Sales


Recent Sales Articles

Registry: Who's Who in Small-Business Research

By Karen E. Carney |  May 15, 1995

Sixteen thumbnail sketchs of the country's leading small-business economists, complete with e-mail addresses.  Read more

A Nation of Owners

By William Bridges |  May 15, 1995

An adaptation from the author's book, 'Jobshift: How to Prosper in a Workplace Without Jobs.'  Read more

Public Policy: What Does Business Really Want from Government?

By Tom Richman |  May 15, 1995

This article explains how government must reinvent economic and regulatory policies to match today's marketplace.  Read more

Forget the Better Mousetrap

By Gary L. Reback |  May 1, 1995

Column about the changing competitive strategies in high-technology markets.  Read more

Where the Shoppers Are

By Susan Greco |  May 1, 1995

A mail shipping business sets up shops inside supermarkets.  Read more

Psyched Up or Psyched Out?

By Susan Greco |  Apr 1, 1995

An expert identifies some classic weaknesses in salespeople.  Read more

Sales Execs Share the Risk

By Robina A. Gangemi |  Apr 1, 1995

Chart illustrating the percentage of compensation that is performance based for sales and marketing executives.  Read more

The Wrong Question

By Bruce Guile |  Mar 1, 1995

Column debating whether small or large companies are the greater source of job creation and technical innovation.  Read more

Start Your Own Trade Group

By Susan Greco |  Mar 1, 1995

Forming your own trade group promotes networking and joint PR efforts.  Read more

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

Mass merchandisers book about 40% of all U.S. retail sales, and discount retailers--chains with 50 stores or more--book 11% to 13% of all retail sales, ev...  Read more

Skip the One-Man Band

Jan 1, 1995

Everybody likes to feel important, but when you're selling your company one of theworst mistakes you can make is to emphasize how essential you are to the...  Read more

The Personal Touch

Jan 1, 1995

Personal contact with customers is a crucial element in the success of any new business ? and it's one of the most common casualties of growth. "As a comp...  Read more

Looking for Leads in All the Weird Places

Jan 1, 1995

Here are two ways to generate leads for new business: ?   When a competitor files for bankruptcy, check the courthouse for documents on the case. ...  Read more

Encouraging On-Site Visits

Jan 1, 1995

The way Jim Ake figures it, "if we can convince a customer to visit our place, we'll make the sale about 90% of the time." Akefounded Electronic Liquid Fi...  Read more

Tap TV Shopping Channels

Jan 1, 1995

Mark Sneider's new products were definitely quirky--a Warm-up Scarf with a heating element and a bandanna with a cold packattached called a "Cooldana." Th...  Read more

The 60-Second Sales Pitch

Jan 1, 1995

Matt Hession realized that his target customers were much too busy to fit a standard sales call into their tight schedules. So hedeveloped an irresistible...  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

Third, the ownership package attracts veteran managers. "We've been fortunate enough for the past six years to have good people knocking at the door," say...  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

Sales-Force Turnover: Excuses, Excuses

By Susan Greco |  Dec 1, 1994

A chart displaying companies in terms of annual revenues and the percentage of salesforce turnover in 1993.  Read more