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Features Mark Angelino, senior vice president of industry sales and service at Nextel Communications Inc. Increase in the revenues of the company in 2002; Career background of Angelino; Contributions to the success of the company.

Looks at the efforts of Mark Cuban, owner of the Dallas Mavericks basketball team, to change the sales culture of the basketball franchise. Amount paid by Cuban in buying the team; Other companies founded and built by Cuban; Involvement of Cuban in his team; How Cuban emphasized salesmanship's role in driving ticket sales and television ratings; Efforts to motivate his sales people.

Presents the most influential people in sales and marketing history in the United States. Includes automobile manufacturer Henry Ford; Wal-Mart founder Sam Walton; Oil magnate John D. Rockefeller; Film director Steven Spielberg; Singer/actress Madonna. INSETS: The Internet as a sales medium, by Michael Dell.;Delivering the goods, by Fred Smith.;Catering to air travel changes, by Herb Kelleher.;Cataloging future sales, by Lillian Vernon.

Sales representatives don't usually make the best actors. But 10 salespeople in a conference room in New York are currently playing the role of real estate agents. None of them have ever sold a piece of real estate before in their lives, but they're trying their hardest to convince reluctant buyers not to back out of a deal. It's the main message of this training course, produced by Huthwaite Inc., a company that provides corporate sales training services, based in Sterling, Virginia. And these 10 salespeople have come to the Huthwaite course, titled "Making Major Sales" and based on the company's SPIN Selling philosophy, to learn how to penetrate deeper into accounts and ultimately close more business.

Discusses the ways by which salespeople can be more productive with the time that customers give them. Other means of communication that customers offer to salespeople; Importance for sales organizations to do jobs that help customers with their businesses; Remarks from William Robbins, vice president of sales for GL Manufacturing.

Features events held at the Professional Sales Association's (PSA) 1995 conference. Advantages of attending the conference; Objectives of the PSA; Theme; Activities and training sessions.

After visiting 15 customers in a three-week period last summer, Philip Tyler decided that his sales force needed to be reorganized. As vice president of sales for Tri-Tech Inc., an electrical components company based in Pittsburgh, Tyler oversees a sales force consisting of eight field representatives and four tele-salespeople. Prior to January, those numbers were six representatives in the field and six on the phone. So Tyler decided to segment his company's customer base according to how they wanted to buy from Tri-Tech. Now, field representatives call on the customers who want an in-person sales process, and the tele-salespeople handle customers who want to order products via the phone or Internet. This kind of customer segmentation process is one that many companies are going through these days. But, while companies are often viewing their customer bases along geographic or industry-based lines, experts are saying that they need to take a deeper view of their clients.

Provides information on how Jerald Douglas, vice president of sales for Dowell Electric Inc., closed a deal with chief executive officer after a round of golf.

Relates how one sales professional closed a deal with a customer. Things which salespeople have to overcome to close large deals; Details of how he won a contract with a new company.

Offers a look at how TecForm Industrial Corporation, an office product distributor in New York, used customer referrals to improve sales. Incentives offered to customers who will give company referrals; Benefits from customer referrals; Impact of reliance on customer referrals on the company's sales.

Deals with the program of Wicker Corporation designed to motivate its engineers, researchers, and manufacturing staffers to get involved in sales. Increase in the company's sales in 2002.

Focuses on how to increase profits while competitors cut their prices. Impact of lower prices on profitability of sales team; Action taken by Scott Jacobs of Technical Concepts Inc. to motivate his salespeople.

Focuses on competition in the U.S. sales industry as of August 2002. Involvement of ethics in business competition; Significance of a devising a strategy on how to capitalize; Importance of focusing on the customers.

Presents survey results regarding challenges faced by the sales force in marketing.

Presents information regarding products sales representatives are willing to sell other than their own products. Advertising time; Learning materials for children;

Provides information on a marketing and sales contest launched by `Sales & Marketing Management' magazine to test the capabilities of salespeople. Objective of the contest; Details on the performance of the participants.

Discusses the online selling success of HPC Interactive, a division of HPC Publications. How the division solved its problems in its Internet advertising efforts; Compensation for its sales representatives; Definition of relationship management.

Interviews winemaker Gina Gallo about her role in a print and broadcast advertising campaign. What her sales experience taught her about customers; When she got into the winemaking side of the business; Similarities between winemaking and sales.

Presents news briefs on sales and marketing-related issues. Customer service given by CVS company in Detroit, Michigan; Kit for headache offered by Healtshop.com company.

Focuses on the sales opportunities in Baltimore, Maryland. High-technology companies; International business opportunities; Diverse cargo at the Port of Baltimore; Case of insurance salesperson Josh Martin.

Focuses on how a business can survive when one client accounts for a majority of sales. Negotiation of contracts; Search for customers; Diversification of customers.

Quotes remarks made on issues related to sales and marketing. `NBC News' anchor Brian William about his cost savings effort; Apple Computer actng chief executive Steve Jobs on the company's direct sales effort to compete with Dell Computer.

Presents an interview with author Brad Richardson. Young people's attitudes toward sales and marketing; Attracting recent graduates to selling.

Focuses on the sales and marketing strategy implemented by Brooks Sports Inc. to compete with major shoe manufacturers. Percentage increase in sales experienced by the company for 1996; Comment by Bruce Pettet, vice president of sales and marketing in the company; Six objectives set by Pettet in creating the strategy.

Presents quotes from Charlotte Beers, chairman of Ogilvy & Mather Worldwide concerning the nature of sales work and Jim Barksdale, president and chief executive officer of Netscape on his views on Microsoft Corp.

Shares some of the most embarrassing on-the-job moments of sales executives in the United States. Respondents include Susan Simon of Cystic Fibrosis Foundation in Omaha, Nebraska; Harriet Fein of The Grove Group in Dallas, Texas; Peter Riley of Coast Communications in San Francisco, California.