Sales and Selling:
Created on June 08, 2012
Small Firms' Big Customers Are Slow to Pay (Wall Street Journal)
Getting to the point where a marketer convinces a buyer to make a purchase is often an exhausting experience. This is especially the case ...
Created on January 13, 2012
Drug Reps Soften Their Sales Pitches (New York Times)
As we discuss in the Types of Selling Roles tutorial, the tasks carried out by salespeople differ depending on their job objectives. For example, ...
Created on October 24, 2011
Continually finding new sales leads is the lifeblood of most sales organizations. While this task is often a painful struggle, a number of technologies have emerged in recent years to help lessen the ...
Created on September 26, 2011
How a Start-Up Landed Shelf Space at Wal-Mart – Wall Street Journal
The most frustrating decision facing all consumer products marketers is the one they have the least control over – distribution. ...
Created on July 08, 2011
For organizations selling products or services intended for use by a large number of users within a single purchasing environment, such as a large corporation, completing the sale can be a confounding ...
Created on June 01, 2011
New Tools for Sales Training (Inc. Magazine)
In most organizations that field a sales force, the number one responsibility of their salespeople is to sell products to customers. Whether a company is ...
Created on March 29, 2011
10 Greatest Salespeople of All Time (Inc. Magazine)
As we state in our Personal Selling tutorial, sales is a highly misunderstood field. Yes, most people understand the main task of many (but not all) ...
Created on December 05, 2010
Growth in Virtual Gatherings Offers Marketing Opportunities (New York Times)
Every few years a web-based business model garners attention for a unique offering that some believe will eventually be the ...
Created on May 25, 2010
Cold-Calling 101 (Inc. Magazine) How to Close a Sale (Inc. Magazine)
As we discuss in our tutorial on The Selling Process, selling can be looked at as a series of activities salespeople undertake as ...
Created on April 05, 2010
Sales Tips From the World's Toughest Customers (Inc. Magazine)
Sales prospecting can be a tough business. Depending on the industry and products sold, turndowns by buyers can exceed 80% of sales calls ...
Created on February 16, 2010
Many companies sell products that work as both component products within a larger product or stand alone as a final product. For example, electronic audio manufacturers sell radios to car manufacturers ...
Created on November 25, 2009
On the Road (Exhibitor Magazine)
A sour economy has taken its toll on many facets of marketing including trade shows, a key promotional method used mostly in business-to-business marketing. Overall ...
Created on September 22, 2009
Beyond Pipe and Drape (Exhibitor Magazine)
This is a good story that looks at several new developments in the trade show field. Specifically, it looks at new ideas for smaller trade show booths that ...
Created on September 18, 2009
Getting the Most Out of a Trade Show Booth: 22 Tips (BusinessWeek)
Trade shows are an extremely important promotional technique, especially in the business-to-business market. This story offers a good ...
Created on September 01, 2009
On the heels of the last posting which featured stories on social networks and marketing, this posting is also topic specific. In this case we look at a few recent stories dealing with the selling function. ...
Created on August 04, 2009
Highlighted Marketing Stories:
Word-of-Mouth Spend Hits $1.5 Bil. (BrandWeek) - Yes, word-of-mouth promotion is big business. While what qualifies as WOM promotion is somewhat hazy the concept has ...