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

A survey examining social group participation of 584 whitewater kayakers found that friends and fellow paddlers of similar skill were the most popular choices as kayaking companions. Social group choice was predicted by psychological outcomes, personal involvement in kayaking, and group size. Discusses implications for development and marketing of…

A ruling in a dispute over whether the State University of New York System was justified in barring from its Cortland campus a group selling kitchen products is discussed. The case involved the legality of a regulation that bars most commercial activity from SUNY campuses. (MLW)

Vendors often use product demonstrations as a means of enticing students to purchase their merchandise. Officials at the State University of New York at Cortland objected when a student hosted in her dormitory room a demonstration conducted by a salesperson representing American Future Systems, Inc. The resulting litigation is discussed.…

Briefly traces the history of video pricing, emphasizing the pricing disparity for home and public performance use of videos. Provides advice in dealing with vendors and in shopping for reasonably priced videos: when to wait for prices to lower on public performance video or to wait for home video versions. (JKP)

This article presents five basic guidelines for initiating a successful alumni merchandising program: (1) shop around for the best vendor; (2) decide what to sell; (3) manage merchandise properly; (4) watch out for risky business; and (5) get what you pay for. (MDM)

This article reviews the tax implications of alumni association merchandising programs, focusing on unrelated business income tax (UBIT) that nonprofit organizations, such as alumni associations, must pay on income derived from a trade or business not substantially related to their tax-exempt status. It also discusses postal regulations that…

This article describes a contrastive study on rhetorical differences between Italian and English sales promotion letters. It is assumed that cultural differences affect discourse genres traditionally considered as standardized, ritual or even formulaic, written business communication being a case in point. It was our goal to investigate how…

In response to calls from both business practitioners and educators, this research explores the extent to which undergraduate marketing education is delivered with a cross-functional perspective. Given that marketing is often recognized as a boundary-spanning role within companies, marketing department chairs were asked to report on…

Building and developing the trade paperback department of the college bookstore is discussed by a sales representative from a major book seller. (PG)

The reorganization of the Boise State University Campus Store is described, with special emphasis placed on student workers. (PG)

This teacher's guide presents material for a unit on introduction to fashion buying. Content focuses on information sources, retail store types, the responsibilities of a buyer, and the qualifications of a buyer. The guide contains 4 objectives, 4 group learning activities keyed to the objectives, 17 transparency masters with dialogue for each,…

This teacher's guide presents material for a unit on preparing for the retail fashion market. Content focuses on merchandise plans, computing open-to-buy, computing turnover, the components of a model stock plan, and criteria used when selecting a supplier. The guide contains 5 objectives, 6 group learning activities keyed to the objectives, 21…

This teacher's guide presents material for a unit on attending the retail fashion market. Content focuses on previewing merchandise for purchase, factors involved in a major market trip, common terms used when ordering merchandise, and pricing strategies. The guide contains 4 objectives, 6 group learning activities keyed to the objectives, 12…