Search

Companies have long used call centers to better serve and learn about customers. Now they're using them to grow sales In a sprawling room, some 50 customer service representatives wearing […]

Think a dramatic increase in sales in 1997 is out of sight? Not if you follow these companies' strategies With sales at Optinfo Company increasing more than 40 percent in […]

Our Best Sales Forces are thriving in a chaotic marketplace. And no company's doing it better than Hewlett-Packard ADAPT OR DIE. That's the main lesson to be learned from America's [...]

Integrated marketing communications is increasingly discussed as a smart business strategy. But it may be more talk than action WHAT THE HECK is integrated marketing communications? Many marketers today are […]

The year is already half over and perhaps it's not what your company expected. Sales are down, and summer vacations have been put off. The blame game is on, as […]

The tougher the presentation, the more you need to focus on fundamentals. And, the more you need to take risks when the moment is right You've just checked your watch […]

Businesspeople know that a continued strong economy means more customers and increased sales. But if such prosperity is their sole criterion in voting for president this election, they may have […]

Can the legacy of tobacconist Nat Sherman keep revenue increases rolling? As Manhattan pedestrians scurry through an unrelenting January rain, seeking cover in taxicabs or under canopies, a handful of […]

A reviving economy, an upbeat housing industry and torrential rains may have helped nail down Elcor Corp.'s rebound in the roofing industry. Building on a turnaround that began last year, [...]

Executives of Liebert Corporation had heard all the warnings about doing business in India. Find good partners. Understand the economic climate. Know the culture. But the company moved forward anyway, […]

If you're tired of achieving incremental sales increases every year, frustrated that your growth isn't in double digits, maybe it's time to set bold goals. "Insanity is doing the same […]

THIS YEAR, July 4 will bring hot dogs, baseball, apple pie, and United States Postal Service Reclassification. Only one of those is aimed at making the current classification system more […]

Reports on the legal implications on the use of e-mail messages in business transactions. Need for e-mail policies; E-mail communication cases that have gone through court proceedings; Risks of internal e-mail messages turning up outside the company.

Focuses on businesspeople's mixed opinion about their choice of the best presidential candidate with policies conducive to their businesses. Republican candidate Bob Dole's representation of the traditional interest of business; Satisfaction with current state of affairs; Comparison of President Bill Clinton's key policies with those of Dole. INSET: How they stack up..

Reports that LSG Lufthansa/SKY Chefs is tapping the home-meal market to make up for decreased sales in airline meals. Supply to Kroger stores in North Carolina and 7-Eleven stores in Florida; Goal to reach $500 million sales by year 2001.

Describes the marketing research conducted by Day-Timers Inc. for its DayWatch time management notebooks targeted to women who want to get organized at home. Key attributes that differentiate mass market shoppers from Day-Timer's typical customers; Qualities that working women look for in planners; Designs and prices of DayWatch products.

Profiles the International Business Machines Corp.'s (IBM) sales organization, ranked third in `Sales & Marketing Management' magazine's list of America's 25 Best Sales Forces. Greater focus on customers' industries; Innovative team compensation plan; Renewed emphasis on training representatives; Continuous revenue growth since 1995.

Focuses on McDonald's Corp.'s venture into the gas station/fast-food service store concept. Results of the test marketing in 1994; Partnership with Chevron.

Reports on the lackluster interest in world fairs that showcase new products. Comparison with the spectacular expositions of the past; Cancellation of fairs in other parts of the world; Reasons behind the declining popularity of fairs; Efforts to preserve the marketing history and the memory of the New York fairs.