1994

The winner and runners-up of the award for the company that promises continued rapid growth, Emerging EOY.  Read more


The Good Seed

By Teri Lammers Prior |  Dec 1, 1994

The winner and runners-up of the 1994 Supporter of Entrepreneurship award.  Read more


Friend of the Family

By Tom Ehrenfeld |  Dec 1, 1994

The Socially Responsible EOY winner and runners-up for 1994.  Read more


Sales Management: Hot-Product Survival Guide

By Susan Greco |  Dec 1, 1994

Co-owners explain how they took their company into new markets and how the sales force supported the change.  Read more


Resource: Sale Automation Without Tears

By Susan Greco |  Dec 1, 1994

The author of 'Sales Force Automation,' George Colombo, offers tips to successful automation.  Read more