Search

Byline: Jett Hatton Saturday's purse for The Everest carries a wicked purse of $20 million, so we've gone back and had a look into how much each previous winner cost [...]

LVMH achieved record-breaking 2023 sales, with help from its booming cosmetics giant Sephora. Sephora's CEO said the company had benefited from the 'lipstick effect,' (https://www.ft.com/content/fc454912-4025-4436-ae85-cea50ce638a3) The FT reported. He was [...]

Discount club Costco is reportedly pulling back on selling books. According to the New York Times, the chain is now committed to stocking books only during the holiday sales period, [...]

You hear it everywhere you go: "Sales are down because of the economy. My customers simply aren't buying as much." There are some people out there saying the economy doesn't […]

If we listen to half the politicians, everything is coming up profits in the year ahead. They tell us to stop worrying about the economy. We're heading towards a new […]

Anyone pursuing a career in sales during the past several years has been painfully aware of one all-inclusive factor impacting sales performance -- we have been in a recession far […]

Can we observe perfect competition in action in the real world? Demand and supply--possibly not the first words that you ever uttered, but almost certainly among the first economic concepts […]

Byline: Tony Santomauro As the headlines about the global economic crisis continue to be everywhere and consumers continue to hold onto their hard-earned dollars, club operators know how difficult it [...]

DATABASES SAVE TIME - AND CUSTOMERS Names, to paraphrase the Bard, "make the salesperson rich indeed," for the customer and prospect contacts they represent are the source of revenue-producing orders. […]

What is your feeling about a garment sale? Do you love it or hate it? During my recent travels, I listen in on several conversations between distributors and reps and [...]

No doubt about it, salespeople are a costly investment. A recent survey of "The Cost of Doing Business" by Sales and Marketing Management magazine puts the average cost of a […]

(-) Low corn prices and supply increases should mean more reductions in food costs in 2017, especially for proteins like beef that are central to many restaurant chains' spending, according [...]

It's standard practice for online auction sites to charge a listing fee and to collect a cut of every item that sells. That's how they make their money, after all. [...]

EMAIL MESSAGES DON'T sell motorcycles. Neither do phone calls. Face-to-face interactions sell motorcycles. Oh sure, we all know one guy, who one time, sold one customer with just one email [...]

Twenty-three methods for encouraging prospective customers to purchase goods or services are identified, not one of which involves price reduction, but all of which (if improperly handled) could adversely affect the seller's profit margin in such a way as to negate the positive benefits of having made the sale. Analysis methods for judging the economic effects of sales concessions are discussed, and two case studies of sales concessions and their economic effect are examined. Possible lawsuits arising from improperly administered sales concessions and contract law in this area are considered.

In an examination of basic sales allocation and deployment techniques, guidelines are generated that can be applied by management to choose the most suitable location and allocation of sales resources. Various implementation factors are described. Single factor, portfolio model, empirical model, and judgement-based model approaches to deploying sales forces are discussed, and using market and company factors, application examples are given. Profits and sales can be increased if sales force deployment is improved.

This study examined the relationship between company performance and 50 specific planning activities in a small, independent retail firm setting. Performance was measured using one set of objective measures and one set of subjective measures. Six specific planning activities emerged as having significant relationships with both sets of performance measures. (Reprinted by permission of the publisher.)