Sales & Marketing Management - September/October 2008 - (Page 3)

SEPTEMBER/OCTOBER 2008 OPENERS 6 EDITOR’S LETTER The right people in the right place. 7 BRIAN TRACY UNIVERSITY Seven more steps to management mastery. STRATEGY SECTIONS 8 SMART SALES Hazardous to your wealth? 10 SALES STRATEGY A site for satisfied eyes. 12 SMART MARKETING Beware: perception is reality. 13 MARKETING STRATEGY Show you have a heart. 15 SMART MANAGEMENT Specialize your sales force. 16 MANAGEMENT STRATEGY Keep your team members real. DEPARTMENTS 26 TRAINING Q&A Natural Select-ion. 29 TECHNOLOGY Banish the bottom-line blues. 34 TRAVEL/MEETINGS Let workers help themselves. 36 ON THE ROAD Providence: The Cinderella city. 40 THE WAY I SEE IT How are we really doing? VOL. 160, NO. 5 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 SEPTEMBER/OCTOBER 2008 SALES &MARKETING MANAGEMENT 3 http://www.salesandmarketingmanagement.com

Table of Contents Feed for the Digital Edition of Sales & Marketing Management - September/October 2008

Sales &�Marketing Management - September/October 2008 Contents Editor's Letter Brian Tracy University Smart Sales Sales Strategy Smart Marketing Marketing Strategy Smart Management Management Strategy The Low-Cost Sales Leader Why Sales Process Gets the Shaft Training Q&A Technology Making the Case for Travel (Part II) Travel/Meetings On the Road The Way I See It

Sales & Marketing Management - September/October 2008

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