Softly, softly, catch the rich
- Utilities top league of contact list abusers. Loveday, Trevor // Utility Week;6/23/2006, Vol. 25 Issue 17, p4
This article reveals that utilities have, for the past four years, been by far the worst abusers of business contact lists for direct marketing, according to a recent survey. Data tracking firm DQM found that list abuse - breaching the licence terms for use of contact lists - was growing across...
- The devil is in the detail. Freeman, Ian // Utility Week;4/22/2005, Vol. 23 Issue 13, p28
Discusses the importance of finding the right choice of outsourcing partner for public utilities. Reason outsourcing in the utilities sector has increased; Key benefits of outsourcing inbound and outbound telemarketing; Factors for utility companies to evaluate when choosing potential...
- Competition needs direct sales. Milne, Roger // Utility Week;6/11/2004, Vol. 21 Issue 23, p16
Presents an update on the European utility sector as of June 11, 2004. Efficacy of direct selling in acquiring customers for the energy industry; Details of gas price trends in European countries; Forecasts released by the National Grid Transco for gas and power supply in the winter.
- From the Practitioner's Desk: A Comment on "What is Direct Selling? -- Definition, Perspectives, and Research Agenda" Sanan, Denis // Journal of Personal Selling & Sales Management;Spring97, Vol. 17 Issue 2, p57
Opinion. Comments on an article entitled `What is Direct Selling?--Definition, Perspectives, and Research,' which was written by Robert Peterson and Thomas Wotruba. Selling as a meaningful and complex sales and marketing field; Summarization of direct selling; Perspectives of direct selling.
- Selling to the sophisticated buyer. Schiffman, Stephen; Reisner, Michele // American Salesman;Jan1993, Vol. 38 Issue 1, p16
Advises on how to face challenges of selling to sophisticated buyers. Asking the buyer intelligent questions; Adjusting product presentation; Impressing prospect with one's expertise; Elevating one's self and skills.
- West Sandy becomes Salt Lake Valley's largest trade area. // Enterprise/Salt Lake City;11/11/96, Vol. 26 Issue 20, p1
Reports on the rise of direct sales in Salt Lake City, Utah. Sales in various areas; Sales report from the Utah State Tax Commission; Largest trade areas.
- Trading the old ways. // Management Today;Jul96, p8
Explains why direct selling is predicted as the way to the future in Great Britain. Business to business impact on IBM and its competitors; Selling preferences of companies like Kardex Systems, Hewlett-Packard, Kyocera, Canon and Rank Xerox; Market success of Rank Xerox; Service preferences of...
- More men and women take up direct sales. // In Business;Mar/Apr96, Vol. 18 Issue 2, p9
Reports on the increase in the number of men and women taking up direct sales. Difficulty in making a sale, according to Neil H. Offen, president of the Direct Selling Association; Number of direct sellers in ten who earn $100,000 a year; Shady selling practices; White collar employees engaged...
- U.K. direct sales force held to be `uneconomic'. Howard, Lisa S. // National Underwriter / Life & Health Financial Services;6/15/98, Vol. 102 Issue 24, p23
States that the conventional sales cycle is too wasteful and unproductive in an increasingly competitive world with declining margins according to Stuart Drew of Prudential U.K. Factors which contribute to the poor economics of a direct sales force in Great Britain; Way out of the uneconomic...