Sales & Marketing Management - January/Februry 2008 - (Page 3) JANUARY/FEBRUARY 2008 5 EDITOR’S LETTER 6 BRIAN TRACY UNIVERSITY STRATEGY SECTIONS 8 SALES Sales 2.0: Coming soon to a device near you • When should the CEO be selling? 11 MARKETING Making word-of-mouth work for you • Nine strategies for putting customers first. 14 MANAGEMENT Breaking down sales and marketing divisions • The CSO’s lever to high productivity. DEPARTMENTS 28 TRAINING Stop hiring poor performers • Compensation conundrum. 32 TECHNOLOGY Sales and marketing’s automated evolution • The newest in high-performance laptops. 35 INCENTIVES/MOTIVATION The gift card that keeps giving • Flexibility in the workplace. 37 TRAVEL/MEETINGS The Fontainbleau Miami Beach • Seeing the sights of Santa Fe. EXCERPT 39 Leadership Brand. THE WAY I SEE IT 44 The ABCs of successful government selling. VOL. 160, NO. 1 Sales & Marketing Management (ISSN 0163-7517) (USPS 0482-570) is published bimonthly by Nielsen Business Media, Inc., 770 Broadway, New York, NY 10003-9595. Canada Post Publications Mail Agreement No. 40031729. Return undeliverable Canadian addresses to: Deutsche Post Global Mail, 4960-2 Walker Road, Windsor, ON N9A 6J3. Telephone: 646-654-4500. Copyright 2007 by Nielsen Business Media, Inc. All rights reserved. Subscriptions in the U.S. and its possessions, $48. Canada, $67 (U.S.). Foreign, $146 (U.S.). Allow 4 to 6 weeks for first issue to arrive. Periodicals postage paid at New York, NY, and additional mailing offices. Postmaster: Send address corrections to Sales & Marketing Management, Subscription Service Department, PO Box 15698, North Hollywood, CA 91615-9499. Authorization to photocopy items for internal or personal use, or the internal personal use of specific clients, is granted by Sales & Marketing Management for libraries and other users registered with the Copyright Clearance Center (CCC) Transactional Reporting Service, provided that the base fee of $3 per copy is paid directly to CCC, 21 Congress St., Salem, MA 01970. (0273-9313/81 $3). This permission does not apply to the annual Survey of Buying Power, nor does it extend to other kinds of copying, such as for general distribution, resale, advertising/promotional purposes, or creating new collective works. Special requests should be addressed to the permissions editor at Sales & Marketing Management. Canadian GST No. R129442109. Printed in the USA. www.salesandmarketingmanagement.com JANUARY/FEBRUARY 2008 SALES &MARKETING MANAGEMENT 3 http://www.salesandmarketingmanagement.com
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