New from Simon & Schuster

Response

Response

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Marketing experts know that Direct Marketing is the single most effective way to sell products and services. Savvy corporations are reallocating money from advertising to all forms of Direct Marketing because they understand these campaigns sell billions of dollars of goods and services to consumers and businesses. And they sell everything from 25 cent plastic dinosaurs to machinery that costs a quarter of a million dollars. Direct Marketing can generate leads for sales forces, identify prospects, reward good customers, drive retail traffic, and revive dormant accounts. It is also the only form of marketing that is testable, trackable, and, when done the right way, always profitable.
In Response! Lois K. Geller, a leading expert in Direct Marketing offers all marketers, whether they work for small companies or large corporations, a strategy for creating and sustaining a profitable Direct Marketing program. Leading the reader through this program of planning, budgeting, forecasting, testing, building lists, choosing suppliers, selling overseas, and developing loyal customers, Geller explains how to create profitable direct mail packages, print ads, television and radio commercials, inbound and outbound telemarketing programs, and Internet campaigns. With scores of examples drawn from Ford Motor Company, Mercury Records, J. Peterman, American Express, 1-800-Flowers, and other companies, Response! is the authoritative source for Direct Marketing strategies and techniques.
Choose a format:
  • Touchstone | 
  • 368 pages | 
  • ISBN 9780684871134 | 
  • May 1999
List Price $23.95
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Read an Excerpt

CHAPTER 1

Why Go Direct?

Every semester for the past five years, students have been crowding into a small, overheated classroom at New York University. These are not your ordinary degree-seeking students -- these are innovators, inventors, importers, advertising account managers, catalog publishers, entrepreneurs, and small-business owners. They've all come to my class on Direct Marketing to learn what this industry's insiders already know: that Direct Marketing is the fastest growing, most cost-effective method of selling products and services in our country today.

Direct Marketing -- a measurable, tested marketing... see more

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