Abstract
This paper examines how, with the challenges of a progressively more competitive and cost aware atmosphere, sales organizations are reevaluating their strategy to consumers. It looks at how, with growing regularity, sales practitioners are being directed to widen and uphold long-standing relationships with consumers and how these views are expressed by a person in the sales force of Souls Inc. It analyzes the views expressed by the salesman about the three main challenges faced in carrying out the job, the significant changes that have taken place in the past five years, and the changes expected in the next five years.

From the Paper
"In accordance with the salesman, Sales departments are computerizing fast. They have had laptops, as well as cellular phones for the past 5-6 years, certainly, but they are now loading up with superior contact-management software, as well as connecting salespeople into company-wide networks. Sales representatives can download information directly into the company database and, if the telemarketers are connected up too, the salesmen can find out what instructions, requirements and grievances their customers have made whilst they were elsewhere. Sales managers are getting more inclusive, appropriate and consequential information, as well as the requirement for bookkeeping support has fallen noticeably."

Tags:representatives, communication, telemarketers, consumers

Abstract
Direct marketing involves communication by a marketer to a prospect, without an intermediary, via a medium that supports some degree of interaction. This paper explains how this concept has largely merged with the idea of database marketing, which involves the establishment and maintenance of quantities of data about prospects and customers, and is exploited in order to enhance the probability of making a sale to each of them. It explains how direct marketing is intrusive, both in relation to the privacy of personal behaviour and the privacy of personal data. The degree of sensitivity varies greatly, depending on the person, the data, and the context.

Table of Contents
Introduction
Definition of Direct Marketing
The Campaign Process
Campaign Plans
Setting the Campaign Objectives
Campaign Strategy
The Campaign Implementation
Conclusion

From the Paper
"Marketing communications are indirect, where marketer-prospect interactions are inhibited. This may be because the communication channel is one-way, as in the use of broadcasting media such as television, radio, newspapers and billboards. Alternatively, it may be because of the interposition of an intermediary of some kind that does not have a principal-agent relationship with the marketer, e.g. a shop assistant in a retail department store."

Tags:retail, data, context, communication

Abstract
This paper reviews FreshDirect, an Internet-based grocer that operates in the greater New York Metropolitan area. The author gives an overview of the company and does a SWOT analysis, identifying the strengths, weaknesses, threats and opportunities that FreshDirect faces. The paper also includes recommendations on how to overcome the weaknesses and threats they face.

Outline:
Company Overview/Key Strategic Issues
Analysis of Data
SWOT Analysis
Analysis of Key Strategic Issues
Recommendations

From the Paper
"FreshDirect is an internet based direct sales grocery marketer that operates in the greater New York Metropolitan area. The retail grocery industry is the operating area but the company offers a remarkably unique model which offers more fresh food than prepackaged, and therefore serves a customer base who may do bulk shopping monthly but needs to supplement this weekly with fresh produce, meats and other perishable goods as well as at least a limited amount of prepackaged foods."

Tags:online retail, economy, case-study

From the Paper
"Introduction
Circuit City is one of the nation's largest consumer electronic store chains. The company weathered the lackluster early 1990s in this industry by using a "showroom" approach to stores which kept its capital costs low and by targeting diverse demographics as it opened new stores. When the consumer electronics market picked up in the mid-1990s, the company was uniquely positioned to take advantage of the upturn. Circuit City competes directly with Best Buy and Tandy Corporation, also specialty retailers, as well as with mass merchandisers such as Sears and Kmart. This research considers the advertising program in place at Circuit City and whether the company could improve its return on advertising through modifications in its promotional efforts."

Abstract
This paper explains that the Dell Computer Corporation direct model strategy stands out not only because of its elimination of middlemen but also because each computer is custom-designed and made-to-order per the customer's needs. The author points out that the corporation has threatened to undermine years of hard work by industry stalwarts such as IBM and Compaq because most of Dell's competitors manufacture machines to suit the needs of their retailers, resellers or distributors who in turn interacted with customers. The paper concludes that, rather than try to imitate Dell's model, companies with well-established names like IBM, HP/Compaq and Gateway should continue to thrive in their sectors while at the same time coveting more corporate accounts, creating more custom-made computers, easing away from the assembly line and offering the personalized PC purchasing experience for which Dell has become so famous.

