Intended for state administrators, district supervisors, and middle managers in vocational rehabilitation agencies, this document proposes a marketing approach to placement of the disabled. Chapter 1 outlines an approach to marketing the rehabilitation agency's "products" and services toward the end result of "selling" them to employers. Basic decision areas and their relevance to the vocational rehabilitation agency are addressed. Chapter 2 examines the first steps in implementing such an approach by exploring the concepts of market analysis and segmentation. In chapter 3 development of a product strategy by the state agency is considered. The first part of chapter 4 on marketing strategies deals with dissemination of information to the employing community to condition the market. Part 2 provides information on developing approaches that access the market through various channels and use of these channel strategies. Chapter 5 suggests strategies for interacting with local labor unions to market work-ready clients. Chapter 6 discusses implications of the marketing approach for state vocational rehabilitation agencies in the areas of policy, program development, training agency organization, and staff assignments. Appendixes include information on the Employer Account System and brochures on financial incentives for hiring handicapped persons. (YLB)