Sales


Recent Sales Articles

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

In February 1992, Susan Greco wrote the following review in Inc. magazine: When 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

Inventions `R' Us

By Anne Murphy |  Jun 1, 1991

Profile of a start-up retail shop's attempt to create a market for overlooked new products.  Read more

48 Hours with the King of Cold Calls

By Jay Finegan |  Jun 1, 1991

A salesman par excellence talks about the rewards of cold calls.  Read more

Double Vision

By Anne Murphy |  Mar 1, 1991

Entrepreneur attempts to create two entertainment start-ups at once.  Read more

Customer teachers

By Inc. staff |  Mar 1, 1991

Inviting customers to employee training sessions to talk about how purchasing decisions are made.  Read more

Allied Forces

By Leslie Brokaw |  Feb 1, 1991

Start-up uses its customers as its sales force.  Read more

The Daily Sales Report

By Elizabeth Conlin |  Jan 1, 1991

A simple written report that keeps tabs on your sales force.  Read more

Get now, earn later

By Inc. staff |  Dec 1, 1990

Using cellular phones as a sales incentive.  Read more

Opportunity Rings Once

By Paul B. Brown |  Nov 1, 1990

Tips on devising a well-designed telemarketing program.  Read more

Team Makeup

By Leslie Brokaw |  Sep 1, 1990

Heavy hitting retailers are starting a chain of all-cosmetics and accessories stores.  Read more

When in Rome

By Elizabeth Conlin |  Sep 1, 1990

A cosmetic retailer sells her wares at a Saudi Arabian bazaar.  Read more

Back-Room Solutions

By Inc. staff |  Sep 1, 1990

Sending back office, hands-on workers off to visit customers to compliment your sales force.  Read more

Blowin' in the Wind

By Elizabeth Conlin |  Aug 1, 1990

Entrepreneur markets two new nutrition supplement drinks.  Read more

Generous Terms

By Inc. staff |  Jul 1, 1990

Reinforcing distributors with a supplemental sales force.  Read more