Rest Area
A CEO gives an extra week's pay to salespeople whose out of town trips spill over from Friday to Monday. Read more
Sales
Recent Sales Articles
Prospecting Pays
Instead of paying fixed-rate commissions one company pays its salespeople an extra 1% for new customers. Read more
The Bottom Line
A quick look at some results from a Gallup poll conducted for the American Society of Quality Control in 1988. Read more
Strange Fruits
How Frieda's Finest established itself as a major marketer of exotic fruits and vegetables. Read more
Suggestions, Anyone?
A sales technique that lets the potential customer know his or her long-run cost savings. Read more
Stretching Your Product Line
Sports apparel company profits from making variations of the same product for different markets. Read more
In The Territory
Salespeople at FrederickSeal Inc. organize their visits in sequence, making it easy to revisit clients. Read more
Drop a Line
FrederickSeal Inc. salespeople send out postcards before sales visits to ensure that appointments are kept. Read more
Come Again
An art gallery tracks customers and turns them into repeat buyers. Read more
Sending Report Cards Home
A CEO sends reports home to salesforce spouses to let them know how close their partners are to winning a vacation. Read more
Benefits: Are Your Employees in the Dark?
Survey results showing how employees answered the question, "What type of health insurance do you have?". Read more
Discount Lobbyist
Lawyer establishes low over-head lobbying co-op to help small businesses in the Capital. Read more
Leading Indicators
A publisher, Pat McGovern, comments on how during a recession more people buy industry journals. Read more
Small Business Sales Growth
Graphs displaying the proportion of businesses that had sales growth in 1986-1989 and the percent of change. Read more
How to Negotiate Practically Anything
Interview with an attorney who has an unconventional negotiating manner: kind, honest, and fair. Read more
The Littlest Mogul
The founder of a small film studio tell how he can make a movie for under $50,000. Read more
Venture Capital: Where's The Money Going?
A graph displaying the various areas industry invested in during 1987 1988, and the percentage of funds invested. Read more
Fighting Drugs in the Workplace
Some results concerning drug abuse from the American Productivity Quality Center's survey of managers. Read more
Telemarketing: A Consumer's View
Some statistics concerning customers' responses to telephone sales calls. Read more
How Now, Ed Zschau?
One CEO's desire to build a company and then run for Senate. Read more
Urban Surfer
New business information on surfer video game. Read more
Once More, With Feeling
One CEO speaks on the stagnation of remaining in one industry. Read more
When Less Is More
Retailer test-sells a smaller number of new products in order to avoid an unsalable inventory. Read more
Surprise! Surprise!
Advice on dealing with inventory shortfalls. Read more
Keeping Councel
Some of the different types of counseling companies offer and the percentage of companies offering such services. Read more
