Sales


Recent Sales Articles

Reasons for Starting a Business

By Inc. staff |  Jul 1, 1993

Chart showing reasons entrepreneurs gave for starting their own businesses.  Read more

Stand and Deliver

By Susan Greco |  Jun 1, 1993

Summary of two Dale Carnegie workshops on sales presentations.  Read more

When Quotas Don't Work

By Susan Greco |  Apr 1, 1993

How a company dropped sales commissions to improve customer service and encourage inter-office cooperation.  Read more

The Cost of Training New Salespeople

By Inc. staff |  Apr 1, 1993

Survey shows small companies spend more time and money training new sales hires than they did two years ago.  Read more

The Price of Inexperience

By Inc. staff |  Apr 1, 1993

Chart showing inexperienced entrepreneurs are more resource starved and have less start-up capital.  Read more

Comic Attitudes

By Alessandra Bianchi |  Apr 1, 1993

Start-up chain of comic-book stores faces competition from established companies for increasingly sophisticated market.  Read more

Are Small Companies Better?

By George Gendron |  Feb 1, 1993

Faxpoll results on the benefits of being a small company.  Read more

How Do You Pay Your Sales Force

By Susan Greco |  Feb 1, 1993

Chart showing how variously-sized companies pay their sales forces: salary, incentive program, or combination.  Read more

Business Birth and Death Rates

By Alessandra Bianchi |  Feb 1, 1993

Chart showing combined business birth and death rates for 1982-1992.  Read more

Tracking Sales Leads On-Line

By Susan Greco |  Jan 1, 1993

A software company keeps its list of potential customers on a highly-organized computer database.  Read more

Getting Cash to Retailers

By Bruce G. Posner |  Jan 1, 1993

Retailers look to specialty finance companies for cash.  Read more

Blueprint for Bonuses

By Susan Greco |  Dec 1, 1992

The closer a CCC salesperson comes to closing a contract with ideal terms, the more he or she makes in commissions.  Read more

Targeting Your Best Customer

By Susan Greco |  Dec 1, 1992

Owner of custom framing shop takes customers' concerns to heart and refocuses his business to emphasize quality.  Read more

Guerilla Interviewing

By Rose |  Dec 1, 1992

CEO tells how he uses in-your-face interviewing to find top-notch salespeople.  Read more

Gifts for the 'Ultimate Salesperson'

By Vera B. Gibbons |  Nov 1, 1992

Suggestions from CEOs and sales managers on rewards and gifts for salespeople.  Read more

A `Finishing School' for Sales Reps

By Susan Greco |  Oct 1, 1992

Cross-training sales reps in different company departments.  Read more

Paying Your Sales Force

By Susan Greco |  Oct 1, 1992

Two new books counsel growing company owners on how to pay their salespeople.  Read more

Do You Have a Sales-and-Marketing Manager?

By Inc. staff |  Sep 1, 1992

Benchmark chart indicates a bias toward the double-duty title of sales-and marketing executive.  Read more

Customer Data at Your Fingertips

By Michael P. Cronin |  Sep 1, 1992

Client information folders that make it easier to bring new hires up to speed.  Read more

Do You Pay Your Top Sales and Marketing Executives Enough?

By Inc. staff |  Aug 1, 1992

Average 1991 base salary for top sales and marketing executives.  Read more

Looking for Reps in All the Right Places

By Susan Greco |  Jul 1, 1992

Prescreening recruiting independent sales reps.  Read more

Turning Employees into Headhunters

By Michael P. Cronin |  Jun 1, 1992

Beauty salon distributor incorporates referral bonuses employee team interviews into their hiring process.  Read more

Sales Rewards for `Real' Revenues

By Michael P. Cronin |  May 1, 1992

Compensating sales reps based on sales to consumers instead of distributors.  Read more

The CEO as Sales Rep

By Susan Greco |  May 1, 1992

CEO drops 45 sales reps and takes charge of sales and distribution herself.  Read more

Test-driving Job Applicants

By Ellyn E. Spragins |  May 1, 1992

Assessing potential salespeople's skills by having them sell to you over the phone.  Read more