Sales


Recent Sales Articles

The Lost-Job Survey

By Teri Lammers |  Apr 1, 1992

Roofing contractor gets help solving problems from the companies that reject its bids.  Read more

Ongoing Sales Rewards

By Susan Greco |  Apr 1, 1992

Customized rewards to motivate sales forces.  Read more

Making Salespeople Collect

By Jill Andresky Fraser |  Apr 1, 1992

Making salespeople responsible for bill collections.  Read more

Putting Training to Use

By Susan Greco |  Mar 1, 1992

Effective sales training programs.  Read more

Rethinking Quotas

By Susan Greco |  Feb 1, 1992

Reorganizing salespeople's compensation plans to accomplish company goals and motivate employees.  Read more

How Sales Goals Are Set

By Susan Greco |  Feb 1, 1992

A survey asked companies how they set sales goals for sales executives and sales reps  Read more

Warming Up to Cold Calls

By Susan Greco |  Feb 1, 1992

Motivating oneself to do cold calling work by realizing the dollar amount of each visit.  Read more

Warming Up to Cold Calls

By Susan Greco |  Feb 1, 1992

From the pages of Inc. magazine, a review of a classic book on sales calls.  Read more

No Salesman Will Call

By Tom Richman |  Jan 1, 1992

Company replaces its salesperson with a full-time employee stationed at the client's business.  Read more

Database Sales Management

By Teri Lammers |  Jan 1, 1992

Using sales management shareware software instead of commercial products.  Read more

What Motivates a Salesperson Most?

By Susan Greco |  Jan 1, 1992

Various companies' sales incentive programs.  Read more

The Foolproof Interviewer's Guide

By Teri Lammers |  Dec 1, 1991

A sales interview guide to help recruit and hire a reliable sales force.  Read more

A Regimen for Shaping Up Sales

By Teri Lammers |  Dec 1, 1991

Advice on focusing sales efforts.  Read more

Reps or Sales Force?

By Tom Richman |  Dec 1, 1991

Making the decision to build a sales force or to sell through independent reps.  Read more

How Do You Train Your Sales Force?

By Susan Greco |  Dec 1, 1991

Chart depicting company's various sales training methods.  Read more

Offices on the Go

By Robert A. Mamis |  Nov 1, 1991

Improving customer relations and employee morale by reducing sales rep's time spent in the office.  Read more

Rewarding the Troops

By Susan Greco |  Oct 1, 1991

Chart depicting the percentage of companies using various sales rewards.  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

How Do You Pay Your Sales Force?

By Susan Greco |  Aug 1, 1991

Chart illustrating compensation methods of companies.  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