Sales & Marketing Management - November/December 2008 - (Page 3) NOVEMBER/DECEMBER 2008 OPENERS 5 EDITOR’S LETTER You can’t go home again. 6 BRIAN TRACY UNIVERSITY Leading the action, through words and deeds. STRATEGY SECTIONS 7 SMART SALES When sales 101 isn’t enough. 8 SALES STRATEGY Socrates makes a call. 10 SMART MARKETING Emo-marketing. 11 MARKETING STRATEGY The skinny on lean management. 13 SMART MANAGEMENT Maximize your sales coverage. 14 MANAGEMENT STRATEGY Results through self-knowledge. DEPARTMENTS 24 INCENTIVES Don’t neglect recognition. 26 BOOK EXCERPT Sales Blazers. 28 ON THE ROAD Portland: green with envy. 32 THE WAY I SEE IT Getting CMOs to step up. VOL. 160, NO. 6 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 2008 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 NOVEMBER/DECEMBER 2008 SALES &MARKETING MANAGEMENT 3 http://www.salesandmarketingmanagement.com
For optimal viewing of this digital publication, please enable JavaScript and then refresh the page. If you would like to try to load the digital publication without using Flash Player detection, please click here.