Sales & Marketing Management - May/June 2008 - (Page 3)

MAY/JUNE 2008 OPENERS 5 EDITOR’S LETTER It takes all kinds, but make mine merchandise. 6 BRIAN TRACY UNIVERSITY Destroying de-motivators and fostering ambition. STRATEGY SECTIONS 8 SMART SALES Let’s go to the videotape. 9 SALES STRATEGY The forgotten element. 10 SMART MARKETING The rise of trust and authenticity. 11 MARKETING STRATEGY Building old-school buzz. 12 SMART MANAGEMENT The compensation paradox. 13 MANAGEMENT STRATEGY Keeping your cool during tough times. DEPARTMENTS 24 INCENTIVES/MOTIVATION Forget money—show salespeople the goods! 30 BOOK EXCERPT Rules to Break & Laws to Follow. 36 THE WAY I SEE IT Find out if your trade shows pay dividends. VOL. 160, NO. 3 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 MAY/JUNE 2008 SALES &MARKETING MANAGEMENT 3 http://www.salesandmarketingmanagement.com

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Sales & Marketing Management - May/June 2008 Contents Editor's Letter Brian Tracy University Smart Sales Sales Strategy Smart Marketing Marketing Strategy Smart Management Management Strategy The Minister of Culture Become a Value Merchant Incentives/Motivation Streamlining Business Travel Book Excerpt The Way I See It

Sales & Marketing Management - May/June 2008

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