The main purpose of this study is to examine the effect of promotional activities applied in e-commerce on the consumer behavior of individuals living and shopping in the Turkish Republic of Northern Cyprus. The study was conducted using quantitative research method based on Söker's (2022) scale form. The population of the study consists of all…

Objective: To assess whether and how beverage companies incentivize universities to maximize sugar-sweetened beverage (SSB) sales through pouring rights contracts. Methods: Cross-sectional study of contracts between beverage companies and public U.S. universities with 20,000 or more students active in 2018 or 2019. We requested contracts from 143…

The Four Tendencies personality framework, as developed by Gretchen Rubin, allows insight into one's typical responses to both inner expectations (e.g., a personal goal like a New Year's Resolution) and outer expectations (e.g., a request from a classmate or coworker). While the Four Tendencies could be applied to many concepts within the…

Technology usage is widespread across most fields of business. In sales, "back-end" technologies, such as customer relationship management or salesforce automation, offer a foundation for effective and efficient "front-line" interactions in the personal selling process (PSP). In many instances, "front-line" technology…

Experiential projects bring students closer to real-world situations. This is valuable in sales education because the complexities of the sales process are difficult to learn from a textbook. A student project was developed that involved the selling of advertising space in a one-time newspaper insert. The project included a substantial minimum…

Goshen Elementary PTA's membership shrank the first year the author was PTA president. In the back of her mind, she was bothered by the fact that their membership numbers had dropped. So, after she attended a regional session with her vice president on growing membership, she got the courage to propose something different. They discussed with…

For decades, (going back to the 1950s) the negative attitudes students hold towards salespeople and sales careers have been of concern to university educators and to employers seeking to recruit well-trained sales people. While the increasing demand for university educated salespeople continues to grow, employers are struggling to meet that…

More than any other area of business, expertise in personal selling and sales management can best be seen through applied learning styles. Many universities are now offering sale concentration in marketing or even MBA degrees. However, many students still feel instructors' teaching methods are outdated. Instructors use many different techniques…

Improper sales revenue recognition is the single largest issue contributing to financial restatements. Understanding and applying the rules of sales revenue recognition is not just an accounting problem; it is a marketing problem, too. Thus, it is important that the sales force has a basic understanding of the rules of sales recognition and be…

Camps can play an integral part in raising a child. The American Camping Association (ACA) has developed key messages that correspond to developmental needs of children. To portray a professional image of camp, promotional materials should incorporate these key messages, the benefits of ACA accreditation, and the same language as child development…

Improvement of turnover (the rate of merchandise activity in a store) can mean more sales and more profits for college stores. Some ways to improve merchandise turnover include improved store layout, merchandise mix, and purchasing techniques. (MLW)

Enumerates information that advertising sales people for school newspapers should have before they call on potential customers. Includes ideas on what to know about a number of items, including the publication, readers and nonreaders, advertising, sales opportunities, prospects, prospects' problems, shopping factors, and stores' images. (TJ)

Describes a five-step process for using research techniques of the nation's best newspapers to transform high school students into a professional sales staff. (RS)

Describes three principles of direct mail sales letters intended to entice readers to read them: the personalized look; an indirect arrangement of support; and readability ease. (SR)

Discusses basic principles of marketing (referred to as the six p's: product, pricing, point of sale, people, promotion, and positioning) and shows how they can be applied to the marketing of day care centers. (SKC)