From the Paper
"Software is installed in a separate stage of the manufacturing process, and Dell offers specialized services for companies that require the installation of proprietary software. Companies like HP/Compaq would do well to hone the manufacturing process and shift away from the assembly-line. Customized "cell" production makes for a more stable system that is also tailored to the needs of the user. Also, when an order is placed, a list of parts is compiled and sent to the manufacturing plant located closest to the consumer."

Tags:direct-sales, personalization, localization, competitors, reputation

Abstract
This case study analyzes Avon as a company and as a strategy maker. The author found that Avon is mostly inclined towards the differentiated defender strategy at the moment as this choice will help Avon defend its existing position in the mature cosmetics industry while it initiates some line extensions strategically targeted towards the latest predominant makeup consumers: teens. In addition, the author finds that Avon possesses superior marketing skills that no other direct marketer has being able to reach in the U.S. market or abroad. These include tracking consumer-changing needs, maintaining customer awareness and loyalty, and having a strong customer relationship. The latter will continue to improve since new channels of communication are being currently developed such as 800 numbers, websites and other computerized systems that will also encourage more representatives to do their best job in order to increase their income.In conclusion, Avon will continue to increase her sales and the number of sales representatives if she sticks to this strategy.

Table of Content:

Situation Analysis
Major Problem
Company Background
Industry Profile
SWOT Analysis
Objectives
Alternatives
Decision
Bibliography

From the Paper
"Avon Products, Inc is the largest manufacturer and direct marketer of cosmetics, fragrances, toiletries, and costume jewelry. Its global brands include: Anew, Avon Color, Avon Skin Care, Far Away, Rare Gold, Perceive, and Women of Earth. Avon's corporate vision "to be the company that best understands and satisfies the product, service and self-fulfillment needs of women globally," has positioned the company as the "best place" for consumers to buy and the"best place" for women to sell. In 1991 Avon had 1,120,000 active sales representatives operating globally."

Tags:analysis, cosmetic, cosmetics, costume, direct, fragrances, industry, jewelry, largest, manufacturer, marketer, marketing, recommendations, strategies, swot, toiletries, Avon

Abstract
This paper describes the benefits of direct marketing. Direct marketing includes six different methods, and the paper explains what each one is: direct selling; direct mail ads; direct mail catalogs; telemarketing; direct response ads and interactive electronic media. The paper includes actual examples of each of these methods. The writer believes that in today's marketplace, direct marketing is a highly effective means of getting ad messages direct to the customer or prospect to produce some type of immediate action.

From the Paper
"Different companies organize their direct selling campaigns in different ways. For example, a company may operate on a one-to-one basis, in which a salesperson gives a personal sales pitch to a potential client, or it may operate on a part plan basis, in which products or services are demonstrated to a group of prospective customers by a salesperson.
Many companies find network marketing or multilevel marketing to be beneficial to their business."

Tags:business, internet, mail-out, sales, customer, advertising

Abstract
The paper provides an assessment of the overall market for athletic and casual clothing and looks at consumer purchasing trends and demographics. The paper examines North Face's brand positioning, the strategy of using social networking as a critical part of the media mix, and the need to integrate as many aspects of Web 2.0 technologies into the public relations, direct marketing and sales promotion programs. The paper believes that by connecting with customers in entirely new ways, the company will be able to attain its 5% growth. The paper includes figures and a table.

