Sales & Marketing Management - March/April 2008 - (Page 3)

MARCH/APRIL 2008 5 EDITOR’S LETTER 6 BRIAN TRACY UNIVERSITY STRATEGY SECTIONS 8 SALES The presidential sales campaign • Sealing the cracks. 12 MARKETING I am spam • Escaping the money pit. 16 MANAGEMENT Getting clients to open up • Secrets to a successful comp plan. DEPARTMENTS 30 TRAINING Stop hiring poor performers • Compensation conundrum. 33 TECHNOLOGY Successful sales presentations. 36 INCENTIVES/MOTIVATION Performance: It’s in the cards. 40 TRAVEL/MEETINGS An uneasy mix • Making the most of Minneapolis. BOOK EXCERPT 42 Value Merchants. THE WAY I SEE IT 48 End the discounting habit. VOL. 160, NO. 2 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 MARCH/APRIL 2008 SALES &MARKETING MANAGEMENT 3 http://www.salesandmarketingmanagement.com

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Sales & Marketing Management - March/April 2008 Contents Editor's Letter Brian Tracy University Sales Marketing Management Cover Story: Lessons From the Master Maximum Mobility Training Technology Incentives/Motivation Travel/Meetings Book Excerpt - Value Merchants The Way I See It - End the Discounting Habit

Sales & Marketing Management - March/April 2008

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