B2B ADVERTISING

The Economic Problems of Advertising and its Elements

The Economic Problems of Advertising and its Elements 1. The Product - All of the factors of the problem are functions of the particular product; they depend in their definition and evaluation, on all of the characteristics that are peculiar...

Fifteen Sales Steps beyond “Knowing the Goods”

We had listened to the sales promotion manager as he outlined the new sales manual. We had admired the compactness and completeness of the instruction book he had prepared for the men to carry with them. His compendium of facts was a marvel....

The Machinery of Advertising

A manufacture does not calculate before lunch, “I believe I’ll use a page in The Ladies’ Home Journal,” after lunch dash off a clever bit of copy, and telephone to the magazine to send a messenger for it before five o’clock, so that he can see the proof tomorrow....

What Price Super-Selling?

“Quite Evidently the Waste Motion and Waste Expense in Selling and Marketing Is by All Odds the Greatest Waste in American Business Today’TODAY there is no question whatever that we are in a distinctly new era of business, and that selling must be modernized to the...

How Shall We Make Up Our Salesman’s Sample Case?

BEFORE answering the question raised by the title of this article, it may be well to look at some of the reasons for the use of sample cases. The purpose of a sales department that provides its men with sample cases will sometimes have a...

Dealer Relations in Industrial Marketing.

IN the issue for May 18, 1927, Advertising and Selling published an article of mine which attempted to explain in detail our method of handling voluminous correspondence expeditiously. As I stated then, the only reason I can spend an occasional afternoon on the golf...

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