Days of malaise: American marketers no longer strive to be the best

Article Abstract:

American business enterprises have formed some undesirable practices that have resulted in their decline. The idea of middle management has been disastrous to business because those who belong to this level have become more concerned with survival than productivity and efficiency. Americans want to stay in the middle, and become average, and have stopped venturing and are afraid of risks. These attitudes stunted American advances in science and technology. American business firms should become aware of their faults and should endeavor again to be the best.

Social aspects, Column, Beliefs, opinions and attitudes, Americans, Work ethic, Workers, Employee attitudes

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Once more with conviction; a marketer's can't-miss list of New Year's resolutions

Article Abstract:

A twelve-point list of New Year's resolutions for marketers is provided. The list of marketing and sales guidelines, compiled by Graham Communications Pres John R. Graham, is guaranteed to help a company in making 1993 a favorable year. The pointers include organizing and monitoring business leads, increasing visibility in the market, polishing of a firm's image, creating a new niche market, writing down a marketing plan, improving customer communications and being consistent in marketing.

Marketing management, Marketing executives, Graham, John R.

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It's time to stop selling and start making sales

Article Abstract:

Sales personnel traditionally equate effective selling technique with the way people sell themselves. This results in some degree of deception since sales personnel tend to say to the customers what they want to hear. Effective selling techniques can be developed through prospect identification, customer cultivation and customer commitment. This ensures a smoother and softer impact on the customer and can even bring about a continuing relationship.

Photographic equipment and supplies, Management, Evaluation, Economic aspects, Technological innovations, Science and state, Science policy, Camera industry, Selling, Eastman Kodak Co., Sales personnel, Salespeople

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