Outline:
Executive Summary
Market Assessment
Consumer Purchasing Trends and Demographics
The North Face Brand Positioning
Media Mix Planning
Public Relations, Direct Marketing and Sales Promotion
Conclusion and Recommendations

From the Paper
"Patagonia Corporation is even more narrowly focused in terms of its product line that The North Face, with product liens dedicated to clothing and accessories for extreme and outdoor sports. Patagonia's segmentation strategy is also heavily influenced by their approach to psychographically-defined segments (Wann, Zapalac, Pease, 2008). As a result of this focus, the company specializes in alpine climbing, fly fishing, hiking and trekking, rock climbing, surfing, trail running, travel and yoga. Patagonia's ability to define a unique brand experience (Pine, Gilmore, 2000) continues to be key to their success. The last competitor, The Timberland Company has an exceptionally strong brand image in the key demographic and psychographic markets, and has continued to see significant revenue growth from global operations as well. As a result of these strengths the company continues to be successful in building their brand globally. As all major brands have faced the threat of counterfeit goods, Timberland has been hard hit with losses of sales throughout the rapidly expanding Pacific Rim nations they are attempting to expand into. Timberland is unique in that they do not have a tightly integrated supply chain and as a result are often at a negotiating disadvantage with suppliers as a result."

Tags:social, networking, public, relations, marketing, Web, 2.0, customers

Abstract
This paper explains that, because the main product line of the Automobile Association (AA) of the U.K. has reached the maturity phase of the product life-cycle; a new advertising strategy, 'Just AASK', incorporating AA's entire umbrella of business products and services, allows the company to communicate a single streamlined message that addresses both new and existing customer concerns and creates new opportunities for cross sales from the core business. The author points out that the AA has a database including every customer who has ever inquired or purchased a product or service from the company, which can be analyzed to develop potential new markets, target groups and new products and to evaluate models for the 'Just AASK' campaign. The paper relates that the key of the 'Just AASK' agenda is to establish a direct marketing communications program that will increase revenue by increasing sales from existing customers; the acquisition strategy of choice for new customers will be a combination of 'Buzz Marketing' and 'Word-of-Mouth' advertising.

Table of Contents
Introduction
Communication and Customer Service
4 P's Approach
Database Strategy
Direct Marketing Communication Program for Existing Customers
Motor Section
Travel Section
Financial Services
Acquisition Strategy for New Customers
Motor Section and Travel Section
Financial Services
Conclusion

From the Paper
"The majority of all business success revolves around attracting and retaining customers. "It is well recognized that a key issue in gaining brand awareness, trial, and subsequent loyalty is to reflect deep-seated values in advertising and augmented product offerings. When marketers address consumer values, target consumers sense that the product's purpose is to benefit their individual lives." The company will therefore seek to take advantage of its valuable customer databases by first enhancing this wealth of information and then creating new strategies for direct marketing communications with existing customers. The new marketing approach will also create viable means for acquiring new customers."

Tags:database, buzz, customer, cross-sell, message

Abstract
This research study examines how emotional intelligence may impact sales outcomes, and to what extent the research conducted in the past has effectively explored the direct relationship between sales outcomes and emotional intelligence. The paper explains that the literature review focused on previous methodologies, hypothesis, concepts and analytical procedures to help establish whether data correlating emotional intelligence scores to sales outcomes was more qualitative or quantitative in nature. The author points out that, from the review of the literature, it is clear that much of the research focused broadly on the ways emotional intelligence may impact outcome without too much specificity given to the topic of sales outcomes. The paper concludes that future research needs to focus on exploring the exact impact emotional intelligence has on sales outcomes, exploring how negative emotional intelligence affects the organization and examining what tools, aside from applied learning or goal orientation, can be used to transform negative emotional intelligence into positive intelligence.

Table of Contents:
Literature Review
Emotional Intelligence Defined
Review of Popular Studies
Summary of Literature Analysis of Gaps

From the Paper
"Ashkanasy (2002) conducted a study of emotional intelligence and perception of emotion in organizations in an attempt to improve understanding of "organizational behavior through investigation of the cognitive and affective processes" underlying attitudes among employees and behavior. The author hypothesized that leaders within an organization are characterized by certain traits or outcomes that may predispose them to their roles within the organization, concluding that attribution theory is most likely the best causal explanation for why people act the way they do, and how this may impact organizational efficacy, as in the case of sales.

Tags:feelings, meta-analysis, case-study, self-report, orientation