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)

Presents the winners in a competition sponsored by The College Store Journal, to increase sales in college bookstores. (PG)

A field test for the actual practice of sales force feedback of product information to sales supervisors. (CH)

Recommends two books--"Paul Bunyon" by Steven Kellogg and "The Mysteries of Harris Burdick" by Chris Van Allsburg--as mesmerizing for both adults and children. (CRH)

Suggestions for producing a successful exhibit booth include the following: the effectiveness of an exhibit depends on the effectiveness of the people staffing it; avoid games and unrelated giveaway items; demonstrate product in the booth; give special attention to existing customers; and make literature available only from the booth personnel.…

Discusses some current suspect practices in the sales of class rings and photographs to high school students. Outlines some board policies that can correct or prevent these abuses. (IRT)

Reviews several methods to increase yearbook sales and generate more funds for future publications. (AEW)

Discusses the marketing value and strategic necessity of planned and promoted customer education. The article examines customer training by the manufacturer as a definite trend in the microcomputer industry. Elements of a good customer training program are described along with suggestions for starting such a program. (CT)

Discusses basic principles of business, education, marketing, retail operation, bookshops, merchandising, display, selling, and success and their application to college bookstores. (JT)

Presents the winners of a competition for novel advertising ideas in campus bookstores. (PG)

Methods for establishing an advertising budget are reviewed. They include methods based on percentage of sales or profits, unit of sales, and objective and task. Also discussed are ways to allocate a promotional budget. The most common breakdowns are: departmental budgets, total budget, calendar periods, media, and sales area. (JMD)

Describes five parts of a sales training program and offers six basic teaching techniques for presenting sales training materials.