Sales & Marketing Management - March/April 2008 - (Page 4)

WWW.SALESANDMARKETINGMANAGEMENT.COM >> 4 YOUR SOURCE FOR MORE TIPS, TRENDS AND TOOLS EDITORIAL OFFICES (646) 654-7614 edit@salesandmarketing.com 770 Broadway, New York, NY 10003 EDITOR-IN-CHIEF MANAGING EDITOR RESEARCH EDITOR CONTRIBUTING WRITERS MICHAEL T. McCUE JEREMY COHEN NANCY LAZARUS BETSY CUMMINGS MICHELE MARCHETTI MAUREEN HREHOCIK IZABELLA IIZUKA BETH MEYERS EXCLUSIVELY ON salesandmarketingmanagement.com Looking for expert advice? Sales & Marketing Management introduces its online columnists: Robert Grede (marketing strategy), Joyce Harper (motivation and behavior), Kelly McCormick (gender issues), Lee Salz (sales training), Kelley Robertson (sales) and John Windsor (presenting). Each month these professionals will relay their experience and best practices to help you manage for success. Read some of their columns (listed below) and be sure to check out the rest at www.salesandmarketingmanagement.com/featuredcolumnists. ART DEPARTMENT GUEST ART DIRECTOR WWW.SALESANDMARKETINGMANAGEMENT.COM ONLINE EDITOR STACY STRACZYNSKI CIRCULATION (646) 654-7341 AUDIENCE MARKETING COORDINATOR YEWANDE AWOPETU > TRAIN WITH THE SALES DODO: RFPS ARE A SALESPERSON’S KRYPTONITE RFPs can leave you feeling powerless. Learn how you can regain the advantage before you decide to respond to your next RFP. www.salesandmarketingmanagement .com/RFP > PRESENTING SMART: THE TRAP OF “FEATURES & BENEFITS” Are you accurately marketing your products and company to lock in the best sales? Not if you aren’t presenting yourself right. www.salesandmarketingmanagement .com/trap EDITORIAL ADVISORY BOARD BRIAN TRACY STEPHEN COVEY DAMIAN THOMAS SAM REESE KEVIN WARREN Author, Speaker, Consultant Brian Tracy International Author, Speaker, Consultant FranklinCovey General Manager, Corporate Sales Leader, General Electric Chief Executive Officer Miller Heiman Senior Vice President of Sales, Xerox > GENDER BENDER: WOMEN BUY BRANDS … WHAT DO YOU SELL HER? Today’s seller must develop a brand that’s meaningful if they’re going to gain access to the world’s largest buying market: women. www.salesandmarketingmanagement.com/womenbuybrands The following were among the most popular and most e-mailed stories on the S&MM site last month: KURT OPPENHEIMER Worldwide Director of Technical Sales and Support, Intel Corporation ERICA RULIFFSON KEVIN MADDEN MARK DUGGAN TARA AGEN Vice President of Sales, Oracle Vice President of Global Sales, Honeywell Building Solutions President and CEO, Nike Bauer Hockey Strategy and Business Planner for the Americas, Hewlett-Packard MOST POPULAR STORIES > IF YOU WANT TO IMPROVE, TRAIN YOUR BRAIN > MARKETING LOWDOWN: THE CARE QUOTIENT > TRAIN WITH THE SALES DODO: RFPS ARE A SALESPERSON’S KRYPTONITE SOUND OFF! Have your opinions on today’s current sales and marketing topics heard with your very own blog entry on S&MM SoundOff. E-mail blog submissions to stacy.straczynski@nielsen.com. Include your name, e-mail, location, company and position. Be sure to title your post. BAPPA CHOUDHURY Vice President, Segment Management, Global Solutions, Siemens Medical MARY DONATO Associate Director, Institute for the Study of Business Markets, The Penn State Smeal College of Business Senior Vice President of Marketing (Ret.), Blue Cross Blue Shield MOST E-MAILED STORIES > NOW PRESENTING: TEXT-HEAVY SLIDES A REAL SNOOZE > MARKETING LOWDOWN: THE CARE QUOTIENT BILL DIXON SUBSCRIPTION SERVICES WRITE FOR S&MM Who knows about sales and marketing management better than you, the reader? If you ever wanted to test your flair for writing, now’s the time. Share your knowledge and management expertise by writing an online exclusive article for salesandmarketingmanagement.com. E-mail your editorial submissions to stacy.straczynski@nielsen.com. Articles should be no longer than 1,000 words in length and remain vendorneutral in content. Please include a brief bio as well. 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High quality, custom article reprints are available in both print and electronic format by contacting: The YGS Group, Toll Free: (800) 290-5460, (717) 399-1900 x100, fax, (717) 399-8900, www.theYGSgroup.com PERMISSIONS AND LICENSING Barbara Grieninger, Barbara.Grieninger@nielsen.com, (646) 654-4675, fax, (646) 654-5819 SURVEY OF BUYING POWER SUBSCRIBE: S&MM E-NEWSLETTER Get the latest stories and articles on staffing, training, business travel, technology and incentives in the sales and marketing sectors delivered straight to your inbox each week. Opt-in at our online sign-up page at www.managesmarter.com/msg/newsletter/index.jsp. SALES&MARKETING MANAGEMENT MARCH/APRIL 2008 Single copies: (800) 821-6897 Survey permissions: Barbara Grieninger, Barbara.Grieninger@nielsen.com, (646) 654-4675, fax, (646) 654-5819 LIST RENTAL Michele Wiesner, List rental Product Manager (646) 654-7220 www.salesandmarketing.com www.salesandmarketingmanagement.com http://www.salesandmarketingmanagement.com http://www.salesandmarketingmanagement.com http://www.salesandmarketingmanagement.com http://www.salesandmarketingmanagement.com http://www.salesandmarketingmanagement.com/featuredcolumnists http://www.salesandmarketingmanagement.com/RFP http://www.salesandmarketingmanagement.com/trap http://www.salesandmarketingmanagement.com/RFP http://www.salesandmarketingmanagement.com/trap http://www.salesandmarketingmanagement.com/womenbuybrands http://www.salesandmarketingmanagement.com http://www.salesandmarketingmanagement.com http://www.salesandmarketingmanagement.com http://www.theYGSgroup.com http://www.managesmarter.com/msg/newsletter/index.jsp http://www.salesandmarketingmanagement.com

Table of Contents Feed for the Digital Edition of Sales & Marketing Management - March/April 2008

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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