Sales & Marketing Management - January/February 2009 - (Page 2) CONTENTS JANUARY/FEBRUARY 2009 Founded 1918 * Volume 161, No. 1 * www.salesandmarketingmanagement.com 12 >AWARDS 12 SPOTLIGHT ON THE PEOPLE’S CHOICE TECH AWARDS > COVER STORY of Schooling The University Sales Education Foundation wants to give your reps academic cred—learn how to leverage it. The 8 >SOLUTIONS By the SMM Editors Last issue, we announced the results— now SMM takes a closer look at 2008’s winning solutions. 16 16 FROM SALES STAR TO SALES SUPPORTER By Jason Jordan Research reveals what’s sabotaging your managerial effectiveness—and how to solve the problem. SALES BY JEREMY COHEN >STRATEGY SECTIONS & DEPARTMENTS 3 EDITOR’S LETTER Revamped & reinvigorated. 6 4 SMART MANAGEMENT Stepping up to the plate. 6 MANAGEMENT STRATEGY Rethinking the sales office. 18 TRAINING The future is in your hands. 24 THE WAY I SEE IT Cover Art and Above: iStock photo The golden rules of negotiation. VOL. 161, NO. 1 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 2009 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. 2 SALES &MARKETING MANAGEMENT JANUARY/FEBRUARY 2009 www.salesandmarketing.com www.salesandmarketingmanagement.com http://www.salesandmarketingmanagement.com http://www.salesandmarketingmanagement.com
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