ESSAYS -
LIST OF AVAILABLE ESSAYS ...
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Sales and Sales Management
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A 7 page paper assessing several points in sales. Sales trainer Thom Hopkins has said that sales is the easiest low-paying job or the hardest high-paying one anyone could ever have. The purpose here is to assess how the sales manager, sales psychology and formal sales training can positively affect outcomes. Bibliography lists 3 sources.
Filename: KSsalesMgmt.rtf

Sales Force and Channel Marketing Management at Charles Schwab and Merrill Lynch
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An 8 page paper discussing Charles Schwab & Company and Merrill Lynch are both financial services firms and can be regarded as competitors in their industries. Though they share many of the same characteristics such as broker compensation and transaction reporting as required by law, they target very different aspects of the market and have greatly different clientele. Schwab favors the individual investor, which Merrill Lynch prefers the institutional and particularly the global one. Bibliography lists 15 sources.
Filename: KSSchwabMerL.wps

Sales Letter Analysis
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This 13 page paper is an analysis of an effective sales letter. The paper looks at The techniques to capture the reader's attention, why there is there an effective opening, the central selling points, the use of logical and emotional appeal, the reader benefits, how the letter build interest. how is price handled, the way resistance is anticipated and how action is encouraged. The letter used is a direct mail letter trying to sell health insurance. The bibliography cites 1 source.
Filename: TEsaleslet.rtf

Sales Management
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A 3 page paper that discuses the various responsibilities of the sale manager. Bibliography lists 2 sources.
Filename: PGslmg.wps

SALES MANAGEMENT QUESTIONS
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This 3-page paper answers five questions pertaining to sale managers including the importance of sales to marketing management's success, how customer relationships can be built throughout the selling process, important issue involved in recruiting a diverse sales force, creating cost effective budgets and learning about standard sales practices of a country. Bibliography lists 3 sources.
Filename: MTsalmag.rtf

Sales Management Trends: Article Review
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A 3 page paper that provides a synopsis of an article entitled "Watch this channel" by Erika Rasmusson. This article focuses on information technology and the evolution of Online Marketplaces as a new distribution channel. Vertical and horizontal marketplaces are explained with examples. Certain opinions in this article are supported in articles by other authors. Bibliography lists 3 sources.
Filename: PGomp.rtf

Sales Promotions and Advertising
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Media advertising spending has been falling as a percentage of promotional spend for some years both in United Kingdom and United States. Sales promotion has been a major beneficiary of these changes. This 14 page paper looks at how and why this change is taking place. The paper sites many examples to illustrate the points raised and give examples of different promotions. The bibliography cites 12 sources.
Filename: TEadsales.rtf

Sales Promotions And Real Estate
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3 pages in length. When it comes to attracting customers, sales promotions represent a highly valuable marketing method for every industry. The real estate trade is no different from any other sector of commerce trying to boost its clientele; because houses are big ticket items and unlike a television or refrigerator requires a considerably greater amount of time and consideration prior to purchase, it behooves individual agents and large companies alike to utilize this particularly beneficial approach. Bibliography lists 1 source.
Filename: TLCSaleProm.rtf

Sales strategies in modern business; literature review
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An eleven page literature review relating to sales and marketing strategies in the modern business environment, with particular reference to the impact of Internet and Web technology, and the changes in marketing which have been brought about by the development of e-commerce. Bibliography lists 15 sources.
Filename: JLlitsales.rtf

Sales Techniques
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This 11 page paper discusses the changing practices in sales and how salespeople are now approaching prospects and clients. The hard-sell is gone; today, there is a focus on relationships. Still, there are some techniques that successful salespeople use. These specific techniques are discussed. Bibliography lists 8 sources.
Filename: Saletech.wps