Librarians as an Online Sales Force

Tenopir, Carol
December 1990
Library Journal;12/1/1990, Vol. 115 Issue 21, p94
Trade Publication
This article provides information on several online databases and services for librarians, as of December 1990. While Dialog and other online systems continue to improve user interface design, the big push to increase end user participation will come from marketing--with companies using librarians as a sales force to sell the value of online services. Early in 1990, Dialog started an aggressive marketing program aimed at the corporate information professional. Dialog will supply brochures, fliers, quick reference cards, posters, database catalogs, and glossy covers to dress up sample searches. Meanwhile, conceived as an end user service, Mead is attempting to woo the professional searcher, while services like Dialog have been trying to reach end users. Like Dialog, Mead has started a new expanded support program that encourages special librarians to market online services within their organizations. Mead's new general Professional Development seminars supplement its NEXIS system's seminars. Another aspect of Mead's new focus on librarians is its much-improved classroom instruction plan. Mead's new educational plan offers access to almost all of the NEXIS, LEXIS, and MEDIS databases under a choice of four different payment plans. These new plans will help ensure Mead that the new generation of special librarians will be familiar with NEXIS as well as with the more traditional intermediary search services.


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