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Describes the crisis encountered by sales executive Brian Geery in his life. Career of Geery in a dot-com company; Battle of Geery with cancer; Job of Geery as vice president of sales and service for CarClub.com.

Presents news for marketing and sales executives in the United States as of September 2000. Impact of changing customer and shareholder expectations on sales strategies of electronic retailers; Sponsorship of the 2000 Olympics by UPS; Effort of H.J. Heinz Co. to boost the sales of its ketchup.

Presents information on several challenges faced by sales and marketing executives along with their solutions. Strategy of Bruce Diamond; Key to retaining the best sales persons; Sales operation of Fleet Boston Financial Corporation; Challenges posed by the Internet; How to anticipate competitors.

Focuses on the results of a survey on the use of information technology by sales managers. Impact of technology on a sales force's efficiency; Type of software programs used by salespeople; Technologies most essential to a representatives' jobs; Percentage of companies that have a Web site; Purpose of World Wide Web use for companies.

Presents tips for sales managers to get customers to commit to next year's contract before the year is over. Popularity of low-price promotions; Need to know what kinds of initiatives appeal to customers when offering value-added terms; Means to appeal to the budget needs of customers.

Provides tips for strategically adding personnel to the sales force. Information on hiring salespeople who worked for the competitors; Benefits of hiring amateur salespeople; Selection of the best salespeople.

Features Steve Parrish, vice president of eastern region sales at Applied Global Technologies. Description of his organizational skills; Negotiation efforts to forge a government contract for the company.

Reports on the significance of virtual meetings to sales executives. Advantages of an online conferencing program; Result of a survey by S&MM/Equation Research on the practice of virtual meeting; Remarks from Harold Kravitz, a sales consultant with Leftwich Partners Inc.

Reveals that a lot of sales executives deemed themselves more stylish than their salespeople, according to a 'Sales & Marketing Management' journal/Equation Research survey. Comments from Diane Craig, president of Ottawa, Canada-based Image International.

Offers tips for sales managers on writing résumé. Visibility of applicant's accomplishments; Importance of management skills; Use of key words for electronic application.

Offers tips for sales manager on handling sales goals that are aggressive and impossible to attain. Information on the lawsuit filed by Nina Aversano against former employer Lucent Technologies for overaggressive sales goals and questionable forecasting practices; Suggestions on what sales managers can do when faced with overaggressive sales goals.

Presents tips for sales executives concerning customers' buying habits. Advice of Norman Klaus, executive director of KRL Group, for sales executives; Information on the sales strategy used by a telecommunications services firm.

Reports on the dressing trends among sales executives. Challenges of balancing dressed-down offices; Standard dressing for men and women; Tips in choosing fabrics.

Discusses the frustrations of several sales managers with the sales performance of their company as of June 2002. Examples of problems experienced by Dennis Gehring, director of sales for Hallett Switches Inc.; Inconsistency of company sales; Actions taken by sales companies.

Provides information on employment opportunities offered by several industries to sales executives in the U.S., as of December 2001. Health care industry; Insurance industry; Security systems industry; Technology industry.

Focuses on a survey which revealed the expectation of sales managers that their sales teams will meet their quotas for 2001. Opinion of John Moberly Jr., national account manager for The TruGreen Cos., on the optimism of sales managers; Confidence of Tommy Ouzoonian, director of sales and marketing at Athens Services, in his sales team.

Offers suggestions to sales managers on improving morale of their salespeople in line with their potential of not meeting their sales quota for the year 2001 amid the economic downturn. Impact of missed quotas on bonus and commissions of salespeople; Evaluating the compensation plans of salespeople; Way of motivating salespeople in dealing with the economic downturn.

Presents the results of a survey on the use of corporate jets and paid spouse travel expenses for sales executives.

Presents information on how to create a safe driving culture for salespeople who spend lots of time on the road. Investigation about the driving records; Participation of new hires in driver-safety class; Emphasis on the effects of unsafe driving.

Focuses on sales executives' favorite costumes for Halloween parties in the United States. Sales engineer Tom Foors' preference for green costumes; Brandeis Catering sales manager Leigh Goodman's Eddie Munster costume.

Discusses the difficulties experienced by companies in the United States in hiring and holding on to qualified sales executives. Decline of white collar unemployment rates; Results of a labor survey by the US Bureau of Labor Statistics for January 1998; Rates for sales representatives in finance and business services; Companies' plan to increase their sales and marketing staffs.

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.

Focuses on the reaction of sales managers in the United States to Nokia Consumer Electronics' release of its Nokia 9000 Communicator, a product that acts as both a cellular phone and a computer, in the United States. Sales of the product since its release in Europe; Reaction of consumers to the high price of the product; Benefits seen by some managers for its use.

Reports on the increased competitiveness among organizations to gain more sales executive members. Campaigns initiated for recruiting members by the National Alliance of Sales and Marketing Executives (NASME); Certification process for new members at the Sales and Marketing Executives International (SMEI).

Focuses on the challenges in balancing marketing costs faced by executives in the United States for the last quarter of 1997. Strategies for overcoming approval hindrances; Importance of marketing managers to present quantifiable data too prove the effectiveness of marketing campaigns.