Budget Allocation
While many companies are spending more money on sales promotion than on media advertising, it is difficult to say just what percen…
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Sales Training Programs
Another form of manufacturer-sponsored promotional assistance is sales training programs for reseller personnel. Many products sol…
Types of Advertising
In general, there are seven different types of advertising recognized by business ethicists. The first is pure informational adver…
Measuring the Effectiveness of the Sales Force
Probably for as long as there have been sales forces, managers have sought ways to determine whether they are effective or not. In…
Relationship Marketing
Relationship marketing is defined as an organizations effort to develop a longterm, cost-effective link with individual customers …
Combining Personal Selling with the Internet
The Internet has been used to provide product information, generate leads, screen prospects, and build and market from databases. …
Motivating the Sales Force
Regardless of how good ones advertising, public relations, and other IMC programs are, for many companies, it is the sales force t…
Data Mining as a Marketting Strategy
Internet-based marketing strategiesgenerate extremely large data sets from customer interactions. Purchase histories, financial re…
Magazine Ads
For yearsmagazine publishersfocused most of their attention on selling ads in their magazines and devoted less attention to provin…
Readership and Total Audience
Advertisersare often interested in the number of people a publication reaches as a result of secondary, or pass-along, readership.…
